The Advanced Selling Podcast

Send us Fan Mail There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week's episode of the Advanced Selling Podcas...

Send us Fan Mail Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will hav...

Send us Fan Mail It's the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strat...

Send us Fan Mail Everyone needs a good hard failure, right? In this week's episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn't matter if it’s gimmicky sal...

Send us Fan Mail Are you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you'll learn what you need...

Send us Fan Mail 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 unders...

Send us Fan Mail 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 e...

Send us Fan Mail 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, v...

Send us Fan Mail 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 G...

Send us Fan Mail 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...

Send us Fan Mail 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 ri...

Send us Fan Mail 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 ten...

Send us Fan Mail 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...

Send us Fan Mail 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 teac...

Send us Fan Mail 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....

Send us Fan Mail 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 ho...

Send us Fan Mail 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....

Send us Fan Mail 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!

Send us Fan Mail 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!...

Send us Fan Mail 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...

Send us Fan Mail 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! 

Send us Fan Mail 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 succ...

Send us Fan Mail 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 o...

Send us Fan Mail 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 Podca...

Send us Fan Mail 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 s...