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

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You’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert. Kyle Lacy, author of the book Twitter Marketing For Dummies, joins us to give us his two cents on social media...the do’s and don’ts.  This is part two of a three-four part series [...]

In this episode, Bill's client is creating a new technology division at her work.  Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly?

Tweeting. Linking. Updating. Like it or not social media is here to stay and it can play a huge role in your sales success. In this episode, Bryan interviews Gini Dietrich, CEO of Arment Dietrich PR firm (Social Media Diva—Bryan’s words, not hers) on all things social media for salespeople. Contact Gini on Twitter at Gini [...]

Testimonials are the best way for you to show how your services have benefited others.  In this epsiode, Bill provides three 'must have' components to create an outstanding testimonial that will bring in new prospects and increase your sales.

Last week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?"  Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you've been waiting for.

Ever wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on [...]

We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it.     So [...]

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place.  

Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method.  (You’re better than that.) 

This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the  core principles guiding successful sales professionals.

As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are in a place of weakness. But when you enter the process as an "expert" who can bring a wealth of resources and counsel to the parties involved, you are stronger. Bill and Bryan give you two tips to get the "expert" ball rolling.

Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the “words” of the modern salesperson. Check these out to see how many of these you’re using in your approach. 

Well, this year certainly went fast---like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients this time of year.  It has to do with Outcomes and Inputs.  The essence of this is that you can’t set a goal around something you can’t control—so what can you control? You’ll see on this week’s episode.

We get many questions from listeners about how to handle price objections when your product sells at a significant premium.One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.

Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.

Bill Caskey recently gave a speech on the most common “sales blunders”that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.