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

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 determine which elements are at play and how to conquer them. In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email.  You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and re

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 Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on.  Which roles are you good at, and which ones do you struggle with?  Who is the hero in your sales story? (we’ll give you a hint— it’s YOU). --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.005

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, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever.  No tricks, only treats, for our loyal listeners. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext.

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 value of your customers? •  If not monetary value, what other things can benefit you in the deal?  In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.   --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. -----------

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’s not like it used to be” or something similar? •  Do you connect with your prospects at a deeper level than just being the product sales person?   In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access t

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 what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process?  Butch says most salespeople are missing the opportunity in doing so.   Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to you

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 will make you and your sales life even better? In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep improving their game. Some will sound familiar and some will be brand new to you. We’re excited to hear your lists too. If you haven’t already, join our LinkedIn Group to participate more in the conversation. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour train

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 different outcome. Ask yourself: • Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take responsibility for my part?• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline? In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show. ------------------

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.   Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too?   In this episode of The Advanced Selling Podcast, Bill and Bryan give their strategies about how to “deal with it in the game” and make a potentially awkward situation much less challenging for everyone. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour t

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 conversation with a prospect. • How do you give voice to your story? • Do you know how to leave room for discussion at the end? In this episode of The Advanced Selling Podcast, Bill and Bryan share one of their favorite topics with you (and give you a sneak peek into a big guest interview they’re doing in a few weeks).  Learn how to “come off the page” and share your story with your prospects in your own authentic way.   ------------------------------------------ Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ------------------------------------------

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 valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale?  In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect.  Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on

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 temptation to jump from first introduction to trying to close them on the first call? • What do you say to someone when you meet them to help them understand your process? In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects. -------------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. -------------------------------------------------- Joi

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 truly understand the work you do?  Do you know what your clients and prospects aspire to achieve?  In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.   If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.57

What does charm have to do with your sales success?  More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast.  They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process.  Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value?  Is your mindset helping or hurting you?  Jordan says these are key to being charming (and successful) in your sales career and your personal life.  In this episode of The Advanced Selling Podcast, Bill and Bryan take Jordan’s best practices and apply them to sales.  You may be surprised just how similar the principles are to the “Inner Game” concepts you’ve heard Bill and Bryan discuss for years.   Want more sales training like this? Visit www.advancedsellingpod

How do your sales philosophies agree or disagree with Bill and Bryan’s experiences?  Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales.  They ask each other a range of questions and discuss why they agree with or challenge each statement.  Will Millenials make great salespeople?  Is your Personal Business Plan the #1 factor in doubling your business?  What is the single most important trait of a salesperson?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their viewpoints and encourage you to weigh in with yours too.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard.  Why does that happen?  Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less.  They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople.  Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.     Learn more about Greg and his book, Essentialism, at www.applyessential.com.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools an

Can you hire a sales culture or does it come from the sales leader?  Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country.  They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments.  In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and give you tactical exercises to implement with your team right away.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

It’s the age-old question about Sales and Operations:  What can you do when they’re not working well together?  Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold.  They discuss the mental game elements to keep in mind so past issues don’t impact future deals.  They also talk about how you can use your voice to address problems with the company's internal process.  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you identify if it’s a message issue or a process issue, and how to speak up about the real root cause.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

How do you keep your personality in an email exchange without negatively impacting the deal?  Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects.  They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange.  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you keep your personality in your communication while honoring the “4-inch screen rule” at the same time.     Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.    

You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.