The Advanced Selling Podcast

Send us a text How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.  •  Where do you begin? •  What is the first step you can take to learn how to share your story? •  Why is it so important?  In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice you can use right away. If you think your story is boring, won’t be compelling or is just like everyone else’s, this episode is for you. Bo reminds us that as humans, we all crave interaction and connection. Your personal story will allow you to connect with your prospects and clients at a level you haven’t before. The minute you start telling your story is the minute you stop selling a commodity… and increase the likelihood of your success in the deal.  Sound crazy? Jump into this episode to find out more.  ---------------------------------------------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. 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 To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.  Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?  In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on).  They also offer language advice to help you communicate your value in the process to your prospects.  You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.  ---------------------------------------------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. 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 Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without. Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist.  How does your coach find the “X” factor in you that makes you unique? In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.  ---------------------------------------------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. 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 When you hear the word “ego,” do you cringe?  Can ego be a helpful tool for salespeople?  Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.  ---------------------------------------------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. 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 Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.  Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build his brand without spending millions of dollars on marketing and advertising.  In today’s episode of The Advanced Selling Podcast, Bill and Bryan get a crash course from Ben on turning your content into your best marketing tool. Ben strives to make art every day— something that intrigues people and makes their life better. Learn how he does it and how you can too. ---------------------------------------------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. 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 Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up.They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology may be impacting your sales success. How is your health affecting your life path and career goals? Do you have days (or weeks) when you’ve been on the road, out late at client dinners, wishing you had more hours in the day to accomplish what you need to get done? Most salespeople have.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Dave about ways to improve your ability to concentrate, your productivity and your inner game— all by what you put into your body each day. Dave shares his story about learning to control his biology and how you can too.---------------------------------------------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. 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 Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous? In this episode of The Advanced Selling Podcast, Bill and Bryan share questions you can ask and ways to think through your own beliefs.  Do YOU truly believe in your product? You will learn Bill and Bryan’s “gut check” method to test the strength of your conviction in what you sell.  ---------------------------------------------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. 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 How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them.In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email.  You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert.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. 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 Every good story has a hero, right?  Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey.  They examine possible roles you may play in the sales process and why those roles matter.  •  Are you a teacher?  •  A consultant?  •  A space creator?  •  A change agent?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on.  Which roles are you good at, and which ones do you struggle with?  Who is the hero in your sales story? (we’ll give you a hint— it’s 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. 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 What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever.  No tricks, only treats, for our loyal listeners.---------------------------------------------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. 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