I started my sales career in living in constant fear. Why would anyone buy something from me ? How was I to communicate properly to get people to buy? How was I to create personal wealth in a profession I knew little about? What if I failed? Then what? Relate? I find most sales professionals […]
I’ve heard many authors say that once they write a book, they never look at it again. That is definitely not me. I wrote Same Game New Rules over 12 years ago, but I still refer to it when I want to create content for a blog or to offer people useful advice. I often […]
“It’s not who you know, it’s what you know.” [featured-image] As much as I hate to start an article off with a cliché, many clichés became famous because they’re true – and that is certainly the case when it comes to this clever one-liner about connections and relationships. While we’re on what bugs me, the […]
The psychology of client relations is a strange thing. Far too many business owners and salespeople change their core philosophy that has brought them success exactly at the moment that they receive an opportunity to score their biggest client, contract, customer, or sale. Why? A simple (and completely natural) reaction: Nervousness. When pursuing a new, […]
Budget. Prospect. Rapport. Value-add. Pain points. Tired of the same words that may be contributing to old school thinking in the sales process? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve. Are you still […]
It’s a two-part question Mailbag Monday at The Advanced Selling Podcast. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia. Are you looking for ways to help your prospect calls be more effective? What if your prospect doesn’t talk or engage in your conversation? Bill and Bryan will […]
Would you like to know how to predict if your company can grow, and when? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable. Do you know the key things that will most dramatically impact […]
They make it look easy in the movies: Closing deals on the golf course. How does it work in real life? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients. Are you taking prospects to sporting events, concerts, or a round of golf? Are […]
Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you. Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn. Are you a […]