Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.
Sales Professionals: Optimize Your Time. Optimize Your Life. Part II08/02/2007 Duration: 13min
This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryan discuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone”. In the "warning zone" your mind is telling you that you are somewhat uncomfortable in the situation you're in. One of the best ways to step out of your comfort zone is to talk about money right off the bat. Get your price on the table so that during the first meeting you will know if there is any reason to proceed after this call. The lesson here is: stop wasting time trying to sell them something that they can’t afford--or don't want to afford. After that, you can slowly build more confidence doing other things outside of your comfort zone, thereby creating a larger comfort zone, which will enable you to achieve more during a sales call.
Sales Professionals: Optimize Your Time. Optimize Your Life. Part I01/02/2007 Duration: 15min
In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest use activity". This is not a lesson in time management. Rather, it is a manifesto that calls for a different way to look at the time you spend in sales activities. Most sales people waste their most precious asset--their time. How will you find out what Bill and Bryan have in store for you? By listening, of course. Enjoy.
Creating a Clearer Future18/01/2007 Duration: 10min
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the deal become stalled. So how do you do this? It's pretty simple, at the end of a sales call, you need to know if you and the prospect are going to continue moving along with this deal, or if this just isn't going to work. This is very important for you, because it will help you waste less time on deals that might not happen, and allow you to have more time to spend on the ones that will happen. There are many other vital parts to this process in this episode, so don't miss it. Please feel free to contact us at email@example.com or on our new toll free number,1-877-637-8853.
The Commandments of Selling12/01/2007 Duration: 19min
Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: "The Commandments of Selling". Most sales training deals with what to say. But in the commandments, we deal with sales strategy and modern thought. Everyone needs standards and rules to keep us on track--physically and mentally-- during the selling process. This week Bill and Bryan give you their version of the commandments. If you get this urge to share an additional commandment, call us at 317-722-6299 or email us at firstname.lastname@example.org.
5 Best Sales Strategies for 200721/12/2006 Duration: 17min
In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for another year of high achievement. They discuss how to take your sales from good to "elite." These five best sales strategies/ practices are: talk to the right people, become an expert in something, nurture your network, get picky about your clients, and decide what's possible. Come to think of it, these are great strategies for increasing your sales in the year to come but even better strategies for your business life. Have a great Holiday from the staff at The Advanced Selling Podcast!
Closing Strategies for Great Sales People12/12/2006 Duration: 14min
Happy Holidays Everyone! The year 2006 is rapidly coming to a close. And speaking of closing, in this episode of the Advanced Selling Podcast, Bill and Bryan discuss some different and innovative closing strategies that will help you get more decisions, quicker. Also, email us your questions and programming suggestions for next year at email@example.com. So pay attention, take notes, and resolve to close more deals in the year to come.
The Landscape of a Prospect (What Are You Walking Into?)01/12/2006 Duration: 13min
When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience. Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to put much focus on communicating the company vision to their staff. Therefore, few know it. Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future. By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit. In this podcast, you'll get some tips on how to better navigate through this landscape.
The Myth of the Enthusiastic Salesperson28/11/2006 Duration: 10min
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the problems associated with being too enthusiastic about your product/service. The problem is that your enthusiasm can get in the way of focusing on helping your prospect solve their problem. Enthusiasm in sales is OK, as long as you're more excited about helping your client solve his problem than you are about your product. When you show up at a prospect's office and the only thing that you're excited about is closing a deal, the prospect senses that -- thereby raising their BS detector. This is a perfect episode for the "technical seller." Pass it on to your technical team, if you have one.
Unclogging Your Sales Funnel16/11/2006 Duration: 12min
Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson. But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stalled deals and how to prevent future deals from stalling. By making an upfront agreement and outlining a "clear future" for your prospect, you will start to notice that you have fewer stalled deals. This is great information to keep your sales funnel running efficiently. Also, if you want to search past Advanced Selling Podcasts, go to www.podzinger.com and watch this amazing tool at work!
Advice for the New Sales Person04/11/2006 Duration: 17min
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale respond to a letter they recieved from a listener. They answer his many questions about being new in sales. He wants to be an advanced seller, but he has to start somewhere. For those of you who have been in sales for years, it might make sense to listen to this --sort of a back to the basics in selling strategy. It has a lot of great information that can help to boost revenue. Remember, if you have questions that you would like answered on the air, leave us a message at 317.722.6299.
The Pre Show25/10/2006 Duration: 15min
This is a special episode of The Advanced Selling Podcast. During the recording of this episode, Bill accidently recorded the pre planning part of the podcast, and forgot to record the actual podcast. Don't worry there is still so much to learn from this episode. Bryan has just returned from England, and is here to denounce some of the myths about international sales, and the problems that international sellers have in communicating to their prospects. Bill and Bryan also discuss how important it is to have high intent toward your prospects and always keeping their best interests at heart, not yours. This is a great episode with a lot of information (and more humor than usual). Don't miss it.