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

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent coming off desperate to your prospect. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.   Are you still chasing people around, burning a lot of calories and not getting the results you want? Are you making 30 calls a day and reminding yourself “the action is on the 29th call”? In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. ----------------------------

Does your sales team all work in the same office from 8am-5pm, Monday-Friday?  It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode.     Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the same physical office space (or even the same state).     What are the expectations your team has of how they work together?  What is the culture you truly want in your organization?  What adjectives would you use to describe the team when the Sales Manager/VP of Sales isn’t around to hear it?     In this episode of The Advanced Selling Podcast, Bill and Bryan soak up wisdom from Kevin about leadership, managing people and saying thank you.  Learn how to be a part of building the sales culture you want and the steps to take right now to get there.   Go to blog.kevineikenberry.com to get your free 20 Days to Remarkable Leadership Pr

Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations. Is there a chance that you or the product/service you’re selling can be a threat to your buyer? Will buying from you ruffle any feathers in your prospect’s organization?   In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.     --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "A

How do you handle a prompt “I’m not interested” from your prospect? Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 31

How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.   •  Where do you begin? •  What is the first step you can take to learn how to share your story? •  Why is it so important?   In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice you can use right away. If you think your story is boring, won’t be compelling or is just like everyone else’s, this episode is for you. Bo reminds us that as humans, we all crave interaction and connection. Your personal story will allow you to connect with your prospects and clients at a level you haven’t before. The minute you start telling your story is the minute you stop selling a commodity… and increase the likelihood of your success in the deal.  Sound crazy? Jum

To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.   Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?   In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on).  They also offer language advice to help you communicate your value in the process to your prospects.  You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. ------------------------------------------

Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without. Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist.  How does your coach find the “X” factor in you that makes you unique? In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching progra

When you hear the word “ego,” do you cringe?  Can ego be a helpful tool for salespeople?  Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode. When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?   In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program

Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.   Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build his brand without spending millions of dollars on marketing and advertising.   In today’s episode of The Advanced Selling Podcast, Bill and Bryan get a crash course from Ben on turning your content into your best marketing tool. Ben strives to make art every day— something that intrigues people and makes their life better. Learn how he does it and how you can too.  --------------------------------------------- Want a comprehensive tr

Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up. They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology may be impacting your sales success. How is your health affecting your life path and career goals? Do you have days (or weeks) when you’ve been on the road, out late at client dinners, wishing you had more hours in the day to accomplish what you need to get done? Most salespeople have.   In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Dave about ways to improve your ability to concentrate, your productivity and your inner game— all by what you put into your body each day. Dave shares his story about learning to control his biology and how you can too. --------------------------------------------- Want a co

Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode. They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous? In this episode of The Advanced Selling Podcast, Bill and Bryan share questions you can ask and ways to think through your own beliefs.  Do YOU truly believe in your product? You will learn Bill and Bryan’s “gut check” method to test the strength of your conviction in what you sell.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- J

How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them. In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email.  You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and re

Every good story has a hero, right?  Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey.  They examine possible roles you may play in the sales process and why those roles matter.   •  Are you a teacher?  •  A consultant?  •  A space creator?  •  A change agent?   In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on.  Which roles are you good at, and which ones do you struggle with?  Who is the hero in your sales story? (we’ll give you a hint— it’s YOU). --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.005

What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call. In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever.  No tricks, only treats, for our loyal listeners. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext.

How much are your clients really worth to you?  Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.   •  Do you truly know the lifetime value of your customers? •  If not monetary value, what other things can benefit you in the deal?  In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. -----------

This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all.  Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal. •  Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar? •  Do you connect with your prospects at a deeper level than just being the product sales person?   In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access t

What makes a salesperson a superstar?  Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.   They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process?  Butch says most salespeople are missing the opportunity in doing so.   Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to you

How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career. • Do you know which relationships are most helpful to you?  • Have you thought through who you know (or who you want to know) that will make you and your sales life even better? In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep improving their game. Some will sound familiar and some will be brand new to you. We’re excited to hear your lists too. If you haven’t already, join our LinkedIn Group to participate more in the conversation. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour train

In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way. They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself: • Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take responsibility for my part?• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline? In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show. ------------------