The Advanced Selling Podcast

Explore the timeless principles of sales that remain relevant despite the tech boom. Discover the significance of genuine human connections in a world increasingly reliant on AI. The hosts highlight the art of discovery and the necessity of a solid business plan. Delve into how motivation and structured planning can elevate client relationships. They also reflect on the evolving language of sales and the psychological barriers that may hinder success. The core elements discussed continue to be the backbone of effective selling.

In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping score. Through practical examples and personal experiences, Bill and Bryan demonstrate why taking decisive action now can position you to thrive regardless of economic conditions. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. ================================= Ready to stop chasing prospects and start attracting them? Join our ASP Insider coaching community for monthly sessions on advanced sales strategies. Next call: Authority Platform Building - August 1st at 12pm ET. Learn more: advancedsellingpodcast.com/insider

Discover the power of objectivity in sales as Bryan challenges you to evaluate your funnel without bias, envisioning real stakes. Unearth the concept of the 'Expert Persona' by diving into your customer’s world and fostering trust. Learn how tools like Google and ChatGPT can elevate your approach, turning sales into a partnership rather than a pitch. Embrace these guiding principles for greater success in your sales journey, with more tactical insights promised in future discussions!

In a live discussion, the hosts share essential skills for sales professionals during economic uncertainty. They emphasize focusing on what you can control, maintaining pricing discipline, and recognizing abundance in challenging markets. The conversation also covers adapting messaging for anxious clients and understanding AI's growing influence. Humorous anecdotes from their podcasting journey add a light touch, while practical strategies for mastering productivity and overcoming psychological barriers in decision-making ensure listeners stay resilient.

Dive into the intriguing realm of financial conversations in sales, where storytelling takes center stage over dull spreadsheets. Learn the importance of client lifetime value and how it shapes effective budgeting. Discover the significance of time horizons when discussing ROI and the common pitfalls salespeople face. The hosts highlight why not every deal is beneficial for customers and share tips on maintaining objectivity in financial discussions. This episode is a treasure trove of practical guidance for meaningful economic conversations that drive decisions.

The hosts dive into the importance of video content, highlighting YouTube's potential to surpass company websites. They tackle common fears about creating video, offering creative ideas like customer spotlights and demos. They argue that embracing video not only enhances customer connection but also offers immense rewards with minimal risks. Personal stories illustrate how video can boost confidence and engagement, especially in less dynamic industries. Plus, there’s a discussion on using AI tools to enhance podcast creation and maintain authenticity.

Discover how crafting compelling narratives can transform your sales approach. The hosts stress the significance of connecting with prospects through meaningful stories rather than mere anecdotes. They tackle the issue of over-discovery, advocating for a focus on conveying value. Learn how to shape your brand's narrative from the customer's perspective to truly resonate with their experiences. The conversation delves into the ever-evolving sales landscape and the importance of balancing understanding client needs with showcasing effective solutions.

Bill challenges the old-school sales mindset by advocating for a shift from selling to guiding. He highlights how traditional tactics often lead to negative karma with prospects. Instead, he offers a fresh approach: become a trusted guide who delivers value before seeking payment. Personal stories illustrate how creating helpful content can naturally attract clients, reducing the need for aggressive sales methods. Embrace this new mindset to foster authentic connections and better meet customer needs.

Time management in sales is a hot topic, as deadlines seem to fly by. The hosts emphasize the urgency that sales professionals feel and the need for a shift from short-term thinking to long-term planning. They share practical strategies for balancing immediate tasks with future growth initiatives. A humorous take on PR outreach and everyday office quirks adds a relatable twist. Additionally, the principle of giving to receive unveils how generosity can enhance revenue and customer loyalty, making it an essential mindset for success.

Explore the power of believing in your economic value as a sales professional. Discover how understanding the economic impact of your solutions can enhance your communication with prospects. Learn about the dual benefits of addressing customer pain points while also helping them achieve aspirational goals. The insights provided can transform your approach to sales by identifying and articulating your true value proposition.