The Advanced Selling Podcast

Don't waste time with centers of influence meetings, unless you do this... On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings. This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the correct mindset and process when you go. Bill and Bryan give you a handful of ideas on how to improve the outcomes of those...

On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today. Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into. If you have a question you want answered on the podcast, send us an email at listener@advancedsellingpdodcast.com. (We...

In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid of and they even share some things that they've struggled with over the years. One thing that's always important when we talk about challenges and road blocks is to try to get to the bottom of why they are show stoppers for us and deal with some real issues. Once we conquer our fear, we become...

Have you every wondered how you can differentiate yourself in the sales world? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market. CardsDirect is a new partner with us and they have some very unique designs and approaches to helping you stand out from the crowd as you manage your clients and seek out new prospects. You...

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process. Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short! If you have a sales question you want answered, make sure you send a...

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?" Bill and Bryan discuss how a lot of this gets back to how you see the world of selling today, and are you part marketer and part seller, or just part seller? Many of the guys' tips and tactics...

In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparation of next year is to take inventory of the beliefs that we might have in sales that hold us back. Then the next step is to begin to release those beliefs and in their place, insert beliefs that are more conducive to higher achievement. If you're interested in bringing Bill or Bryan or both into...

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment. There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong. Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does...

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. Download Bryan's FREE eBook titled, "Sales Is Broken" at...

What is your morning routine? And does it prepare you for anything? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired." Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing,...

In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words." If you have a question that you'd like to get to the guys, send...

How do you win back business when you lose it? On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instant you lose a sale or an account leaves you. This is a listener mailbag question from Aaron in Colorado who had this exact thing happened where he was in charge of all business development, but out of the loop on client success and bad things started to happen. Now it's up to him to go back and re-persuade...

In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income. So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear. One of the tips was, email the podcast host with a question, so this offer stands. Send your...

In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little further and say, "are you ready for your next opportunity?" Whether it's sales to customer success, or sales to sales manager, or any number of other progressions, are you ready? The guys give him some ideas on how to think about it, and some tips on what to do to prepare. They would love to hear...

Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the...

Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been asked by interested prospects. The fact is, you have enormous perspective on the industry you are in, yet I bet you, you don't use it very well. In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the notion of sharing your perspective with your prospects so that they can become a...

In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?" This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best? On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten...

In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also asks how to handle the "middleman" in the process who will not let her get to the end user. The guys had some attitudinal and philosophical issues about how she was thinking about it, but they also gave her some thoughts on how she can remedy this difficult...

In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology. In this week's episode, the guys go into detail about the eight things that you need to have as part of your new...

This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?" Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not. They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of using someone...