The Advanced Selling Podcast

This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all.  Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.•  Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?•  Do you connect with your prospects at a deeper level than just being the product sales person?  In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

What makes a salesperson a superstar?  Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.  They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process?  Butch says most salespeople are missing the opportunity in doing so.  Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers.  Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career.• Do you know which relationships are most helpful to you?  • Have you thought through who you know (or who you want to know) that will make you and your sales life even better?In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep improving their game. Some will sound familiar and some will be brand new to you. We’re excited to hear your lists too. If you haven’t already, join our LinkedIn Group to participate more in the conversation.Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way. They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself: • Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take responsibility for my part?• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline? In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success.Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do?  eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages. Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too? In this episode of The Advanced Selling Podcast, Bill and Bryan give their strategies about how to “deal with it in the game” and make a potentially awkward situation much less challenging for everyone.Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conversation with a prospect. • How do you give voice to your story? • Do you know how to leave room for discussion at the end? In this episode of The Advanced Selling Podcast, Bill and Bryan share one of their favorite topics with you (and give you a sneak peek into a big guest interview they’re doing in a few weeks).  Learn how to “come off the page” and share your story with your prospects in your own authentic way.   ------------------------------------------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

How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale? In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect. Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------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

Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.  • How do you resist the temptation to jump from first introduction to trying to close them on the first call?• What do you say to someone when you meet them to help them understand your process?In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects.--------------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.--------------------------------------------------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

How do you know if you’re looking for the right prospective clients?   Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client.  They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business.  Do your prospects truly understand the work you do?  Do you know what your clients and prospects aspire to achieve?  In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.  If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.  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

What does charm have to do with your sales success?  More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast.  They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process.  Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value?  Is your mindset helping or hurting you?  Jordan says these are key to being charming (and successful) in your sales career and your personal life.  In this episode of The Advanced Selling Podcast, Bill and Bryan take Jordan’s best practices and apply them to sales.  You may be surprised just how similar the principles are to the “Inner Game” concepts you’ve heard Bill and Bryan discuss for years.  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