The Advanced Selling Podcast

Send us a text In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle. The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience.  If you'd like to get your question answered on the podcast, send us an email to listener@advancesellingpodcast.com with a voice memo attached, and we will get it on the air. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

The hosts tackle pressing listener questions about keeping deals alive when prospects go silent. They discuss unique communication strategies for managing accounts receivables, emphasizing professional engagement during sensitive financial conversations. The importance of rapport-building in discussing overdue payments is highlighted, along with tips for fostering client engagement. They also explore a mindset shift towards assessing the worthiness of potential clients, ensuring that sales professionals navigate challenges with confidence and perspective.

Send us a text On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads. He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well. Are you interested in having your question answered on the podcast? Email Bill and Bryan your recorded question to listener@advancedsellingpodcast.com. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don’t make it in today's competitive market. Bryan and Bill walked through a handful of items that you can test your self against to see if you’re thinking old or thinking new. You won't want to miss this LIVE podcast recording! ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling. The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect? Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts. In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long selling cycles. Bill and Bryan give you some tips on how to listen and how to react. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well. The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma. On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.  ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners. The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role. The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her.  Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point forward.  ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness. We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success. Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.   ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process. The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them. The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider