“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.

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The Problem With Idea Generation – And a Solution

More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.”

Ideas

But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take.

My sense is that the person that has the idea (the creator) is seldom the person who will implement the idea and bring it to profit. I didn’t say “never,” I said seldom.

So the idea-creator needs to have either a) someone around him/her who can flesh out the idea before investing too much time dreaming about it. Or, b) a system that walks them through the ‘fleshing out’ process.

“Episode #286: Sales Approach Problems”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 13, 2015

advancedsellinpodcastgraphicbootWhat do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don’t share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn’t go as planned.

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

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Fear Gets In The Way Of Intention

Do you ever feel self-conscious during a call with a prospect? When that fear creeps in all your prior intentions go right out the window. If you are focused on yourself, you are focused on the wrong person. You are there to help them solve their burdens. When you are fearful, it keeps them from getting the solution they really need.

When You Don’t Feel Like You Matter, Do This

That’s the number one question we ask ourselves silently, isn’t it? Do I matter? Sometimes we ask it as in ‘Does my life matter?’ More often, its circumstantial. “Do I matter in this particular area of life?”

EVEN-THE-SMALLEST,-WEAKEST,-MOST

I received an email from a blog reader this week that was most touching. Here is an excerpt:

———————————

Bill,

Thanks for all the content publishing you do. It really helps. 

I took a job last year as a sales person for a highly technical service. And I’m lost. I don’t feel like my expertise can measure up to my client’s expertise in what I’m selling. And I don’t think it ever will.  

I’m thinking about changing professions. Either get out of sales. Or get out of this industry. I just don’t feel like I matter much when I’m calling on these high-powered doctors. 

What should I do?

Becca,

San Francisco, CA

=================

It struck a nerve with me. How often have I felt like my work doesn’t matter? Lots.

“Episode #285: Providing Sales References”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 6, 2015

advancedsellinpodcastgraphicbootWhat do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you’ll find common sense in their suggestions.

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