Send us Fan Mail This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal. • Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar? • Do you connect with your prospects at a deeper leve...
Oct 22, 2015•25 min•Ep. 1
Send us Fan Mail What makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars . They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Find...
Oct 19, 2015•22 min•Ep. 1
Send us Fan Mail How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career. • Do you know which relationships are most helpful to you? • Have you thought through who you know (or who you want to know) that will make you and your sales life even better? In this episode of The Advanced Selling Podcast, Bill an...
Oct 15, 2015•16 min•Ep. 1
Send us Fan Mail In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way. They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself: • Do I proactively look for a solution or do I complain about the problem?...
Oct 12, 2015•24 min•Ep. 1
Send us Fan Mail It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do? eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages. Even better, they even share stories of real scenarios that happened to them (or their clients) in sales...
Oct 08, 2015•25 min•Ep. 1
Send us Fan Mail How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conversation with a prospect. • How do you give voice to your story? • Do you know how to leave room for d...
Oct 05, 2015•22 min•Ep. 1
Send us Fan Mail How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas. • Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful p...
Oct 01, 2015•19 min•Ep. 1
Send us Fan Mail Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls. • How do you resist the temptation to jump from first introduction to trying to close them on the first call? • What do you say to...
Sep 28, 2015•20 min•Ep. 1
Send us Fan Mail How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In thi...
Sep 24, 2015•24 min•Ep. 1
Send us Fan Mail What does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast. They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process. Are you thinking about how you show up ...
Sep 21, 2015•28 min•Ep. 1
Send us Fan Mail How do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales. They ask each other a range of questions and discuss why they agree with or challenge each statement. Will Millenials make great salespeople? Is your Personal Business Plan the #1 factor in doubling your business? What is the single most important trait of a salesperson? In t...
Sep 17, 2015•22 min•Ep. 1
Send us Fan Mail You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard. Why does that happen? Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less. They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople. Are you prepared for the challenge to...
Sep 14, 2015•28 min•Ep. 1
Send us Fan Mail Can you hire a sales culture or does it come from the sales leader? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country. They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments. In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sale...
Sep 10, 2015•22 min•Ep. 1
Send us Fan Mail It’s the age-old question about Sales and Operations: What can you do when they’re not working well together? Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold. They discuss the mental game elements to keep in mind so past issues don’t impact future deals. They also talk about how you can use your voice to address problems with the company's internal pr...
Sep 07, 2015•17 min•Ep. 1
Send us Fan Mail How do you keep your personality in an email exchange without negatively impacting the deal? Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects. They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange. In this episode of The Advanced Selling P...
Sep 03, 2015•22 min•Ep. 1
Send us Fan Mail You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experienc...
Aug 31, 2015•19 min•Ep. 1
Send us Fan Mail What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think ...
Aug 27, 2015•19 min•Ep. 1
Send us Fan Mail How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and enco...
Aug 24, 2015•18 min•Ep. 1
Send us Fan Mail What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the foundation for everything the podcast teaches. If you are a long-time listener this is an episode you can come back to often. In this episode, Bill and Bryan will walk through the core beliefs they use to frame all of their training and coaching. You'll gain a better understanding of these beliefs, why they are important and hear valuable real-world examples. Veteran sales trainer...
Aug 20, 2015•22 min•Ep. 1
Send us Fan Mail What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a handful of trends which are currently shaping or could shape your sales environment in the future. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about what's important to your sales team and how to manage the changing employee/employer relationship. They...
Aug 17, 2015•20 min•Ep. 1
Send us Fan Mail Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, ...
Aug 13, 2015•18 min•Ep. 1
Send us Fan Mail What can the co-author of Chicken Soup for the Soul and The Success Principles teach listeners of The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale sit down with New York Times best-selling author Jack Canfield for a powerful conversation. Jack shares his personal development philosophies and sales perspectives along with personal stories about his professional journey and career. In this episode of the Advanced Selling Podcast, you'll hear Jack's ...
Aug 10, 2015•31 min•Ep. 1
Send us Fan Mail What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conversation between a loyal podcast listener and his sales manager, they want to set the record straight. Veteran Sales trainers Bill Caskey and Bryan Neale clarify detachment isn't about not caring or sucking the passion out of your approach. It's about the power and freedom you can get when...
Aug 06, 2015•21 min•Ep. 1
Send us Fan Mail How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning your...
Aug 03, 2015•21 min•Ep. 1
Send us Fan Mail What does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how to position yourself as an expert in the first part of a two-part podcast series. You'll immediately understand what separates expert sales people from the rest of the pack. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how to be an expert questioner. They share...
Jul 30, 2015•19 min•Ep. 1
Send us Fan Mail How do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you can implement today to strengthen how you are seen or change your perception with prospects. By looking internally at your mindset and seeking out others for feedback, you'll be able to begin to shape your perception. Veteran Sales trainers Bill Caskey and Bryan Neale give practical appro...
Jul 27, 2015•21 min•Ep. 1
Send us Fan Mail Can intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came to embrace intent. They'll talk about being taught from an early age to focus on the wrong things, which translates into the wrong approach for sales. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you a new way to think about your role in the sales process and h...
Jul 23, 2015•20 min•Ep. 1
Send us Fan Mail Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale w...
Jul 20, 2015•21 min•Ep. 1
Send us Fan Mail Do you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey and Bryan Neale will take a deep-dive and walk through their own definition of abundance. They'll share their personal experiences in observing and overcoming a scarcity mindset. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you the takeaways you need to start approaching your life and your pr...
Jul 16, 2015•26 min•Ep. 1
Send us Fan Mail Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big i...
Jul 13, 2015•20 min•Ep. 1
