The Advanced Selling Podcast

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Latest Episodes:

Income Inequality--How You Can Be At The Top End of the Income Scale Jun 14, 2007

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In today's podcast, Bill Caskey and Bryan Neale address the New York Timespiece on Income Inequality--and how sales professionals are in the rightspot to be at the correct end of the income spectrum. They address the corecompetencies of the "top one percenters" (those who earn over$340,000/year)--and where to go to get that training. This sales podcast isa good way to check your own skills in the entire domain of business--notjust selling. This podcast will expand your thinking about your self, yourfuture and the possibilities that exist when you grow your skills.

Jump Starting Stalled Deals Jun 04, 2007

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In this week's episode of the Advanced Selling Pocast, Bill Caskey andBryan Neale discuss stalled deals. A lot of salespeople find themselves stuck in the middle of a deal, where they have thepotential buyer interested in their product orservice, but they can't seem to close the deal. Have no fear, Bill Caskeyand Bryan Neale are here to help you jump startthose stalled deals with their innovative techniques and tips. This willhelp sales people of all levels spend time closingmore deals instead of wasting their time and money on a deal that isn'tgoing anywhere. Don't miss it.

The First Step in Mastering The Inner Game of Selling May 24, 2007

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In this episode of the Advanced Selling Podcast, Bill Caskey and BryanNeale address the mental side--inner game--of sales. "How you thinkdetermines how you act" is one of our favorite sayings. And Caskey and Nealediscuss new possibilities in thought which will immediately change yourbehavior--and ultimately, your results. Want to be massively successful insales or business? Then, this is one of the most critical pieces ofinformation you need to learn in order to become great. For you salesmanagers, forward this on to every one of your people--and use your nextsales meeting to discuss your opinions on this piece.

The Economic Buyer May 17, 2007

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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups."The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give you new ways to think about these problems that come up over and over to help the economic buyer get away from the price page, and onto everyone else's page. This is a very crucial part of the selling cycle that can make or break most deals. If you want to call in and have your question answered by Bill and Bryan, call 317.722.6299. Use your first name only.

The 5 Sales Training Lessons You NEVER Should Have Learned Apr 27, 2007

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Ever wondered if the sales training you're getting was actually the bestavailable? Or whether what you were learning was actually making you better?In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you findthat you are a victim of 'sales training malpractice,' Bill and Bryan haveplenty of tips to get you on the right road to better selling. This is an eye opening episode that you don't want to miss. Also, email us atlistener@advancedsellingpodcast.com if you want to be considered for our onehour coaching call. We'll then take the best of those private calls and putin a podcast episode.

What You Should Look For In The Sea of Conversation With Your Prospect Apr 19, 2007

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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversationswith your prospect. What should you listen for? How can you find the heartof their problems and reasons for buying? Listening should be a big part ofany sales strategy consequently, they discuss how much sales people shouldtalk, and how much they should listen. Bill and Bryan act out (they'realways acting out) these teachings, so that you can apply them to yourselling strategies immediately.

How to Conquer Call Reluctance--Once and for All Apr 12, 2007

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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells you "you aren't looking at the situation "correctly." Caskey and Neale help you change your thinking around these aspects of sales so the "phobia" evaporates.Don't believe us? Listen and see!

Dealing with Inner-Office Competition Mar 30, 2007

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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful.

The Changing Face of the Professional Salesperson Mar 22, 2007

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In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago(www.johnhirth.com). John gives us his take on how the profession of sellinghas changed in the last 10 years. His answers may surprise you. And theywill definitely enlighten you. If you know how selling has changed, then you'll be better equippedto change, intelligently, with it. Intelligent change will give you thestrategy and insight needed to grow your revenue. After the interview, Billand Bryan Neale talk about what you can do to start changing your approachwith your customers, which will keep you running at your peak sales level.

Time Optimization Mar 02, 2007

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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?This is a fast moving--lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management--and the production you get from the hours you spend.

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