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

Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It's not just about selling to the pain, it's about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It's about giving prospects the full picture and helping them understand what they can expect. Do that and you'll win in even the most competitive of markets. 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 find success or add value when your market is highly competitive? Veteran Sales trainers Bill Caskey and Bryan Neale reach into their mailbag to answer one of their most common questions. It's all about adding extra value and expanding your advantage. In this episode of the Advanced Selling Podcast, Bill and Bryan encourage listeners not to rely on their marketing teams for talking points or give into the idea that there's no hope in their market. Finding the answers and solutions can be easier than you think.   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.   Learn more about the Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

How do you take your sales training and do something with it? It seems like an easy question, but our clients struggle with it from time to time. In this episode of the Advanced Selling Podcast, Bill and Bryan deliver some tips for overcoming the mental blocks that keep you from executing your sales training. They'll share ideas for owning and documenting your sales process. Veteran Sales trainers Bill Caskey and Bryan Neale encourage you to use a step-by-step approach and evaluation to make your training stick and reinforce your actions by teaching others and reviewing your performance.   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.         Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It's not about luck, it’s about putting the right energy into your sales process.  The karma you put out into the world comes back around almost every time.  In this episode of the Advanced Selling Podcast, Bill and Bryan offer some unorthodox tips for accelerating your sales success. Whether it's cheering for your competition, embracing a giving mentality, or taking the time to appreciate those around you, you'll truly get back what you give.   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.   Melbourne Meet-up:  https://advancedsellingpodcastmelbourne.eventbrite.com.au

Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special episode.   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.   Learn more about the meet up in Melbourne Australia here: https://advancedsellingpodcastmelbourne.eventbrite.com.au.

A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth as a gift rather than a curse. What lessons can you learn from young people? What principles can you apply in your own sales career? Veteran sales trainers Bill Caskey and Bryan Neale reveal some of their favorite gifts of youth. From overwhelming curiosity to fresh perspective, young people see the world in a unique way. Whether you are 25 or 65, the gifts of youth can make a big impact in your sales career. 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. Download our brand new audio program, ALL IN: ALL IN: A Comprehensive Training Solution for Elite Salespeople. http://advancedsellingpodcast.com/products

The dreaded sales ride along. No one wants to talk about it…and honestly, no one really enjoys it. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how valuable a good ride along can be.  They'll share tips for salespeople and sales managers to make a ride along meaningful, not stressful. Veteran sales trainers Bill Caskey and Bryan Neale identify how salespeople should structure the ride along and leverage their manager to build rapport. They also provide insight into the best way a sales manager can evaluate, coach and contribute in this process. 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 it take to extend your sales philosophy outside of your organization? Are there simple tactics you can use to influence your peers, prospects and customers? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss ways you can infuse your sales philosophy into people around you. From leveraging resources to creating informal groups of like-minded people, veteran sales trainers Bill Caskey and Bryan Neale will help you spread the word beyond your own company. 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.

Has your personal sales philosophy helped you grow and succeed? Are you having trouble getting others to embrace a different approach? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for how to infuse your company with the ASP sales culture. If you are a regular listener, you understand the principles of abundance, detachment and mindset. Now it’s your turn to share how you think with others. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you build momentum for your approach and bring everyone onto the same page. 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.

Have you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up?  It starts with philosophy, messaging and embracing your role. In this week's episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional. 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.

Why do people leave their sales job? What's the difference between doing the minimum expected behaviors and exceeding quotas and expectations? In this episode of the Advanced Selling Podcast, Bill and Bryan share the reasons why fulfillment is the most important aspect in high-performance sales. As a salesperson, you'll learn how to motivate yourself and create your own fulfillment. As a sales manager, you'll hear tactics for keeping your entire team fulfilled. Veteran sales trainers Bill Caskey and Bryan Neale offer expert recommendations to change the way you achieve excellence in sales and sales management. 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 a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan ask listeners to start thinking about their clients in terms of relationship value. It's the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead. 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.

Happy New Year! What's the single greatest roadblock to your success in 2015? It's your sales mindset. Veteran sales trainers Bill Caskey and Bryan Neale share some quick tips and strategies to evaluate your current mindset, update your thinking and change your sales beliefs. As you shape your outlook for the new year, you'll need to think hard about your role as a sales professional. Get this wrong and everything else will be wrong too. In this week's episode of the Advanced Selling Podcast, Bill and Bryan share examples from their clients and questions from podcast listeners to help you get perspective on your sales mindset. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin and you can always give us a call at 317.575.0057 ext. 10.

In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.   Don’t forget to tell us what you think about it too— join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.   Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Here’s to you in 2015!

In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too! Be sure to join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.   Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Here’s to you in 2015!

There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They'll uncover the warning signs prospects give. Finally, you'll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10. 

Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It's the sales review you've been wishing for your entire career.  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

It's the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December's most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10. 

Everyone needs a good hard failure, right? In this week's episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn't matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here: http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. 

Are you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you'll learn what you need to reach your peak selling abilities.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Also, be sure to join the LinkedIn Group here http://advancedsellingpdocast.com/linkedin/ or give us a call 317.575.0057 ext. 10.