The Advanced Selling Podcast

Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects.Do you feel like the front desk person’s job is to fend you off?Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings?In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach.====================================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

Looking for ways to get ahead of your sales competition?In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person.How do you plan and prepare for your day, your week, your quarter?  Do you dig in head-first or do you methodically map out your time?  In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.  ======================================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 struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.  In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment.If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.  ===================================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

There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process.Do you regularly check in with yourself to think about your inner game?Do you truly have pure intent when talking with clients and prospects?What myths do you have in your mind that aren’t actually real at all?  In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.  ====================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Have 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.=====================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are 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.   =====================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Do 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.  ====================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

When 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.  =========================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.”The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now?  In this episode of The Advanced Selling Podcast, Bill and Bryan learn Rabbi Lapin’s thoughts about how to not feel guilty when you make money, and how to truly serve your customers in the sales process.  ======================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all.Do you know how to communicate what you know without sounding like you’re running through your resume?  Do you want to know how to ask questions AND be an expert at the same time?  In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical strategies to up your Expert game and communicate your knowledge to your clients and prospects more effectively.  ===================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 ext. 10. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider