The Advanced Selling Podcast

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Latest Episodes:

Selling A Product at 50% Premium. Is It Possible? Dec 03, 2009

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We get many questions from listeners about how to handle price objections when your product sells at a significant premium.One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.

Where is That Courage When You Need It? Nov 19, 2009

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Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.

Do You Commit These Sales Blunders? Nov 12, 2009

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Bill Caskey recently gave a speech on the most common “sales blunders”that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.

Sales Managers: How to Teach Old Dogs New Tricks Nov 05, 2009

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This was a letter from a podcast listener. He’s a sales manager and has seen success with some of the concepts he’s learned on the podcast, but his people ain’t buyin’ it. How does one teach people who don’t want to be taught? Bill and Bryan deal with some of that resistance and what you can do about it. They also deal with what people say that are dead give-aways for someone who is not in learning mode.

How Do I Unravel a Current Relationship? Oct 29, 2009

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Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account.

Does Your Message Cause Your Prospects to Grow Weary? Oct 21, 2009

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Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what it is—and what to avoid while talking about it. Bill Caskey and Bryan Neale address these topics and more in today’s episode.

Yet Another Lead Generation Technique Oct 08, 2009

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We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts. Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects. Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!

Ever Had a Perfect Sales Process? Oct 01, 2009

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Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And we’ll give you a chance to rate yourself on how perfectly you execute.

Really Building Relationships Sep 24, 2009

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Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re in the market looking to grow our business. Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships---not fake ones.

Why Most Companies Miss Their Own Value Sep 17, 2009

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We get access to a high level researcher this week that will shed light on your customers' value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it.E-mail Noah at ngrayson@walkerinfo.com

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