Episode Archive

Over 700 episodes designed to help you succeed

Episode #459: How To Talk About Price Without Talking About Price

One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers. In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, “I don’t have money in […]

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Episode #458: Do You React Emotionally (When You Shouldn’t)?

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan’s clients who reacted to a client’s cancellation. Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios. Remember, August is MAKEOVER MONTH so if […]

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Episode #457: Does Your Personal Brand Really Matter?

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we’re getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the […]

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Episode #456: Broaching Sensitive Subjects With Your Prospect

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left. The guys give Toby a few things to think about and a […]

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Episode #455: How To Get Appointments The Right Way

On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio. OH-IO! (You’ll have to hear the episode to know what that means). The guys warn Scott about his thinking and then provide a handful of recommendations on […]

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Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library. Here is a link to the episode from 2010: http://bit.ly/2renAdS It’s one of those issues that haunts people and there’s a lot of […]

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