Episode #375: Balance in the Sales Process

/in , , , /by

advancedsellinpodcastgraphicbootHow do you know when to be assertive and when to sit back? In today’s Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.

Are you violating the principles of abundance and detachment if you are assertive with your prospects?

How do you monitor your own self awareness each step of the way to keep yourself in check?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-07-375-BalanceinSales.mp3″ title=”Episode #375: Balance in the Sales Process” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #374: Preventing the “Hijacked” Sales Call

/in , , , /by

advancedsellinpodcastgraphicbootHow do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”

What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?

How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?

In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-04-374-HijackedSalesCall.mp3″ title=”Episode #374: Preventing the Hijacked Sales Call” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #373: Auto Sales: Lessons from the Car Lot

/in , , , /by

advancedsellinpodcastgraphicbootIt’s more than just a cliché— selling cars is big business. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.

What strategies can you use to help your buyer feel like they actually WANT your help?

Are you exerting pressure on your buyer without realizing it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to learn this stuff). If you have elements of your sales process— credit apps, evaluations, qualifications— that may make your buyer uncomfortable, this is a must-listen episode for you.

You’ll learn how to evaluate your process and modify to create a better experience for your customers and prospects. Then we all win, right?

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-31-373-CarBuying.mp3″ title=”Episode #373: Auto Sales: Lessons from the Car Lot” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

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

/in , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-28-372-PainSelling.mp3″ title=”Episode #372: Pain Selling… Still the Best Approach?” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #371: Master Your Messaging

/in , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-24-371-MasterMessaging.mp3″ title=”Episode #371: Master Your Messaging” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #370: How to Handle a Closing Slump

/in , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-21-370-ClosingSlump.mp3″ title=”Episode #370: How to Handle a Closing Slump” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #368: Mailbag Monday: Stories We Tell Ourselves

/in , , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-14-368-StoriesWeTell.mp3″ title=”Episode #368: Mailbag Monday: Stories We Tell Ourselves” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #367: Increasing Prospect Conversations

/in , , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-10-367-IncreasingProspects.mp3″ title=”Episode #367: Increasing Prospect Conversations” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #366: Getting Ahead in Sales

/in , , , /by

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:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-03-07-366-GettingAhead.mp3″ title=”Episode #366: Getting Ahead in Sales” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]