The Advanced Selling Podcast

Copyright: © ASP Enterprises LLC | http://www.advancedsellingpodcast.com | 450 East 96th St. Suite 500, Indianapolis, IN 46240 | 317.575.0057

Latest Episodes:

#423: Old School Sales Language Oct 24, 2016

Show notes

Send us Fan Mail

Budget. Prospect. Rapport. Value-add. Pain points.

Tired of the same words that may be contributing to old school thinking in the sales process?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve.

Are you still asking your prospects about their pain points?

Do people tell you your product/service doesn’t fit into their budget?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now.

=========================================

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.

=========================================

#422: Mailbag Monday from Down Under Oct 17, 2016

Show notes

Send us Fan Mail

It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.

Are you looking for ways to help your prospect calls be more effective?

What if your prospect doesn’t talk or engage in your conversation?

Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?

Learn how to focus on the right things and make your interactions more effective in this episode.

=========================================

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.

=========================================

#421: Predictable Revenue - Aaron Ross Oct 10, 2016

Show notes

Send us Fan Mail

Would you like to know how to predict if your company can grow, and when?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable.

Do you know the key things that will most dramatically impact how your company grows?

Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople).

In this episode of The Advanced Selling Podcast, Aaron shares the best ways to retain top talent, how to divide the roles between lead responders and outside prospectors, and how to build the habits needed to be successful in predicting your sales success.

=========================================

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.

=========================================

#420: Closing Deals on the Golf Course Oct 03, 2016

Show notes

Send us Fan Mail

They make it look easy in the movies: Closing deals on the golf course. How does it work in real life?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.

Are you taking prospects to sporting events, concerts, or a round of golf?

Are you wondering how to maximize those opportunities?

In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.

Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks.

=========================================

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.

=========================================

#419: Are You a Lonely Salesperson? Sep 26, 2016

Show notes

Send us Fan Mail

Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.

Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.

Are you a consumer of the knowledge around you?

Do you surround yourself with people who are like-minded?

In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how.

=========================================

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.

=========================================

#418: SEO for Salespeople - John Jantsch Sep 19, 2016

Show notes

Send us Fan Mail

Are you intimidated by the idea of Search Engine Optimization (SEO)?

Are you looking for ways to make SEO more of a key part of your sales process?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts. A

re you struggling with lead generation?

Do you wish your marketing team was sending you higher quality leads?

In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may think.

=========================================

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.

=========================================

#417: How to Not Annoy Your Prospects - Michael Reynolds Sep 12, 2016

Show notes

Send us Fan Mail

Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?”

The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door.

Has this happened to you?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.

Are you assuming things about your prospect’s situation?

Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”

In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list. Who wouldn’t mind a few less cold calls?

=========================================

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.

=========================================

#416: Bloody Knuckle Cold Calling Sep 05, 2016

Show notes

Send us Fan Mail

Are you in a cold-calling business?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.

How do you engage with a prospect when you’re knocking on their door?

What can you do to soften the immediate feeling they have to tell you to go away?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door.

=========================================

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.

=========================================

#415: Email as a Prospecting Tool Aug 29, 2016

Show notes

Send us Fan Mail

Are you using email as a prospecting technique and struggling to get responses?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.

How are you crafting emails to the C-Suite?

Are you going out on a limb to reach out to people you don’t know?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails. They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future. Do you want to know the secrets? Listen in today to find out.

=========================================

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.

=========================================

#414: Elements of a Good Plan Aug 25, 2016

Show notes

Send us Fan Mail

It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project.

Are you tired of the old "SMART" Goal plan?

Are you wondering where to begin with you project?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.

=========================================

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.

=========================================

Our TOPPODCAST Picks

Follow Us

Stay Connected

The Advanced Selling Podcast

Related Podcasts

Links

Stay Connected