Episode Archive

Over 700 episodes designed to help you succeed

Episode #375: Balance in the Sales Process

How do you know when to be assertive and when to sit back? In today’s Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal. Are you violating the principles of abundance and detachment if you are assertive with your prospects? […]

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Episode #374: Preventing the Hijacked Sales Call

How do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.” What […]

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Episode #373: Auto Sales: Lessons from the Car Lot

It’s more than just a cliché— selling cars is big business. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales. What strategies can you use to help your buyer feel like they actually WANT your help? Are you exerting pressure on your […]

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Episode #372: Pain Selling… Still the Best Approach?

Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain. Do you quiz your prospects with questions to identify where they’re struggling the […]

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Episode #371: Master Your Messaging

Storytelling isn’t a new idea. But have you truly mastered your messaging? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging. How do you know what things to say and not say when sharing your story? What elements […]

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Episode #370: How to Handle a Closing Slump

In today’s episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re […]

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