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

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the first of four August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Mia is a young sales professional in the talent recruiting business. The challenge for her is standing out among the vast number of fellow recruiters. Bill and Bryan give her some advice on how she can distinguish herself in the market and rebrand slightly to attract more clients. Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on. ========================================= Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group ww

In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn't take no for an answer, and in so doing, can be annoying. Nobody wants to be that person, however some of the training that we've gotten over the years encourages us to do that. But not so today! Bill and Bryan go over some different ways to look at this whole tenacious and overbearing element, and give you some ideas on how to be effective without being somebody that you aren't.   Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying. This came as a result of one of Bryan's clients asking him what they could do to reduce that buyer friction. Check yourself against this list and see if you're doing any of these things, and if you are, stop right now!  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers. In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this." Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client’s cancellation. - Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios. Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so. It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how do you build it? In this episode Bill and Bryan give you a handful of tactics that can help you begin to build your personal brand and turn it into revenue. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sale

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left. The guys give Toby a few things to think about and a few things to do in executing this task. If you'd like to get your question read, send us an email to listener@advancedsellingpodcast.com, or do what Toby did, go to the Facebook group and post your question https://www.facebook.com/AdvancedSellingPodcast/  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ===========

On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio. OH-IO! (You'll have to hear the episode to know what that means). The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.  This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ===============

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library. Here is a link to the episode from 2010: http://bit.ly/2renAdS It's one of those issues that haunts people and there's a lot of drama and calories burned on what do I say to get the customer to call you back. In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.  Learn more about CoVideo at https://advancedsellingpodcast.com/covideo ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpod

In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian's question is about how to handle the dreaded, "I'll just take a brochure, and call you back" objection when he thought he was about to close the appointment.  Do you ever feel like your prospect is not taking action when you know they are ready? Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo =========================================  

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them. The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself. They give you seven examples that they hope you will write down and assess yourself with. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at their performance. Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process. "That which is measured gets improved."  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall. His pipeline disappeared, his new calls have dwindled, and he's a bit nervous. Bill and Bryan not only share some tips for him but also some philosophical ways to look at the issue to get him unstuck and back at the top of the leaderboard. As usual, this comb through the old mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sur

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities. Their first reaction to that is, what a great thing that is, but as he said, "Sometimes that comes along with pitfalls and a feeling of overwhelmed." If you are in a business where you have more tasks in front of you than time to complete them, you definitely need to listen to this episode. Also, check out advancedsellingpodcast.com/covideo to get in on a free trial for the email video application sponsored by Covideo. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Gro

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making. How do your prospects make decisions? How do you influence those decisions? Can you influence those decisions? They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your value to your prospects and customers. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment. But before you accept the mission, you've got to listen to Bryan's story about a septuagenarian that he knows who's still making cold calls, and what the result of one of his most recent calls was. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map. She also talks about one of our favorite topics which is intention, and how intention matters and how it's often at odds with the customer's intention. Learn more about Kristin’s book, Roadmap to Revenue: http://a.co/e0DvD0w ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk. In fact, it was so bad they almost didn't do the episode. But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we're in them.  Be sure to tune in if you too are feeling like you're in a funk! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients. You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in. In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see - and you're missing.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category? This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice. Is your product considered nice to have or need to have? And is there really such a thing as a need to have? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================