Send us Fan Mail Products or services— which do you think are easier to sell? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden. If you provide a service, how do you “productize” your service and make it something tangible? If you sell a product, how can you “service-ize” your offering and not hide behind the item? In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create pow...
May 23, 2016•18 min•Ep. 1
Send us Fan Mail How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions. What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go? In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you ti...
May 19, 2016•17 min•Ep. 1
Send us Fan Mail Do you believe that enthusiasm is really contagious? In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly. Have you ev...
May 16, 2016•17 min•Ep. 1
Send us Fan Mail Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their careers in sales and how the podcast got its start. Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the ...
May 12, 2016•25 min•Ep. 1
Send us Fan Mail A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you ca...
May 09, 2016•19 min•Ep. 1
Send us Fan Mail Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too. Do you prospect when sales are good or only when things start to slow down? Do you run a well-organized sales process? Are you leveraging your training and knowledge as much as you can? In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent ...
May 05, 2016•20 min•Ep. 1
Send us Fan Mail Do movie stars make good salespeople? In today's episode,veteran sales trainers Bill Caskey and Bryan Neale put celebritystatus to the test as they break down a sales call by Hugh Jackmanto place his fair trade coffee in grocery stores around the UnitedStates. You will learn a lot from Hugh’s approach, including how to askquestions that demonstrate your intent and language you can use toidentify if you and your prospect share common goals in theconversation. In this episode of T...
May 02, 2016•18 min•Ep. 1
Send us Fan Mail Why take one question from a listener when we can take three? Intoday's episode, sales trainers Bill Caskey and Bryan Nealerespond to questions from listeners and give a shout out to USMilitary members around the world. Are you looking for strategies on spec selling? Have you considered paying for someone to develop content foryou to use in developing your expert persona? In this episode of The Advanced Selling Podcast, Bill and Bryanshare techniques and strategies that will hel...
Apr 28, 2016•19 min•Ep. 1
Send us Fan Mail 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 B...
Apr 25, 2016•18 min•Ep. 1
Send us Fan Mail 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 Sell...
Apr 21, 2016•21 min•Ep. 1
Send us Fan Mail 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 i...
Apr 18, 2016•16 min•Ep. 1
Send us Fan Mail 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 ...
Apr 14, 2016•18 min•Ep. 1
Send us Fan Mail 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 sal...
Apr 11, 2016•21 min•Ep. 1
Send us Fan Mail 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 Brya...
Apr 07, 2016•20 min•Ep. 1
Send us Fan Mail 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 ja...
Apr 04, 2016•17 min•Ep. 1
Send us Fan Mail 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 rese...
Mar 31, 2016•23 min•Ep. 1
Send us Fan Mail 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 an...
Mar 28, 2016•18 min•Ep. 1
Send us Fan Mail 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 ...
Mar 24, 2016•22 min•Ep. 1
Send us Fan Mail 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•Ep. 1
Send us Fan Mail 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...
Mar 17, 2016•18 min•Ep. 1
Send us Fan Mail 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...
Mar 14, 2016•27 min•Ep. 1
Send us Fan Mail 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...
Mar 10, 2016•20 min•Ep. 1
Send us Fan Mail 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...
Mar 07, 2016•24 min•Ep. 1
Send us Fan Mail 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 giv...
Mar 03, 2016•25 min•Ep. 1
Send us Fan Mail 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 o...
Feb 29, 2016•21 min•Ep. 1
Send us Fan Mail 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, inclu...
Feb 25, 2016•21 min•Ep. 1
Send us Fan Mail 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 o...
Feb 22, 2016•19 min•Ep. 1
Send us Fan Mail 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...
Feb 18, 2016•23 min•Ep. 1
Send us Fan Mail 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 ...
Feb 15, 2016•21 min•Ep. 1
Send us Fan Mail 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 ep...
Feb 11, 2016•34 min•Ep. 1
