Episode #390: How to Generate More Leads

/in , , , /by

advancedsellinpodcastgraphicbootAre you looking for ways to generate more leads? (because who isn’t?)

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.

Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?

Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-30-390-GenerateMoreLeads.mp3″ title=”Episode #390: How to Generate More Leads” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #389: Premium Pricing Revisited

/in , /by

advancedsellinpodcastgraphicbootStanding out in a commoditized sales environment is tough. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.

How do you sell a premium priced product, service or experience when everyone around you is selling for less?

Are you creating a vision for your customer or having them help paint the vision with you?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help combat the issue of premium pricing, regardless of what you’re selling. You’ll learn how to teach your customer about the buying process and communicate the impact of your work without sounding “salesy.”

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-26-389-PremiumPrice.mp3″ title=”Episode #389: Premium Pricing Revisited” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #388: Products or Services: Which is Easier to Sell?

/in , /by

advancedsellinpodcastgraphicbootProducts or services— which do you think are easier to sell?

In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden.

If you provide a service, how do you “productize” your service and make it something tangible?

If you sell a product, how can you “service-ize” your offering and not hide behind the item?

In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful connections with what you’re selling through the story you tell. You’ll learn how to paint the picture of your service or product and help your prospect truly understand what you’re offering. We’d love to know which you think is easier and why— just post your thoughts in our LinkedIn Group or shoot us an email (listener@advancedsellingpodcast.com).

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-23-388-ProductsVs.Services.mp3″ title=”Episode #388: Products or Services: Which is Easier to Sell?” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #387: Creating a Sense of Urgency

/in , , /by

advancedsellinpodcastgraphicbootHow do you create a sense of urgency for a prospect?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.

What is the true role of a sales professional?

Do you understand where your prospect is starting and where they are trying to go?

In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-19-387-SenseOfUrgency.mp3″ title=”Episode #387: Creating a Sense of Urgency” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #386: Is Enthusiasm Contagious? Or Dangerous?

/in , , /by

advancedsellinpodcastgraphicbootDo you believe that enthusiasm is really contagious?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.

Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-16-386-EnthusiasmContagiousDangerous.mp3″ title=”Episode #386: Is Enthusiasm Contagious? Or Dangerous?” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #384: Lessons from a New Listener

/in , , , /by

advancedsellinpodcastgraphicbootA new set of eyes on anything can be valuable, even for the most seasoned pros.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.

You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.

In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed.  If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.

Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-09-384-LessonsNewListener.mp3″ title=”Episode #384: Lessons from a New Listener” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #383: Is Your Sales Bucket Leaking?

/in , , , /by

advancedsellinpodcastgraphicbootDo you have leaks in your sales bucket? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.

Do you prospect when sales are good or only when things start to slow down?

Do you run a well-organized sales process?

Are you leveraging your training and knowledge as much as you can?

In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-05-383-SalesBucketLeaking.mp3″ title=”Episode #383: Is Your Sales Bucket Leaking?” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #382: Sales Coaching for a Celebrity

/in , , , /by

advancedsellinpodcastgraphicbootDo movie stars make good salespeople? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States.

You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation.

In this episode of The Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.

Do you think Hugh Jackman is an ASP listener?  He might just be!

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-02-382-SalesCoachingCelebrity.mp3″ title=”Episode #382: Sales Coaching for a Celebrity” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #381: Mailbag Mashup: Triple Threat Thursday

/in , , , /by

advancedsellinpodcastgraphicbootWhy take one question from a listener when we can take three? In today’s episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world.

Are you looking for strategies on spec selling?

Have you considered paying for someone to develop content for you to use in developing your expert persona?

In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question.  You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry.  Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-28-381-MailbagTripleThreat.mp3″ title=”Episode #381: Mailbag Mashup: Triple Threat Thursday” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]