The Advanced Selling Podcast Beyond Process: The Courage to Walk Away
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Nov 7, 2025 Discover the limits of process-driven selling as insights unfold from coaching a high-performing salesperson. Learn the importance of authenticity in spotting who truly fits as a client. Explore the courage needed to disqualify uncommitted prospects and why integrity should outweigh revenue. Bill Caskey shares compelling stories and practical tips to help you connect with the right clients and improve your close rate.
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Coaching A Top Performer Hitting Process Limits
- Bill Caskey coaches a high-earning salesperson who executes process flawlessly but hits a top-end limit.
- The salesperson must learn to show up authentically and disqualify mismatched prospects to scale further.
Process Alone Can't Replace Authenticity
- The best sales process fails if you forget who you are while using it.
- Authentic presence in questions and behavior creates a powerful buyer-seller advantage.
Be Willing To Disqualify Prospects
- Do call out resistance and be willing to say a prospect doesn't feel like a fit.
- Do walk away when taking the engagement would compromise your integrity or ability to help them.
