The Advanced Selling Podcast

Send us Fan Mail We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off th...

Send us Fan Mail We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.   Are you still chasing people around, burning a lot of calories and not getting the results you want? Are you making 30 calls a day and reminding yourself “the action is on the 29th call”? In this ep...

Send us Fan Mail Does your sales team all work in the same office from 8am-5pm, Monday-Friday?  It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode.   Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the...

Send us Fan Mail Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations. Is there a chance that you or the product/service you’re selling can be a threat to your buyer? Will buying from you ruffle any feathers in your prospect’s organization?   In today’s episode of The Advanced Selling...

Send us Fan Mail How do you handle a prompt “I’m not interested” from your prospect? Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting...

Send us Fan Mail How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.   •  Where do you begin? •  What is the fir...

Send us Fan Mail To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.   Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?   In today’s episode of The Advanced Selling Podcast, B...

Send us Fan Mail Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without. Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist.  How does your coach find the “X” factor in you that...

Send us Fan Mail When you hear the word “ego,” do you cringe?  Can ego be a helpful tool for salespeople?  Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode. When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?   In this episode of The Advanced Selling Podcast, B...

Send us Fan Mail Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.   Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day...

Send us Fan Mail Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up. They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology...

Send us Fan Mail Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode. They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the pa...

Send us Fan Mail How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to...

Send us Fan Mail Every good story has a hero, right?  Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey.  They examine possible roles you may play in the sales process and why those roles matter.   •  Are you a teacher?  •  A consultant?  •  A space creator?  •  A change agent?   In this episode of The Advanced...

Send us Fan Mail What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call. In this episode of The Advanced Selling Podcast, Bi...

Send us Fan Mail How much are your clients really worth to you?  Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.   •  Do you truly know the lifetime v...

Send us Fan Mail This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all.  Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal. •  Have you heard clients or prospects say, “Well, it...

Send us Fan Mail What makes a salesperson a superstar?  Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of  Sales Management for Dummies  and  The 10 Essentials of Sales Superstars .   They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy...

Send us Fan Mail How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career. • Do you know which relationships are most helpful to you?  • Have you thought through who you know (or who you want to know) that wi...

Send us Fan Mail In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way. They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a differe...

Send us Fan Mail It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do?  eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages. Eve...

Send us Fan Mail How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conver...

Send us Fan Mail How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas. • Do you truly believe what you’re selling is...

Send us Fan Mail Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.   • How do you resist the temp...

Send us Fan Mail How do you know if you’re looking for the right prospective clients?   Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client.  They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business.  Do your prospects...