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

In the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state. 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://linkd.in/1tQOWoZ or give us a call 317.575.0057 ext. 10.

In this week's episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don't mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join our LinkedIn Group by clicking here or give us a call 317.575.0057 ext. 10.

How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn't what you'd expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There's no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They'll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here or give us a call 317.575.0057 ext. 10.

In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.  Be sure to join our LinkedIn Group! It's a great place to start discussions and interact with other members of the Advanced Selling Podcast Community. Click Here To Join. Visit our website at http://advancedsellingpodcast.com. There you can signup for our newsletter and download lot's of free resources.  You can also call us at 317.575.0057, ext. 10.    

Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business.    Be sure to join our LinkedIn Group, Click Here to Join!   Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter.   You can also call us, 317.575.0057 ext. 10

Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :)   Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking' about it in the right way? The hosts say, “NO!”   This is the first of a two part series on this topic.    Be sure to join our LinkedIn Group, Click Here to Join!   Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter.   You can also call us, 317.575.0057 ext. 10

A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells.   Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.    This is a good episode to play for your entire sales team so you can begin discussion.    Be sure to join our LinkedIn Group, Click Here to Join!   Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter.   You can also call us, 317.575.0057 ext. 10

Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.    But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.    Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!    Also, be sure to join our mailing list at http://advancedsellingpodcast.com.

This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released a very similar topic called, "It's not the product, it's the person." This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two.  Tune in every Monday for new episodes of the Advanced Selling Podcast!

Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you're selling. Your worth can highly affect the outcome of your deals in exponential ways. They'll also provide you some ways to increase your worth to the customer. You'll want to listen to this episode a couple times! Tune in every Monday for new episodes of the Advanced Selling Podcast!

This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do business with a know it all." When your prospect asks a question, it's not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode! As always, tune in every Monday for a new episode of the Advanced Selling Podcast!

On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know, when your client hasn't fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today's episode. Tune in every Monday for new episodes of the Advanced Selling Podcast!

This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplified to one thing? Bill doesn't believe that it can be done. Find out your opinion on this episode. Tune in every Monday for a new episode of the Advanced Selling Podcast!

On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode. Tune in every Monday for episodes of The Advanced Selling Podcast!  

On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process. If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first! Tune in every Monday for new episodes of the Advanced Selling Podcast!

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game.  Be sure to tune in next week to hear part 2 which is all about the Mechanics! 

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off's and we have a desire to be the best. He has some great perspectives on success and life that you won't want to miss. Tune in every Monday for new episodes of the Advanced Selling Podcast! 

On this week's episode of the Advanced Selling Podcast, Bill and Bryan provide sales advice to an intern in a very unique way, all through SONG LYRICS. There are a lot of great songs that provide some very valuable sales lessons. You won't want to miss this episode. Also be sure to listen to the songs on the website! And as always, tune in every Monday for new episodes of the Advanced Selling Podcast!

After a couple weeks apart, Bill and Bryan are finally back in the studio together. This week's topic is all about Novak Djokovic and his Wimbledon victory. He has a lot of great lessons that can applied to many different areas of the sales process. You won't want to miss out on this week's episode. Tune in every Monday for new episodes of the Advanced Selling Podcast!

Bryan Neale is all alone this week on The Advanced Selling Podcast. His topic is, "The 5 Things To Do Now." Bryan is really good at pushing people to take the first step, whether it is on their dreams, careers, etc. And on this episode he assigns everyone 5 tasks to complete. "The first action is always the most important action" so you have to take the first step!  Tune in every Monday for new episodes of the Advanced Selling Podcast!