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:

Personal Business Plan for 2013 Dec 10, 2012

Show notes

Send us Fan Mail

In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit.

The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.

We're also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com

What To Do When The Deal Goes Downhill Quickly Dec 03, 2012

Show notes

Send us Fan Mail

What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom on you? You can react (like we all want to do) and bring all your emotions out. BUT, that might not be the best strategy. In this episode, Bryan had a client who actually had this very thing happen with a so-called "satisfied client."

Also mentioned in this podcast:

Send us your thoughts, ideas on future episodes, or ask us any question at Listener@advancedsellingpodcast.com

Join our Linkedin Group for daily discussions and special offers! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

Mailbag Issue: How To Deal With Stalling Customers & Navigating Prospects Who Think They Know Their Problem (But Don't) Nov 26, 2012

Show notes

Send us Fan Mail

In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if you want your question answered, email us at listener@advancedsellingpodcast.com. And we'll get it 'on the air.'

*Restart that stalled deal! Partner with Email It and take advantage of our powerful email templates. http://www.emailitsellersguide.com/

A Quick Lesson in Expert Positioning Nov 19, 2012

Show notes

Send us Fan Mail

Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he's also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/.

In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is 'nervousness.' He has a unique way he characterizes nervousness and teaches us how to solve that problem. He also invites listeners to go to http://www.authorexpertmarketingmachines.com to grab your free ebook he just published on expert positioning.

Goal Setting Best Practices Nov 12, 2012

Show notes

Send us Fan Mail

It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these tips we'll call 'non-traditional' because they have little to do with the normal approach to setting goals. In subsequent episodes, we'll address some more tactical goal setting tips.

Also mentioned in this podcast:

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

Live Your Life Above The Line - LIVE Recording with Bryan Neale Nov 05, 2012

Show notes

Send us Fan Mail

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

In today's podcast, Bryan shares with you an inspiring, life-changing idea. He believes this idea is powerful enough to help improve your personal, business and client relationships.

As you listen to this podcast, ask yourself: Am I living my life above the line?

What Is Your Perspective On How You Think About Time? - Live Recording with Bill Caskey Nov 05, 2012

Show notes

Send us Fan Mail

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time.

Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?

Staying Behind The Prospect - Live Recording with Brooke Green Nov 05, 2012

Show notes

Send us Fan Mail

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

As sales professionals, we've always been taught to be enthusiastic. We've been told "enthusiasm is contagious." But we don't believe that to be the case. In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect and making sure you keep your inner game in check.

Also mentioned in this podcast:

*Listen to the last episode from the Jazz Kitchen with our client Stephanie http://www.caskeyone.com/how-to-learn-from-a-lost-deal-live-sales-training-indianapolis/

*Sign up to receive 3 free videos on how to communicate your expertise http://www.accidentalseller.com

Wise Words From a Buyer [Guest Interview] Oct 29, 2012

Show notes

Send us Fan Mail

Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today.

We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way.

We thought he'd be a great resource for our podcast listeners. So, in this episode, Bill and Bryan pose some very basic questions to him about how buyers see the world. If you call on professional procurement people, this is a great episode to hear. This is the first in an ongoing series with Paul. Would love to hear your feedback on our LinkedIn Group.

Also mentioned in this podcast:

Join the Advanced Selling Podcast Linkedin Group for daily discussions, networking, and future promotions on products and services. http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

How To Learn From a Lost Deal Oct 22, 2012

Show notes

Send us Fan Mail

One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."

But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer to be in the spotlight at the recent Jazz Kitchen Event.

In this episode, Stephanie tells Bryan and Brooke about the situation and then fields questions from them and the audience. If you don't have another person in your life that can help you sort through the sales deals you're in, then you'll learn how to do it (to yourself) here.

Also mentioned in the podcast:

Join our Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
Have a question you'd like to ask Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com

Our TOPPODCAST Picks

Follow Us

Stay Connected

The Advanced Selling Podcast

Related Podcasts

Links

Stay Connected