The Advanced Selling Podcast

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Latest Episodes:

How To Find Your Own Motivation Mar 04, 2013

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We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group. If you haven't joined yet, scamper over and do so today. If you have a question or comment, make sure you ask it on the ASP LinkedIn group or send us private email at listener@advancedsellingpodcast.com.

Always Be Closing Means You'll Always Be Losing Feb 25, 2013

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It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong.

In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void.

And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them.

Also mentioned in this podcast:

*Follow @bneale and @billcaskey on Twitter

*Join the Advanced Selling Podcast Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) for daily discussions and networking

Sales People Who Work From Home [Mailbag] Feb 18, 2013

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Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint. Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare.

Hear what Bill and Bryan have to say about the pluses and minuses.

Also mentioned in this podcast:

Follow @billcaskey and @bneale on Twitter
"Never Eat Alone: All Secrets to Success, One Relationship at a Time" by Keith Ferrazzi and Tahl Raz

How To Tell Your Story - A 6-Point Checklist Feb 11, 2013

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In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do.

**Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development

**Join the Advanced Selling Podcast Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

**Would you like to send us a testimonial or ask a question? Send it to Listener@AdvancedSellingPodcast.com

When Your Prospect Just Doesn't Like You Feb 04, 2013

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This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help.

Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

Is It Possible That Asking Questions is the Wrong Thing To Do? Jan 28, 2013

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The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have.Keep the mail coming in…listener@advancedsellingpodcast.com

Relighting The Flame - How Do I Restart A Relationship with a Prospect That Ended Badly? Jan 21, 2013

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Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode.

Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth.

Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale.

Part 2 - Lin Dunn Interview on Personal Leadership Jan 14, 2013

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We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people.

You can follow Lin on Twitter at https://twitter.com/Coach_Dunn

Part 1- Head Coach Lin Dunn on Basketball and Business Success Jan 07, 2013

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This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of success." Her style is folksy…but her message is poignant. You can follow Lin on Twitter at @Coach_Dunn

Our Favorite Things From 2012 Dec 17, 2012

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Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world). The trio tell you what gets them juiced about this time of year!We wish every Listener a happy holiday and a prosperous 2013!

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