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

It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.

Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development. This episode is no different as Bill interviews John on marketing tips for sales people. John also dives into some trends facing sales folks, and even slightly offends sales managers (all in good fun though). Also mentioned in this podcast: John's blog - Duct Tape Marketing http://www.ducttapemarketing.com/blog/ John's book - Referral Engine http://www.amazon.com/The-Referral-Engine-Teaching-Business/dp/1591844428 Creativelive.com - Watch John LIVE! http://www.creativelive.com/ Nimble.com - Social CRM http://www.nimble.com/

In this episode, Bill and Bryan review five tips that they find most salespeople are still NOT using when it comes to simple social media.They work with hundreds of salespeople and executives and it bewilders them that some of the most basic tactics are still not employed. These five can be implemented within 24 hours, if you desire. Good luck. Also mentioned in this podcast: The Forbes Article – Study: 78% Of Salespeople Using Social Media Outsell Their Peers (http://www.forbes.com/sites/markfidelman/2013/05/19/study-78-of-salespeople-using-social-media-outsell-their-peers/) Have a question for Bill and Bryan? Need a speaker for your next sales meeting? Send them an email at listener@advancedsellingpodcast.com Join the Advanced Selling Podcast LinkedIn Group

It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, "Is that all it is?" In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from? Bill and Bryan dig into this important topic for sales people and sales managers in the episode. Afterwords, Brooke Green joins them to answer a question from a LinkedIn group member:What is the best way to approach a referral source and ask for a testimonial of our service that we can use for online marketing? I'm new to this area and feel odd asking for a testimonial, but they must value our service, because they send clients!Also mentioned in this podcast: Have a question you'd like Bill and Bryan to answer on an upcoming podcast? Send them a message at listener@advancedsellingpodcast.com

In this episode, Bryan and Bill address several sales issues…one of which is 'what do you do when the deal is going south?' Another issue they work on is 'what happens when you've done everything you're supposed to do and they STILL aren't calling you back?' Bill and Bryan each have specific clients who've had these two very things occur. Listen as they play off of each other when solving them.

As sales people today, we must be conscious to 'think like marketers.' One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of "marketing when we need the business" are over. We had better be top-of-mind when THEY have problems. Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.

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