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

Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sales People Lose Deals. Bryan and Bill tear into the ten reasons and come up with solutions to three of them: What happens when you can't get to the decision maker? What if you have a "nice to have" product that isn't compelling for the prospect? and How do you penetrate new accounts?  Also, send us any thoughts you have about these three or the other seven at listener@advancedsellingpodcast.com

From the mailbag of listeners this week, two topics come up: 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it. 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.  Two great topics that affect virtually every sales and account manager. If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com

Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?   Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople. Make sure you also consume his content on his blog at http://nuanceleadership.ca/

Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion?

As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one.  In many ways, this informs and shapes how and what they teach as they begin training.And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing. This podcast would be very beneficial for sales managers and leaders. Also mentioned in this podcast:1. "Live Your Life Above the Line" video by Bryan Nealehttp://www.caskeyone.com/live-your-life-above-the-line-live-indianapolis-sales-training-with-bryan-neale/2. Bon Knight's book "The Power of Negative Thinking"http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X

In this episode,  Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry: "I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would: be relevant to the niche not be available for free online be enticing enough to make it worth the purchase by itself" At one point, we considered not airing this since it's application is somewhat limited. However, we decided to let YOU make that decision. It certainly will have the effect of opening your eyes to an entirely other world of online marketing. Thanks to Thomas for his question.Bryan will be back next week!  You can learn more about Thomas Gobeaux by visiting http://www.tgbx.org/

We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?Bryan is out this week (on Spring Break…or at least his kids are). He'll return next week.

Is that really possible? Think 'negatively'? Yep, that's what we're saying. In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process.  Scenarios such as:*How to handle a deal that has become stuck or stalled*How to handle price resistanceEach tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negative Thinking - An Unconventional Approach to Achieving Positive Results. Also mentioned in this podcast:*The Power of Negative Thinking: An Unconventional Approach to Achieving Positive Results by Bob Knight (http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X)*Email It - 20 emails to tackle the most difficult situations sales professionals face. Simply copy and paste to get the ball rolling! (http://emailitsellersguide.com/)*Want to hire Bill and Bryan for your next sales meeting? Send them an email at Lis

In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask. In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind. Also mentioned in this podcast:*Josh Matthews-Morgan book called Deliver: How To Perform Your Best When it Counts the Most on Amazon (http://www.amazon.com/Deliver-Perform-Your-Best-Counts/dp/0985775505)*Connect with Josh on Linkedin (http://www.linkedin.com/in/joshmatthewsmorgan)

We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group. If you haven't joined yet, scamper over and do so today. If you have a question or comment, make sure you ask it on the ASP LinkedIn group or send us  private email at listener@advancedsellingpodcast.com.

It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong. In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void. And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them. Also mentioned in this podcast: *Follow @bneale and @billcaskey on Twitter *Join the Advanced Selling Podcast Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) for daily discussions and networking

Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint. Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare. Hear what Bill and Bryan have to say about the pluses and minuses. Also mentioned in this podcast: Follow @billcaskey and @bneale on Twitter "Never Eat Alone: All Secrets to Success, One Relationship at a Time" by Keith Ferrazzi and Tahl Raz

In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do.   **Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development **Join the Advanced Selling Podcast Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772 **Would you like to send us a testimonial or ask a question? Send it to Listener@AdvancedSellingPodcast.com

This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help. Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have.Keep the mail coming in…listener@advancedsellingpodcast.com  

Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode. Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth. Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale. 

We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people. You can follow Lin on Twitter at https://twitter.com/Coach_Dunn

This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of success." Her style is folksy…but her message is poignant. You can follow Lin on Twitter at @Coach_Dunn

Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world).  The trio tell you what gets them juiced about this time of year!We wish every Listener a happy holiday and a prosperous 2013!

In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit.  The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.  We're also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com