The Advanced Selling Podcast

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Latest Episodes:

#442: My Prospect Won't Buy Mar 20, 2017

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What to do when you can save the prospect money and they still don't buy?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.

They also discuss how to move people to action when you can save them money but they still won't purchase.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#441: Trash Talking Your Competitor Mar 13, 2017

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You don't really think we are going to teach you new words for trash talking, do you? Of course not.

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete.

They give you their thoughts on ways you can ratchet up your competitive skills so that maybe, just maybe, your competitor will be trash talking you.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#440: Getting Somebody To Do Something They Don't Want To Do Mar 06, 2017

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The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case.

The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way.

Listen closely as Bill and Bryan give you five ideas on how to rethink your strategy.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#439: The Price Is Right Feb 27, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price?

Do you feel like your customers only buy from you if you're the lowest priced?

Do you often discount to make the deal?

On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#438: Developing a Value Story Feb 20, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.

She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!

On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#437: Don't Care About My Bad Reputation Feb 13, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market.

She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?

On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#436: Making Your Account Development Team a Profit Center Feb 06, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function.

If you have an account development team or manager, make sure you send this episode on to them.

Bill and Bryan get called in often to work with client success or account development teams and they've seen it all including the good, the bad, and the ugly.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#435: Conveying ALL of Your Value Jan 30, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.

Sara ’Smile' sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell - mainly because it won’t work AS WELL as another solution. It's a great question.

In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to think through it.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#434: Remapping the Sales Process Jan 23, 2017

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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.

What do you do when the process doesn’t go perfectly? (Because it never does.)

How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way we want to sell (PROCESS) doesn’t go as planned….

The Best Laid Plans of Mice and Men …….(email us if you know the rest of the quote listener@advancedsellingpodcast.com)

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#433: Communicating Change to a Client Jan 16, 2017

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It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.

This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that's too small to at least pay attention to how you communicate it.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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