“Episode #291: Saying “No” To A Prospect”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
May 18, 2015

advancedsellinpodcastgraphicbootWe spend a lot of time talking about  getting a “no” from a prospect. What do you do when it flips? How do you say “no” to a prospect? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss some of the fears we have when it comes to saying “no.”  From there they cover the words and phrasing needed to say “no” and still be helpful and resourceful for your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale offer the insights and tools needed to keep your prospect relationship intact. Whether you are dealing with a new prospect or a former/current client, you’ll want to keep the opportunity in perspective.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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“Episode #290: Best Sales Presentations”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
May 11, 2015

advancedsellinpodcastgraphicbootBad sales presentations are the worst. Don’t ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to deliver the best sales presentations every single time.  Whether you are just starting to make sales presentations or you’ve been doing this for a long time, these insights can amplify your influence. In this episode of the Advanced Selling Podcast, Bill and Bryan share mental and tactical best practices they’ve used to win with their audience time after time.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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What You Can Learn About Achievement From The Stacey Dash Interview?

Recently, Stacey Dash (unknown to me until I saw this and researched her) was on Meredith Vieria. Personally, I don’t watch Vieria mainly because of the tact she took in this “interview.” The video is below.  Watch it, then come back and read on.

I love this girl! Unafraid to speak on a hot, controversial issue, and speak her truth.

I hear this all the time: “My territory isn’t large enough.” “My compensation plan isn’t fair enough.” “People don’t answer the phone like they used to.” “Prospects lie.” “I can’t get referrals anymore.” My company doesn’t invest in me.” “My company has no vision.”

All of these statements (and Meredith’s unbelievably arrogant questions) are perfect examples of our buy-in to a victim mentality. And it wears us out. Actually, it renders us unable to adopt a stance of personal empowerment.

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“Episode #289: Important Sales Questions”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
May 4, 2015

advancedsellinpodcastgraphicbootWhat are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving success when speaking with a prospect. While there are hundreds of questions you can ask a prospect and many statements you can make about your company, there are only a handful that actually matter. In this episode of the Advanced Selling Podcast, Bill and Bryan reveal three questions and three statements that absolutely must be included in every successful sales call.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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The Average Of 5 People

On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of the 5 people you spend the most time with.

“Episode #288: Generating Client Meetings”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 27, 2015

advancedsellinpodcastgraphicbootHow do you book a meeting when a client or prospect isn’t ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate interest today. Whether you want to book the meeting today or want a way to stay in touch, you’ll have insights into methods that can turn a “no thanks” into something better. Veteran Sales trainers Bill Caskey and Bryan Neale will help you position your language and expertise to become a valuable asset to your clients.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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“Episode #287: Sales Training On Your Own”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 20, 2015

advancedsellinpodcastgraphicbootHow do you grow and develop as a sales professional when you don’t have the internal support? Veteran Sales trainers Bill Caskey and Bryan Neale guide you through a process for creating your own sales training plan. When you find yourself in a situation where you don’t report directly to a sales manager, your company doesn’t invest in sales training or you are worried you might plateau in your career, following these suggestions can make a huge difference. In this episode of the Advanced Selling Podcast, Bill and Bryan give you the power to put your sales success into your own hands.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download