The Advanced Selling Podcast

Send us Fan Mail In today's podcast, Bill Caskey and Bryan Neale address the New York Timespiece on Income Inequality--and how sales professionals are in the rightspot to be at the correct end of the income spectrum. They address the corecompetencies of the "top one percenters" (those who earn over$340,000/year)--and where to go to get that training. This sales podcast isa good way...

Send us Fan Mail In this week's episode of the Advanced Selling Pocast, Bill Caskey andBryan Neale discuss stalled deals. A lot of salespeople find themselves stuck in the middle of a deal, where they have thepotential buyer interested in their product orservice, but they can't seem to close the deal. Have no fear, Bill Caskeyand Bryan Neale are here to help you jump startthose stalled d...

Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill Caskey and BryanNeale address the mental side--inner game--of sales. "How you thinkdetermines how you act" is one of our favorite sayings. And Caskey and Nealediscuss new possibilities in thought which will immediately change yourbehavior--and ultimately, your results. Want to be massively successful insales or busine...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups."The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of...

Send us Fan Mail Ever wondered if the sales training you're getting was actually the bestavailable? Or whether what you were learning was actually making you better? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you findthat you are a vi...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversationswith your prospect. What should you listen for? How can you find the heartof their problems and reasons for buying? Listening should be a big part ofany sales strategy consequently, they discuss how much sales people shouldtalk, and how m...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your bigg...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game&quot...

Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago(www.johnhirth.com). John gives us his take on how the profession of sellinghas changed in the last 10 years. His answers may surprise you. And theywill definitely enlighten you. If you know how selling has changed, then you'll be better equ...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are. For example, have you ever thought about how many hours/year you could save if you co...

Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don't miss it.

Send us Fan Mail This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryandiscuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone”. In the "warning zone" your m...

Send us Fan Mail In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest useactivity". This is not a lesson in time management. Rather, it is a manifestothat calls for a different way to look at the time you spend in sales activities. Most sales people waste their most prec...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the deal become stalled. So how do you do this? It's pretty simple, at the end of a sales call, you need to know if you and the prospect are going to continue moving along with this...

Send us Fan Mail Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: "The Commandments of Selling". Most sales training deals with what to say. But in the commandments, we deal with sales strategy and modern thought. Everyone needs standards an...

Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for another year of high achievement. They discuss how to take your sales from goodto "elite." These five best sales strategies/ practices are: talk to the rig...

Send us Fan Mail Happy Holidays Everyone! The year 2006 is rapidly coming to a close. And speaking of closing, in this episode of the Advanced Selling Podcast, Bill and Bryan discuss some different and innovative closing strategies that will help you get more decisions, quicker. Also, email us your questions and programming suggestions for next year at listener@advancedsellingpodcast.com. So pay a...

Send us Fan Mail When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience. Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem toput much focus on communicating the company vision to their staff. Therefore, few know i...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the problems associated with being too enthusiastic about your product/service. The problem is that your enthusiasm can get in the way of focusing on helping your prospect solve their problem. Enthusiasm in sales is OK, as long as you're more excited about helping your client solv...

Send us Fan Mail Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson. But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stalled deals and how to prevent future deals from stalling. By making an upfront agreement and outlining a "clear future" for your prospect, you willstart to notice that you have fe...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale respond to a letter they recieved from a listener. They answer his many questions about being new in sales. He wants to bean advanced seller, but he has to start somewhere. For those of you who have been in sales for years, it might make sense to listen to this --sort of a back to the basics i...

Send us Fan Mail This is a special episode of The Advanced Selling Podcast. During the recording of this episode, Bill accidently recorded the pre planning part of the podcast, and forgot to record the actual podcast. Don't worry there is still so much to learn from this episode. Bryan has just returned from England, and is here to denounce some of the myths about international sales, and the...