The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case. The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way. Listen clos...
Mar 06, 2017•16 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price? Do you feel like your customers only buy from you if you're the lowest priced? Do you often discount to make the deal? On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it. ==...
Feb 27, 2017•18 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina. She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis! On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers. ========...
Feb 20, 2017•19 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market. She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so? On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression. ========================================= Wan...
Feb 13, 2017•16 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function. If you have an account development team or manager, make sure you send this episode on to them. Bill and Bryan get called in often to work with client success or account development teams and they've seen it all including the good, the bad, and the ugly. ========================================= Want to have your sales question answered on The Advanced Selling P...
Feb 06, 2017•21 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener. Sara ’Smile' sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell - mainly because it won’t work AS WELL as another solution. It's a great question. In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to think through it. ========================================= ...
Jan 30, 2017•19 min
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea. What do you do when the process doesn’t go perfectly? (Because it never does.) How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you? In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the ...
Jan 23, 2017•17 min
It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client. This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that's too small to at least pay attention to how you communicate it. In this episode of The Advanced Selling Podcast, Bill and...
Jan 16, 2017•16 min
Do you ever feel anxious, nervous or scared in sales? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday - and, sometimes they aren’t particularly helpful. In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They'll tell you what the pr...
Jan 09, 2017•18 min
Happy Holidays! We're taking some time off here at The Advanced Selling Podcast. But, don't worry, we have something just for you. We're giving you the Best Of 2016. Hope you enjoy it and see you in 2017! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access...
Dec 26, 2016•16 min
How Do You Stand Out in the Middle of the Commodity Jungle? We had a great caller from down under - Jared - who claims we’ll give him a ripper (we think that means we’ll give him a good answer!) On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on Jared's question about how to stand out against the competition. They frame this topic a little differently - mainly, how do you distinguish yourself “through the customer’s eyes” in a world that i...
Dec 19, 2016•17 min
In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly. Do you feel stressed out during the holidays? There is still time to get things done before the end of the year. It's a great time to think how you will jumpstart 2017. And, on this week's Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that. ===========================...
Dec 12, 2016•15 min
Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts? In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales. Do you know how you and your company want to be perceived by your prospects? Have you ever asked the people who know you best how they describe your brand? In today's episode of The Advanced Selling Podcast, Bill and Bryan dissect Ty...
Dec 05, 2016•22 min
Are you feeling the year-end overwhelm? Does your sales life feel crowded, chaotic or unintentional? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017. Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it? In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible a...
Nov 28, 2016•21 min
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects. Do you know what’s relevant to your recipients and their industries? Are you using terminology to communicate with them that you know “speaks their language?” In this episode o...
Nov 21, 2016•16 min
Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what you may be doing now. Are you ready for today to be “The Day” when you stop hanging on to feelings and emotions that aren’t working for you in your sales career? In this episode of The Advanced Selli...
Nov 14, 2016•18 min
Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end. Are you honestly assessing what is realistic and what’s not? Do you have a plan for how you’ll move opportunities to a Y or N? In this episode of The Advanced Sell...
Nov 07, 2016•19 min
Have you thought about what’s possible when you own your own platform? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale focus on helping you own the platform from which you tell your story. Are you producing your own content? Or are you holding yourself back from putting something out in a blog or on LinkedIn because you’re afraid of failure or looking stupid? In this episode of The Advanced Selling Podcast, Bill and Bryan help you understand what you can do to own the plat...
Oct 31, 2016•24 min
Budget. Prospect. Rapport. Value-add. Pain points. Tired of the same words that may be contributing to old school thinking in the sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve. Are you still asking your prospects about their pain points? Do people tell you your product/service doesn’t fit into their budget? In this episode of The Advanced Selling Podcast,...
Oct 24, 2016•24 min
It’s a two-part question Mailbag Monday at The Advanced Selling Podcast. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia. Are you looking for ways to help your prospect calls be more effective? What if your prospect doesn’t talk or engage in your conversation? Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations? Le...
Oct 17, 2016•17 min
Would you like to know how to predict if your company can grow, and when? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable. Do you know the key things that will most dramatically impact how your company grows? Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople). In this episode of The Advanced Selling ...
Oct 10, 2016•20 min
They make it look easy in the movies: Closing deals on the golf course. How does it work in real life? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients. Are you taking prospects to sporting events, concerts, or a round of golf? Are you wondering how to maximize those opportunities? In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, kn...
Oct 03, 2016•15 min
Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you. Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn. Are you a consumer of the knowledge around you? Do you surround yourself with people who are like-minded? In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of th...
Sep 26, 2016•17 min
Are you intimidated by the idea of Search Engine Optimization (SEO)? Are you looking for ways to make SEO more of a key part of your sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts. A re you struggling with lead generation? Do you wish your marketing team was sending you higher qua...
Sep 19, 2016•25 min
Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?” The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door. Has this happened to you? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even starte...
Sep 12, 2016•29 min
Are you in a cold-calling business? In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging. How do you engage with a prospect when you’re knocking on their door? What can you do to soften the immediate feeling they have to tell you to go away? In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief abou...
Sep 05, 2016•18 min
Are you using email as a prospecting technique and struggling to get responses? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action. How are you crafting emails to the C-Suite? Are you going out on a limb to reach out to people you don’t know? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiven...
Aug 29, 2016•23 min
It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals. In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project. Are you tired of the old "SMART" Goal plan? Are you wondering where to begin with you project? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight...
Aug 25, 2016•22 min
Have you ever struggled to figure out the right attire for a new prospect meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday. Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time? Are you looking for tips to know if you’re dressed appropriately for a sales call? In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both que...
Aug 22, 2016•17 min
Are you staying up late every night mesmerized by the Olympics? In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game. How do you prepare yourself when something doesn’t go as planned in a sales call? How can you detach from things around you that you can’t control? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way...
Aug 18, 2016•17 min
