Episode #372: Pain Selling… Still the Best Approach?

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advancedsellinpodcastgraphicbootPain-finding is one of the oldest sales techniques in the book. Are you still selling that way?

In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain.

Do you quiz your prospects with questions to identify where they’re struggling the most?

Are you looking for things in their answers that will lead you to a deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan focus on the new school way of selling— asking questions to determine if you and your prospect should work together. A whole new approach to a very old tactic can help you focus on what your prospect is moving toward, instead of what they’re running from. Do you think pain-finding is on the outs? We’d love to hear what you think too.

Also mentioned in this podcast:

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Episode #371: Master Your Messaging

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advancedsellinpodcastgraphicbootStorytelling isn’t a new idea. But have you truly mastered your messaging? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.

How do you know what things to say and not say when sharing your story?

What elements of your story will help your customer better understand what you do?

In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your messaging around the edges by using their storytelling formula. Your story and your messaging can work for you or against you— listen in today to learn how mastering your messaging will allow you to stand out and differentiate yourself against your competition.

Also mentioned in this podcast:

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Episode #370: How to Handle a Closing Slump

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advancedsellinpodcastgraphicbootIn today’s episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week.

Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront.

Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.

Also mentioned in this podcast:

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Episode #368: Mailbag Monday: Stories We Tell Ourselves

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advancedsellinpodcastgraphicbootAre you eager to find more ways to offer the next product to your client?

Do you have a generation gap in your company?

Do you have customers who take your relationship for granted?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head and what to do about it.

In this episode of The Advanced Selling Podcast, you will walk away with answers to questions most sales people have been challenged by for years. Take advantage of this opportunity to learn from fellow listeners and dive into coaching from Bill and Bryan on how to improve your sales game.

Also mentioned in this podcast:

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Episode #367: Increasing Prospect Conversations

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advancedsellinpodcastgraphicbootAre you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects.

Do you feel like the front desk person’s job is to fend you off?

Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings?

In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach.

Also mentioned in this podcast:

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Episode #366: Getting Ahead in Sales

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advancedsellinpodcastgraphicboot

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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