The Advanced Selling Podcast

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the ever important and common issue of what to do when a deal stalls. But instead of telling you what to do, they have some suggestions of things you can do to avoid the problem in the first place, which is always an easier way to problem-solve. Get your pen and paper out fo...

Send us Fan Mail YOU GUYS ARE INCREDIBLE! We had more submissions for the Personal Brand Makeover series in August than we knew what to do with. Thank you to all of you who sent us your story and offered to be our "branding students" throughout the month. If you missed an episode, now is the time to dive back in and catch up. We created a video to recap the last month and to give you bri...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale complete the last of the August Personal Brand Makeover Series. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sherri is a Business English Trainer in Berlin Germany who is making the transition away from agencies and star...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the en...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there is...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the first of four August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Mia is a young sales professional in the talent recruiting business. The challenge for her is standing out among...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn't take no for an answer, and in so doing, can be annoying. Nobody wants to be that person, however some of the training that we've gotten over the years encou...

Send us Fan Mail In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying. This came as a result of one of Bryan's clients asking him what they could do to reduce that buyer friction. Check yourself against this list and see...

Send us Fan Mail One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers. In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this." Bill and Bryan also give you a ha...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client’s cancellation. - Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios. Remember, August is MAKEOVER MONTH so if you want to be considered for our live ma...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal brandi...

Send us Fan Mail In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left. The guys give Toby a few things to think about and a few things to do in executing this task. If you'd like to get your qu...

Send us Fan Mail On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio. OH-IO! (You'll have to hear the episode to know what that means). The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets....

Send us Fan Mail In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library. Here is a link to the episode from 2010: http://bit.ly/2renAdS It's one of those issues that haunts people and there's a lot of drama and calories burned on what do I say to get the...

Send us Fan Mail In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian's question is about how to handle the dreaded, "I'll just take a brochure, and call you back" objection when he thought he was about to close the appointment.  Do you ever feel like your prospect is not taking action when you know t...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them. The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself. They give you seven examples that th...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at their performance. Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process. "That which is measured gets improved."  ==================================...

Send us Fan Mail In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall. His pipeline disappeared, his new calls have dwindled, and he's a bit nervous. Bill and Bryan not only share some tips for him but also some philosophical ways...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities. Their first reaction to that is, what a great thing that is, but as he said, "Sometimes that comes along with pitfalls and a feeling of overwhelmed." If you are in a business...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making. How do your prospects make decisions? How do you influence those decisions? Can you influence those decisions? They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment. But before you accept the mission, you've got to listen to Bryan's story about a septuagenarian that he knows who's still making cold calls, and what the result of one of his most recent calls was. ========================================= Want...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map. She also talks about one of our favorite topics which is intention, and how intention matters and how it's often at odds with the customer's intention. Learn mor...

Send us Fan Mail On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk. In fact, it was so bad they almost didn't do the episode. But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we're in them.  Be sure to tune in if you too are feeling like you're...

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients. You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in. In this podcast, Bill and Bryan go throug...

Send us Fan Mail Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category? This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice. Is your product considered nice to have or need to have? And is there really such a thing as a need to have? In this...