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

It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do?  eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages.   Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too?   In this episode of The Advanced Selling Podcast, Bill and Bryan give their strategies about how to “deal with it in the game” and make a potentially awkward situation much less challenging for everyone. 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 t

How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conversation with a prospect. • How do you give voice to your story? • Do you know how to leave room for discussion at the end? In this episode of The Advanced Selling Podcast, Bill and Bryan share one of their favorite topics with you (and give you a sneak peek into a big guest interview they’re doing in a few weeks).  Learn how to “come off the page” and share your story with your prospects in your own authentic way.   ------------------------------------------ Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ------------------------------------------

How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas. • Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale?  In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect.  Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on

Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.   • How do you resist the temptation to jump from first introduction to trying to close them on the first call? • What do you say to someone when you meet them to help them understand your process? In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects. -------------------------------------------------- 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. -------------------------------------------------- Joi

How do you know if you’re looking for the right prospective clients?   Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client.  They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business.  Do your prospects truly understand the work you do?  Do you know what your clients and prospects aspire to achieve?  In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.   If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.57

What does charm have to do with your sales success?  More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast.  They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process.  Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value?  Is your mindset helping or hurting you?  Jordan says these are key to being charming (and successful) in your sales career and your personal life.  In this episode of The Advanced Selling Podcast, Bill and Bryan take Jordan’s best practices and apply them to sales.  You may be surprised just how similar the principles are to the “Inner Game” concepts you’ve heard Bill and Bryan discuss for years.   Want more sales training like this? Visit www.advancedsellingpod

How do your sales philosophies agree or disagree with Bill and Bryan’s experiences?  Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales.  They ask each other a range of questions and discuss why they agree with or challenge each statement.  Will Millenials make great salespeople?  Is your Personal Business Plan the #1 factor in doubling your business?  What is the single most important trait of a salesperson?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their viewpoints and encourage you to weigh in with yours too.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard.  Why does that happen?  Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less.  They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople.  Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.     Learn more about Greg and his book, Essentialism, at www.applyessential.com.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools an

Can you hire a sales culture or does it come from the sales leader?  Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country.  They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments.  In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and give you tactical exercises to implement with your team right away.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

It’s the age-old question about Sales and Operations:  What can you do when they’re not working well together?  Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold.  They discuss the mental game elements to keep in mind so past issues don’t impact future deals.  They also talk about how you can use your voice to address problems with the company's internal process.  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you identify if it’s a message issue or a process issue, and how to speak up about the real root cause.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

How do you keep your personality in an email exchange without negatively impacting the deal?  Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects.  They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange.  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you keep your personality in your communication while honoring the “4-inch screen rule” at the same time.     Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.    

You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and encourage your own growth. It can be uncomfortable or scary to push outside your comfort zone, and challenging yourself is an important factor in being a high performer. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the foundation for everything the podcast teaches. If you are a long-time listener this is an episode you can come back to often. In this episode, Bill and Bryan will walk through the core beliefs they use to frame all of their training and coaching. You'll gain a better understanding of these beliefs, why they are important and hear valuable real-world examples. Veteran sales trainers Bill Caskey and Bryan Neale will uncover the mindset of pro salespeople, the behaviors that govern success and the non-negotiable rules for working with your prospects. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a handful of trends which are currently shaping or could shape your sales environment in the future. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about what's important to your sales team and how to manage the changing employee/employer relationship. They will talk about sales mentality, generational blind spots, generating ideas and the evolution of the sales approach. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, you'll hear the five key elements required for all successful new account prospecting. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

What can the co-author of Chicken Soup for the Soul and The Success Principles teach listeners of The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale sit down with New York Times best-selling author Jack Canfield for a powerful conversation. Jack shares his personal development philosophies and sales perspectives along with personal stories about his professional journey and career. In this episode of the Advanced Selling Podcast, you'll hear Jack's take on the changing world of professional development. You'll gather insights into Jack's thoughts on rejection and some of his training techniques around selling. Most importantly, Jack will share one of the key success principles leaders demonstrate. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conversation between a loyal podcast listener and his sales manager, they want to set the record straight. Veteran Sales trainers Bill Caskey and Bryan Neale clarify detachment isn't about not caring or sucking the passion out of your approach. It's about the power and freedom you can get when you don't allow your own emotions into the sales process. Detachment provides you with an opportunity to create more space for the right sales outcomes. This episode also includes tips for embracing detachment even when your manager or sales team doesn't.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning yourself with other experts and creating a peer group of like-minded people to gathering information and data from potential customers. It's an opportunity for you to stand out from your peers. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.