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Episode #479: You Can’t See Your Blind Spots

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On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business.

They also give you some ideas on how you can become aware of what can be a difficult conversation, which is the exposing of those blind spots.

Also, be sure to check out their brand new product, The Personal Brand Makeover Course at www.personalbrandmakeovercourse.com.

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Episode #478: Start Strong in 2018

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For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong.

In this episode of the Advanced Selling Podcast, Bill and Bryan list several to dos for December that will get you off to a quick start and help you to build momentum for your goals in 2018. They also introduce a product that they are going to be releasing in the next couple of weeks.

Be sure to get in our inner circle to get bonus content and be the first to be notified when it goes live! Go to https://advancedsellingpodcast.com to join our email list.

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Episode #477: Are You Silently Being Locked in the Commodity Dungeon?

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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters.

They reveal some tips on how to prevent yourself from being commoditized or extract yourself once you’re in it.

They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon!

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Episode #476: Listener Spotlight – Mike Black CEO Inciting Marketing

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In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he has grown his business as a result.

Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That’s when he found the Advanced Selling Podcast.

If you’d like to be in our Spotlight series, send us an email to [email protected] and in the subject line write, “Spotlight,” and we’ll be back in touch to get you on the show. We’ll be doing this about once a month for the next few months.

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Episode #475: Does Your Story Really Compel Anybody?

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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story.

Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents.

If you’re interested in having them coach you on your story, send an email to [email protected] and in the subject line put Message Makeover.

They’ll select a handful of people to do a live coaching session to help you get clear on your message.

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Episode #474: Client wants to go out for a bid?

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In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors?

As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:

Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, “Serves you the papers.” They’ve got a couple of thoughts on that as well.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

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Episode #473: Artificially Deflating Yourself Is Worse Than Inflation

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In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series.

Today’s episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on.

Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

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Episode #472: Arrogance, Self-Importance and Self-Awareness

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality.

In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this “lack of self-awareness” around your role.

Part two, coming next week, is about how we often deflate our own self-importance, which is just as equally a problem.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

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Episode #471: Commitment & Energy

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What vibe do you give off when you’re around others?

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling.

The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

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