Do movie stars make good salespeople? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States. You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation. In this episode of The Advance...
May 02, 2016•18 min
Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world. Are you looking for strategies on spec selling? Have you considered paying for someone to develop content for you to use in developing your expert persona? In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right ...
Apr 28, 2016•19 min
Are you preparing to sell to a group and not just one individual buyer? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group. How can you vary your questions to speak to people individually and directly? How can you use your story to help you create meaningful connections with everyone in the room? In this episode of The Advanced Selling Podcast, Bill and Bryan give you spe...
Apr 25, 2016•18 min
Does your heart skip a beat when you get called into The Big Meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion. Are you in your head about what you assume the issue is? Do you know how to set the context at the start of the meeting so you can maintain control of the conversation? In this episode of The Advanced Selling Podcast, Bill...
Apr 21, 2016•21 min
Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park. Do you focus on the process or the outcome? Are you using the same verbiage with every audience or are you tweaking your message to match the situation? In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how bea...
Apr 18, 2016•16 min
Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles. Do you know how to tear down the resistance? Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.) In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to st...
Apr 14, 2016•18 min
Are you looking for a little pick-me-up as you dive into Q2? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build. Are you a lifelong learner? Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship? In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson. They gi...
Apr 11, 2016•21 min
How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal. Are you violating the principles of abundance and detachment if you are assertive with your prospects? How do you monitor your own self awareness each step of the way to keep yourself in check? In this episode of The Advanced Selling Podcast, Bill and Bryan will help you a...
Apr 07, 2016•20 min
How do you avoid the awkwardness of a lopsided meeting? We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.” What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly? How do you avoid losing control of your own sales call to technical jargon or poorly-ti...
Apr 04, 2016•17 min
It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales. What strategies can you use to help your buyer feel like they actually WANT your help? Are you exerting pressure on your buyer without realizing it? In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent ti...
Mar 31, 2016•23 min
Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain. Do you quiz your prospects with questions to identify where they’re struggling the most? Are you looking for things in their answers that will lead you to a deal? In this episode of The Advanced Selling Podcast, Bill and Bryan focus on ...
Mar 28, 2016•18 min
Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging. How do you know what things to say and not say when sharing your story? What elements of your story will help your customer better understand what you do? In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your mess...
Mar 24, 2016•22 min
In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront. Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally. ================================...
Mar 21, 2016•20 min
If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers. What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing? How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)? In this episode of The Advanced Sel...
Mar 17, 2016•18 min
Are you eager to find more ways to offer the next product to your client? Do you have a generation gap in your company? Do you have customers who take your relationship for granted? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your ...
Mar 14, 2016•27 min
Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person? In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects. Do you feel like the front desk person’s job is to fend you off? Does it frustrate you to know your product or service is better than a competitor and you can’t get more m...
Mar 10, 2016•20 min
Looking for ways to get ahead of your sales competition? In today ’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person. How do you plan and prepare for your day, your week, your quarter? Do you dig in head-first or do you methodically map out your time? In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to s...
Mar 07, 2016•24 min
Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles? In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot. In this episode of The Advanced Selling Podcast, Bryan gives you specific, ...
Mar 03, 2016•25 min
There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process. Do you regularly check in with yourself to think about your inner game? Do you truly have pure intent when talking with clients and prospects? What myths do you have in your mind that aren’t actually real at all? In this episode of The Advanced Se...
Feb 29, 2016•21 min
Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers. What are they doing differently than everyone else? Why are people afraid to ask those at the top for their advice? In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the...
Feb 25, 2016•21 min
Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales. Do you have characteristics of your personality that you ignore when working your sales process? Do you utilize your personal interests, skills and things you love to do to help you connect with others? In this episode of The Advanced Se...
Feb 22, 2016•19 min
Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities. Do you find yourself saying “I don’t have time to do that”? Can you (and the rest of your team) state your overall company sales philosophy? In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that ...
Feb 18, 2016•23 min
When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago. Do you diminish an interaction because someone is “just the broker?” If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you? In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical step...
Feb 15, 2016•21 min
Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.” The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now? In this episode of The Adva...
Feb 11, 2016•34 min
Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all. Do you know how to communicate what you know without sounding like you’re running through your resume? Do you want to know how to ask questions AND be an expert at the same time? In this episode ...
Feb 08, 2016•19 min
Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday. It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team. How do you and your team define “sales? Do you think it’s a dirty word and shy away from using it? In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition o...
Feb 04, 2016•22 min
Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all. What do you do when you’re a high-level sales pro without a marketing department? Does your marketing department spend most of their time doing promos and not really generating any actual leads for you? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you th...
Feb 01, 2016•25 min
Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients. You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have. In this episode of The A...
Jan 28, 2016•28 min
It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN. Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share? In today’s episode of The Advanced...
Jan 25, 2016•20 min
Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum. Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you...
Jan 21, 2016•24 min
