Episode #304: Expert Sales Calls

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootWhat does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how to position yourself as an expert in the first part of a two-part podcast series. You’ll immediately understand what separates expert sales people from the rest of the pack. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how to be an expert questioner. They share examples of big picture questions versus precision questions. Finally, they will demonstrate how assertive recommendations and process driven conversations are other ways to demonstrate an expert position.

Episode #303: Perception in Sales Role

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootHow do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you can implement today to strengthen how you are seen or change your perception with prospects. By looking internally at your mindset and seeking out others for feedback, you’ll be able to begin to shape your perception. Veteran Sales trainers Bill Caskey and Bryan Neale give practical approaches like practicing your language and auditing your behaviors to help shape how others see you. Whether you are just settling into a new role or are a veteran, there’s always an opportunity to influence how you are perceived by prospects.

Episode #302: Intent in Sales

Posted on by Bill Caskey in Advanced Selling Podcast, Inner Game, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootCan intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came to embrace intent. They’ll talk about being taught from an early age to focus on the wrong things, which translates into the wrong approach for sales. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you a new way to think about your role in the sales process and how the right intent will improve your sales process significantly.

Episode #301: Detachment in Sales

Posted on by Bill Caskey in Advanced Selling Podcast, Inner Game, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootAre you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale will show you how detachment can take your sales game to the next level.

Episode #300: Abundance in Sales

Posted on by Bill Caskey in Advanced Selling Podcast, Inner Game, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootDo you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey and Bryan Neale will take a deep-dive and walk through their own definition of abundance. They’ll share their personal experiences in observing and overcoming a scarcity mindset. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you the takeaways you need to start approaching your life and your profession from a place of abundance.

Episode #299: Sales Process Management

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootSalespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big impact on your success. In this episode of the Advanced Selling Podcast, Bill and Bryan will equip you with the ideas and approaches you need to win through every step of the sale.

Episode #298: Sales Meeting Acknowledgements

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Leave a comment

advancedsellinpodcastgraphicbootWe talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations you must share with others in the meeting to properly manage your process. In this episode of the Advanced Selling Podcast, Bill and Bryan will share categories of acknowledgments and the philosophies behind them. You’ll get a clear picture of the what’s and how’s as well. Veteran Sales trainers Bill Caskey and Bryan Neale will make sure you understand what you need to do to include acknowledgments as part of your sales calls going forward.

Episode #297: Surviving A Sales Scolding

Posted on by Bill Caskey in Advanced Selling Podcast, Success | Leave a comment

advancedsellinpodcastgraphicbootAs a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn a very public and unpleasant experience into a positive one. You’ll understand how to recognize your own mindset when something like this happens. Most importantly, you’ll see how you can effectively address the issue and move on.

Episode #296: Important Sales Statements

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills, Prospecting, Success | Leave a comment

advancedsellinpodcastgraphicbootIn sales there’s always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It’s important to include key statements about your business as well. In this episode of the Advanced Selling Podcast, Bill and Bryan provide multiple ideas for the best statements you can make when sitting down with a prospect. This isn’t about sharing features and benefits, it’s about painting a picture of what you stand for, your ideal client and the processes you follow. Veteran Sales trainers Bill Caskey and Bryan Neale will provide you with the framework to craft powerful statements to help you win with your prospects.

Episode #295: Introducing New Products

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills, Prospecting, Success | Leave a comment

advancedsellinpodcastgraphicbootYour company has a brand new product or service. You’re really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Selling Podcast, Bill and Bryan will share a few ideas to help jumpstart the conversation. Your approach can be as simple as having the right intent and sharing your thinking with your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale identify unconventional ways to engage at the right level and embrace the reality that not everyone is going to buy.

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