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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:

Episode #362: Sales Assets – More Than Just Numbers

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advancedsellinpodcastgraphicbootAre you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales.

Do you have characteristics of your personality that you ignore when working your sales process?

Do you utilize your personal interests, skills and things you love to do to help you connect with others?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to insert more human elements into your process. They help you focus on the things you love to do outside of sales and put them into use in your sales career. If you’ve ever thought to yourself “What if they don’t like the real me?”, this episode is for you. The world needs more of the “real” person in every sales situation, and Bill and Bryan will tell you just how to do it in this episode.

Also mentioned in this podcast:

Episode #361: “I Don’t Have Time For That!”

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advancedsellinpodcastgraphicbootDo you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.

Do you find yourself saying “I don’t have time to do that”?

Can you (and the rest of your team) state your overall company sales philosophy?

In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that matter most. Learn to identify the big rocks you should start with and how to prioritize your time for most important outcomes.

Also mentioned in this podcast:

Episode #360: Broker in the Sales Process

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advancedsellinpodcastgraphicbootWhen you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.

Do you diminish an interaction because someone is “just the broker?”

If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.

Also mentioned in this podcast:

Episode #353: The Belief Continuum

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advancedsellinpodcastgraphicbootDo you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.

Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you.

If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it.

Also mentioned in this podcast:

#352: Cardone Zone comes to The Advanced Selling Podcast

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Grant Cardone

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.

Do you want to know Grant’s secrets for success?

Are you curious why Grant believes salespeople are needed now more than ever?

In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.

Income Inequality In Sales. Where Is The Justice?

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Can you imagine this happening in your sales department?

John (a struggling veteran sales person) walks into Bob’s office (sales manager) and makes this declaration:

“Bob, I don’t think the income distribution in this company is fair. I’ve been here 5 years and yet I make only 70% of what Mary makes. She has a better territory. She has more support from the company. Her customers buy more. And they buy more often. Her customers aren’t nearly as price sensitive as mine are so her profit number is higher. She doesn’t make nearly as many presentations as I do and even though her closing percentage is higher, I feel like I should be compensated on my huge number of quotes. I’ve been hearing lots in the zeitgeist about income equality and it occurred to me that we have a problem in this area.“

“So, I would like you to redistribute the income a little more fairly in our sales team. And if you can’t do it, then I’ll have to leave.” Read more

My Ultra-Weird Goal That Needs To Be Made Public

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Last month, I turned 59 years old.

Goals-Setting

As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high enough on the rim to dunk.

Eventually, I nailed it. But haven’t thrown one down in over 30 years.

It got me thinking about my current vertical leap. A quick test – an abysmal 12.  (You know where I’m going with this don’t you?) Read more

Why Do You Do The Work You Do?

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In my training and coaching practice, I have frequent occasions to question new clients as they’re on-boarded into my program.
When-you-help-someone-connect-what

A question that I always ask – and am never quite satisfied with the answer – is “Why do you do what you do?” Read more