The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

We talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations you must share with others in the meeting to properly manage your process. In this episode of the Advanced Selling Podcast, Bill and Bryan will share categories of acknowledgments and the philosophies behind them. You'll get a clear picture of the what's and how's as well. Veteran Sales trainers Bill Caskey and Bryan Neale will make sure you understand what you need to do to include acknowledgments as part of your sales calls going forward. 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.

As a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn a very public and unpleasant experience into a positive one. You'll understand how to recognize your own mindset when something like this happens. Most importantly, you'll see how you can effectively address the issue and move on. 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.

In sales there's always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It's important to include key statements about your business as well. In this episode of the Advanced Selling Podcast, Bill and Bryan provide multiple ideas for the best statements you can make when sitting down with a prospect. This isn't about sharing features and benefits, it's about painting a picture of what you stand for, your ideal client and the processes you follow. Veteran Sales trainers Bill Caskey and Bryan Neale will provide you with the framework to craft powerful statements to help you win with your prospects.  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.

Your company has a brand new product or service. You're really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Selling Podcast, Bill and Bryan will share a few ideas to help jumpstart the conversation. Your approach can be as simple as having the right intent and sharing your thinking with your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale identify unconventional ways to engage at the right level and embrace the reality that not everyone is going to buy.   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.

How do you effectively manage your sales knowledge? It may seem unimportant compared to other aspects of your process. Have you ever been in a sales meeting where someone hammers you with features and benefits? How about the person who gives you a complete oral history of their company? Veteran Sales trainers Bill Caskey and Bryan Neale share their philosophies to manage what you know, so you can be effective with your prospects. You'll learn how to deliver your message, demonstrate the right type of knowledge and create space to allow productive sales conversations to happen. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you understand why knowing less, not more can be an extremely powerful tool. 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.

What does it mean to be competent in sales? It's not just about knowing your industry well or loving the business. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about what it means to be truly competent when it comes to selling. There's value in understanding your customer's challenges, being a "people expert" and taking the sales process to a higher level. Veteran Sales trainers Bill Caskey and Bryan Neale provide the skills, approaches and knowledge required to become a truly competent salesperson. 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.

Over the years, we've shared a lot about the idea of detachment. We’re also frequently asked about the difference between detachment and disengagement. Veteran Sales trainers Bill Caskey and Bryan Neale will share the importance of this distinction. If you practice a healthy sense of detachment, you and your prospects will both feel the difference in your interactions. In this episode of the Advanced Selling Podcast, Bill and Bryan will highlight the differences between the two, provide insights into how to shift your thinking and separate internal feelings from external approaches. 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.

We spend a lot of time talking about  getting a "no" from a prospect. What do you do when it flips? How do you say "no" to a prospect? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss some of the fears we have when it comes to saying "no."  From there they cover the words and phrasing needed to say "no" and still be helpful and resourceful for your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale offer the insights and tools needed to keep your prospect relationship intact. Whether you are dealing with a new prospect or a former/current client, you'll want to keep the opportunity in perspective. 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.

Bad sales presentations are the worst. Don't ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to deliver the best sales presentations every single time.  Whether you are just starting to make sales presentations or you've been doing this for a long time, these insights can amplify your influence. In this episode of the Advanced Selling Podcast, Bill and Bryan share mental and tactical best practices they've used to win with their audience time after time. 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.

What are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving success when speaking with a prospect. While there are hundreds of questions you can ask a prospect and many statements you can make about your company, there are only a handful that actually matter. In this episode of the Advanced Selling Podcast, Bill and Bryan reveal three questions and three statements that absolutely must be included in every successful sales call. 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.

How do you book a meeting when a client or prospect isn't ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate interest today. Whether you want to book the meeting today or want a way to stay in touch, you'll have insights into methods that can turn a "no thanks" into something better. Veteran Sales trainers Bill Caskey and Bryan Neale will help you position your language and expertise to become a valuable asset to your clients.     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.    

  How do you grow and develop as a sales professional when you don't have the internal support? Veteran Sales trainers Bill Caskey and Bryan Neale guide you through a process for creating your own sales training plan. When you find yourself in a situation where you don't report directly to a sales manager, your company doesn't invest in sales training or you are worried you might plateau in your career, following these suggestions can make a huge difference. In this episode of the Advanced Selling Podcast, Bill and Bryan give you the power to put your sales success into your own hands.   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.

  What do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don't share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn't go as planned.   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.

What do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you'll find common sense in their suggestions. 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.

Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It's not just about selling to the pain, it's about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It's about giving prospects the full picture and helping them understand what they can expect. Do that and you'll win in even the most competitive of markets. 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.

How do you find success or add value when your market is highly competitive? Veteran Sales trainers Bill Caskey and Bryan Neale reach into their mailbag to answer one of their most common questions. It's all about adding extra value and expanding your advantage. In this episode of the Advanced Selling Podcast, Bill and Bryan encourage listeners not to rely on their marketing teams for talking points or give into the idea that there's no hope in their market. Finding the answers and solutions can be easier than you think.   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.   Learn more about the Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

How do you take your sales training and do something with it? It seems like an easy question, but our clients struggle with it from time to time. In this episode of the Advanced Selling Podcast, Bill and Bryan deliver some tips for overcoming the mental blocks that keep you from executing your sales training. They'll share ideas for owning and documenting your sales process. Veteran Sales trainers Bill Caskey and Bryan Neale encourage you to use a step-by-step approach and evaluation to make your training stick and reinforce your actions by teaching others and reviewing your performance.   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.         Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It's not about luck, it’s about putting the right energy into your sales process.  The karma you put out into the world comes back around almost every time.  In this episode of the Advanced Selling Podcast, Bill and Bryan offer some unorthodox tips for accelerating your sales success. Whether it's cheering for your competition, embracing a giving mentality, or taking the time to appreciate those around you, you'll truly get back what you give.   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.   Melbourne Meet-up:  https://advancedsellingpodcastmelbourne.eventbrite.com.au

Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special 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.   Learn more about the meet up in Melbourne Australia here: https://advancedsellingpodcastmelbourne.eventbrite.com.au.

A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth as a gift rather than a curse. What lessons can you learn from young people? What principles can you apply in your own sales career? Veteran sales trainers Bill Caskey and Bryan Neale reveal some of their favorite gifts of youth. From overwhelming curiosity to fresh perspective, young people see the world in a unique way. Whether you are 25 or 65, the gifts of youth can make a big impact in your sales career. 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. Download our brand new audio program, ALL IN: ALL IN: A Comprehensive Training Solution for Elite Salespeople. http://advancedsellingpodcast.com/products