Episode #455: How To Get Appointments The Right Way

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On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.

OH-IO! (You’ll have to hear the episode to know what that means).

The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.

This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.

Also mentioned in this podcast:

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Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.

Here is a link to the episode from 2010: http://bit.ly/2renAdS

It’s one of those issues that haunts people and there’s a lot of drama and calories burned on what do I say to get the customer to call you back.

In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.

Also mentioned in this podcast:

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Episode #453: “I’ll Just Take The Brochure”

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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 prospect is not taking action when you know they are ready?

Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

Also mentioned in this podcast:

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Episode #452: How Beliefs Affect Outcomes

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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 about selling, your value and yourself.

They give you seven examples that they hope you will write down and assess yourself with.

Also mentioned in this podcast:

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Episode #451: Self Evaluate Like a Pro

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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 improved.” 

Also mentioned in this podcast:

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Your Assets Aren’t Being Leveraged

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Sorry to be so lame with the title but after 25 years of wokring with sales teams, Bill can make this statement with a straight face.

In this episode of The 2X Podcast, veteran sales trainer Bill Caskey, lays out your “Circles of Assets” that are available to you – but you must CLAIM them. Most don’t.

2Xers – listen up! Find yourself inside this story of assets and make a decision you will TAKE ACTION.

Also mentioned in this podcast:

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Episode #438: Developing a Value Story

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.

She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!

On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.

Also mentioned in this podcast:

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Episode #437: Don’t Care About My Bad Reputation

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company’s bad reputation in the market.

She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?

On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.

Also mentioned in this podcast:

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Episode #432: Feelings, Nothing More Than Feelings

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advancedsellinpodcastgraphicbootDo you ever feel anxious, nervous or scared in sales?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday – and, sometimes they aren’t particularly helpful.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They’ll tell you what the pros do wth the feelings that arise and what you can do WHEN those feelings come up.

Touchy feely? Yes. But feelings must NEVER be ignored – they should be acted upon!

Also mentioned in this podcast:

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