The Advanced Selling Podcast

How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.   What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go?   In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.   ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Do you believe that enthusiasm is really contagious?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.  Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal.  They share how they began their careers in sales and how the podcast got its start.   Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do today.  Don’t miss their one piece of advice anyone in sales needs to hear.   ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.   You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.   In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed.  If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.  Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!    ===================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ===================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.   Do you prospect when sales are good or only when things start to slow down?   Do you run a well-organized sales process?   Are you leveraging your training and knowledge as much as you can?   In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.  =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Do movie stars make good salespeople? In today's episode,veteran sales trainers Bill Caskey and Bryan Neale put celebritystatus to the test as they break down a sales call by Hugh Jackmanto place his fair trade coffee in grocery stores around the UnitedStates.  You will learn a lot from Hugh’s approach, including how to askquestions that demonstrate your intent and language you can use toidentify if you and your prospect share common goals in theconversation.  In this episode of The Advanced Selling Podcast, Bill and Bryanexamine self awareness, authenticity and ego through the lens ofone of Hollywood’s most famous stars.  Do you think Hugh Jackman is an ASP listener?  He mightjust be! Click here to watch Hugh Jackman on CBS SundayMorning.========================================Want more sales training like this? Visit www.advancedsellingpodcast.com foraccess to exclusive listener sales tools and resources.========================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin orgive us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Why take one question from a listener when we can take three? Intoday's episode, sales trainers Bill Caskey and Bryan Nealerespond to questions from listeners and give a shout out to USMilitary members around the world.Are you looking for strategies on spec selling?  Have you considered paying for someone to develop content foryou to use in developing your expert persona?  In this episode of The Advanced Selling Podcast, Bill and Bryanshare techniques and strategies that will help you right away, evenif someone else asked the question.  You’ll love Bryan’s “Love– Hate – Rock – Suck” framework. Bill weighs in on the good and badof being a veteran in an industry.  Have your pen ready forthis episode— wherever you are in the world as you listen, you’llwant to take notes.  ==================================Want more sales training like this? Visit www.advancedsellingpodcast.com foraccess to exclusive listener sales tools and resources.==================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin orgive us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are you preparing to sell to a group and not just one individual buyer?In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.How can you vary your questions to speak to people individually and directly?How can you use your story to help you create meaningful connections with everyone in the room?  In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.  =================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.=================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Does 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.  =================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.=================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are 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). ======================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusivelistener sales tools and resources. ======================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider