Tag Archive for: Bill Caskey

Episode #379: Preparing for the Big Meeting

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advancedsellinpodcastgraphicbootDoes your heart skip a beat when you get called into The Big Meeting?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.

Are you in your head about what you assume the issue is?

Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.

Also mentioned in this podcast:

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Episode #378: Preparing Like a Pro

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advancedsellinpodcastgraphicbootAre you looking for an edge in your sales game? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.

Do you focus on the process or the outcome?

Are you using the same verbiage with every audience or are you tweaking your message to match the situation?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).

Also mentioned in this podcast:

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Episode #377: Building Your Sales Six-Pack

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advancedsellinpodcastgraphicbootWho doesn’t want six-pack abs? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.

Do you know how to tear down the resistance?

Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)

In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.

Also mentioned in this podcast:

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Episode #376: Building Your Life Muscles

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advancedsellinpodcastgraphicbootAre you looking for a little pick-me-up as you dive into Q2?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.

Are you a lifelong learner?

Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?

In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson.  They give you a framework and six core muscles you can begin building right away.

Are you ready to hit the gym?

Also mentioned in this podcast:

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Episode #375: Balance in the Sales Process

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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:

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Episode #374: Preventing the “Hijacked” Sales Call

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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:

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

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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:

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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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