The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

We had a great turn out for our LIVE coaching on April 17th, but we were unable to get to everyone's questions. So, we decided to start answering them on the podcast.  On this episode, we discuss a question that we received from a sales manager who asked, "what can my reps do to better build rapport on a virtual meeting?"  Bill and Bryan give you their tips on building rapport and how you can do it virtually.  If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ===================================

In this episode, the guys tackle the questions they were unable to get to on the last LIVE Zoom call on March 24th.  If you weren't able to join us then in March, don't worry! We are going to be doing another FREE LIVE Coaching Call on Friday, April 17th at 12PM EST. The topic is "Get Ready for the OPENING of the COUNTRY!"   To save to your spot, just go to https://bit.ly/2yik6k4 ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Have you considered what is going to change as a result of COVID-19? Well, that's exactly what Bill and Bryan discuss on this episode of The Advanced Selling Podcast.  This is a continuation of our series on the market disruption caused by the Corona Virus. The guys give you their guesses on how business will change and how it will affect you personally. Want to attend our FREE Live Coaching Session? Just go to https://bit.ly/2yik6k4 to save your seat now! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this episode of The Advanced Selling Podcast, Bill and Bryan continue their twice weekly series during the corona virus outbreak.  The guys share their personal lessons that they have learned during the disruption from normal and how we can benefit from them.  ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

It’s nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the “get back to work” strategy. Now is the perfect time to get your affairs in order so that when the spigot (Bryan’s favorite word to hear and Bill’s favorite to say) gets turned on. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

With COVID on everyone’s mind…at all times…(thanks media :), the question is ‘what do we do right now?’ Bill gives you some things to chew on here. Yes, it’s all unchartered territory, isn’t it? Stay tuned for Tuesday and Thursday episodes during the craziness! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

This is the second episode in our Corona Virus series. In this episode, the guys talk about some specific actions to take and actually get a little mechanical with some tools that you can use to help continue the prospect experience at a high level. They also talk about the obligation that we all have to continue to make calls and bring value to people. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession. The guys also give you some tips on how to keep proper mental and emotional perspective during these strange times. ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================  

In this episode, Bill and Bryan talk about how you can rethink time. We all hear the refrain, "I don't have enough time to get this done," but what does that really mean? In this episode, the guys each share some methods of filtering tasks that they have used in the past to help them generate revenue. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery called wimp junction, and then getting into some framework ideas for how you can build a story structure that helps you grow your business. The guys also talk about programs that they're doing out in the field, including the Deal Work Studio and our one-day events. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate more leads with the proper attitude and mindset?" The guys go through several scenarios and give you some proper mindsets that you can adopt that will make prospecting in business development so much easier for you. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision soon? Wait for our call.'" As with most questions like this, there are two elements to it, one is prevention and one is remedy. Bill and Bryan talk about both of these, but the primary focus of their work today on this question is how do we prevent this from happening in the first place? Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the

The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event.  They discuss the difficult decision to Opt-out of the deal. They give you the ways to handle the decision with the prospect and they give you some signs that it might be time to opt-out of your deal.  Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill and Bryan deal with the concept of subtexts. This is the notion that there's always something going on underneath the surface and our ability to work that out might be one of the keys to our success in selling. This goes for our personal habits and attitudes, but it also goes back to prospect behavior and how we find out what the problems are that our prospect has. The guys also discuss the lessons that we can learn from Kobe Bryant's life as well. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advance

In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks.  They go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group engaged, which they believe is vital any time you're in front of a group of sales professionals. If you want to know how to ask for the business or close more sales, this podcast is for you. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimateprega

Is it really possible to create the conditions where your prospect is asking you to sell them? In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you. We find that it typically moves in the direction of you taking on the burden of selling, and that doesn't allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can be a more balanced interchange. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game

What separates the amateur from the pro? In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy. As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========

In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year! The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

How much is each of your sales meetings worth? If you don't know, then you are missing out on some extremely valuable information. On this week's episode, Bill and Bryan interview co-founders of the sales lead & calendar automation tool, Kronologic. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from Podcast listeners. The guys believe it’s always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020. The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to. ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================