“Episode #270: The Habits of High Performers (Replay)”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
December 22, 2014

advancedsellinpodcastgraphicbootIn this week’s episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too!

Here’s to you in 2015!

Also mentioned in this podcast:

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

“Episode #269: No Show Sales Appointments”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
December 15, 2014

advancedsellinpodcastgraphicbootThere’s nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They’ll uncover the warning signs prospects give. Finally, you’ll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Also mentioned in this podcast:

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

“Episode #268: Sales Self-Assessment Tools”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
December 8, 2014

advancedsellinpodcastgraphicbootHave you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It’s the sales review you’ve been wishing for your entire career.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Also mentioned in this podcast:

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

What Your Coach Should Be Doing For You

It used to be that personal coaches were the luxury of the rich and famous – leaders of companies – celebrities – extremely high income earners. But not so much anymore.

Coaching

And if you’re in the market for a coach, here are 10 items to consider as you search for that coach or mentor.

By the way, as a professional coach, I have a dog in this hunt. Meaning, I see plenty of coaches that are of no help to people. They might have their accreditation, but they have no process to really get the best out of people.  (I use “he” although I realize great coaches can be “she’s” too.) So here goes:

1.  Tells us the truth. How often do we hear the truth? People are fragile and we know that. So, if we get to coach someone, formally or informally, we’ll hold back. A great coach NEVER holds back.

“Episode #267: Holiday Sales Productivity”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
December 1, 2014

advancedsellinpodcastgraphicbootIt’s the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for increasing productivity during the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December’s most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Also mentioned in this podcast:

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

“Episode #266: Sales Failure”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
November 24, 2014

advancedsellinpodcastgraphicbootEveryone needs a good hard failure, right? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn’t matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.