“Episode #333: It’s Not What You Sell, It’s What You Believe”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 09, 2015

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Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.

They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous? 

In this episode of The Advanced Selling Podcast, Bill and Bryan share questions you can ask and ways to think through your own beliefs.  Do YOU truly believe in your product? You will learn Bill and Bryan’s “gut check” method to test the strength of your conviction in what you sell.

Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

“Episode #332: Declining an RFP”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 05, 2015

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How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them.

In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email.  You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert.

Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

“Episode #331: Roles of a Sales Person”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 02, 2015

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Every good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.

Are you a teacher? A consultant? A space creator? A change agent?

In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on.  Which roles are you good at, and which ones do you struggle with?  Who is the hero in your sales story? (we’ll give you a hint— it’s YOU).

Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

“Episode #330: Fear In Sales”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 30, 2015

pumpkinizerWhat scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.

In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever.  No tricks, only treats, for our loyal listeners.

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“Episode #329: Pricing Philosophy”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 26, 2015

advancedsellinpodcastgraphicbootHow much are your clients really worth to you?

Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.

  • Do you truly know the lifetime value of your customers?
  • If not monetary value, what other things can benefit you in the deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.

Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.