Episode #366: Getting Ahead in Sales

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Looking for ways to get ahead of your sales competition?

In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person.

How do you plan and prepare for your day, your week, your quarter?

Do you dig in head-first or do you methodically map out your time?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.

Also mentioned in this podcast:

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Episode #365: Blind as a Bat

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advancedsellinpodcastgraphicbootDo you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.

In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment.

If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.

Also mentioned in this podcast:

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Episode #364: Mental Myths in the Sales Process

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advancedsellinpodcastgraphicbootThere’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process.

Do you regularly check in with yourself to think about your inner game?

Do you truly have pure intent when talking with clients and prospects?

What myths do you have in your mind that aren’t actually real at all?

In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.

Also mentioned in this podcast:

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Episode #363: Margin: Secrets Of The Pro’s

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advancedsellinpodcastgraphicbootHave you noticed that some sales people just seem like they “get it” more than others?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.

What are they doing differently than everyone else?

Why are people afraid to ask those at the top for their advice?

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin.

Also mentioned in this podcast:

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#354: Mailbag Monday – Competitive Selling Edition

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advancedsellinpodcastgraphicbootIt’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.

Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.

Also mentioned in this podcast:

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3 Videos That Will Radically Shift Your Client Positioning and Results

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As you begin to think about 2016, I want you to consider three things to commit to next year.

I want you to create…yes I said “create”…3 videos for the expressed purpose of landing new clients.

How can videos help me land clients? Well….are you ever in for a surprise! Let me start with a blanket statement. OK, it’s my opinion….but a statement it is.

Video will help you tell your story, compel people to seek you out, and help you position yourself properly prior to client contact. 

VIDEO 1

Last week, I was in a coaching session with two sales leaders and their lead generation person. In the conversation, I found that they’re asking prospects to fill out a form on the web, then hit SUBMIT. Then, their lead person emails them back to set up a call. Read more

Are You UNSTOPPABLE?

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I must admit. Sometimes I just don’t feel it. I get bored. I get tired. I get overwhelmed with all the sh** that needs to get done, but never have the time to do. Yep, I get in the proverbial “rut.” You, too?

As I sink into those places, I have to catch myself and right the ship. Here are some of my favorite “go-to” strategies for getting back to “Unstoppable.”

Is it in my mind or in my motion?

That’s really the question, isn’t it? Is it just a “thinking” problem or a “mechanics” problem?

In other words, am I thinking about my life and my mission all wrong? Or, do I just not have the actions right? Read more

Marissa Is At The Top Of Her Game. So How Does She Do It?

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I met Marissa last month at an event I was asked to speak at. She was 27 years old and, while attractive, she didn’t turn heads when she walked in the room.

And, she was assertive, but in a serene, comfortable way.

SYSTEM-THE-ROAD-TO-THE-GOAL.

As high achievers usually do, she approached me after my speech and wanted to ask me a few questions about my topic-“How To Be A High Sales Achiever In An Ultra-Competitive Market.”

She asked the question, and scribbled down some of my input. But I could tell something was different about her. So, I asked her how she had climbed to be the top ranked sales person at her software company (a company that has over 100 sales people.)

Here was her formula of how she rose to the top:

1. “I have a web page that offers a free download of a checklist I wrote about how you know if you’re ready for software.” She maintained this was THE thing that was the difference maker. Now, when she’s networking, all she does is meet people, collect their card, and send them a nice email that links to her web page.

NOTE: She spent her own money on the site, the email software behind it, and paid to have the checklist written. This total cost was about $500/year, a pittance when you see her earnings. Read more

Becoming Your Best By Avoiding The Misses

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I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy.

Steve Shallenberger

I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the mistakes he sees leaders make. He’s also author of “Becoming Your Best.”

One of those has to do with “Vision.” The lesson is that just because your company has no declared vision, doesn’t mean you shouldn’t.

But the fact is that if you have a division…a team…a group…you MUST have a compelling, inspiring vision for your them or they’ll wander around with little focus, and little inspiration.

Here is an excerpt from a longer interview I did with Steve where he shared his thoughts.

Enjoy!

If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.

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