In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian’s question is about how to handle the dreaded, “I’ll just take a brochure, and call you back” objection when he thought he was about to close the appointment. Do you ever feel like your […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them. The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at and evaluate their performance. Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process. “That which is measured gets […]
What do you do when things get tough? We all go through difficult times, but sometimes, those periods of woe are quite serious. In sales, you may lose a big deal that you counted on. In leadership, one of your top execs might have just resigned. In the financial game, the big deal you banked […]
In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall. His pipeline disappeared, his new calls have dwindled, and he’s a bit nervous. Bill and […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities. Their first reaction to that is, what a great thing that is, but as he said, “Sometimes that comes along with pitfalls and a […]
I say this a lot, not a big fan of the idea of “closing” a sale. But it’s the vernacular that we’re all used to. I like the idea of “decision making” instead of closing. Recently, on a Facebook Live event, I took questions from listeners on their issues with closing sales. We had 7 […]
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making. How do your prospects make decisions? How do you influence those decisions? Can you influence those decisions? They take a deep stab at nine components of the decision making process that you need […]
Lots of energy goes into ‘getting people to make decisions’ in the right way (for us) of course. But how much time have you spent thinking about the factors that go into a person’s decision making process? Likely not much. In this episode, Bill lays out 5 factors that you should consider as you go […]