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One Shot Deal
Sometimes in the sales process you won’t have a chance to work your “exploration magic.”You know that part of the process when you explore what their problems are – so you can recommend the optimum solution.
In this episode, Bill Caskey and Bryan Neale address the “one shot deal.” That’s when you have only one chance in front of the prospect to get to a decision. We don’t recommend you allow yourself to get to this point often, but when you do, take this episode with you. ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Building Your Sales Dream Team Ever wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of the high achieving sales team is practical advice of how to get there.
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the very attributes that make great sales teams. Recently, Caskey held a seminar called Building Your Sales Dream Team. Listen to this podcas ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Sales Managers: Assessing Your Sales Team Part 3 If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales team’s competencies. If you’re a salesperson, no worries, this will be easy for you to take into your world.
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Sales Managers: Assessing Your Sales Team Part 2 Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if you’re a sales manager or leader, and you are responsible for the professional growth of your team, listen up. You’ll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Sales Managers: Assessing Your Sales Team If you’re a sales manager you’re going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers don’t invest tons of time in training (they probably should) there are many coaching moments that happen between manager and seller. They address the thinking behind some of these strategic changes. On the other hand, if you’re a sales person, you will still get plenty of content from this epis ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Can Sales and Marketing Co-exist? Can sales and marketing co-exist and work TOGETHER in a company? Many find angst and tension between these two functions. Our guests today shed light on how Yin and Yang, cats and dogs, and even sales and marketing people can work together...productively. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Ego In The Way? Well, no one ever admits that their ego gets in the way of success. Especially sales people--for it comes with the territory that you need a big ego to be successful in sales.
Or does it?
We think there are several questions you should ask in the sales process. But you won't be able to if you have your ego out of balance. In this episode, Bill Caskey and Bryan Neale give you several questions you should ask and give you a way to get the rest of the questions via email. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Is Your Sales Process in the Client's Best Interest? How many times do you open your mouth too frequently in the sales process? Is it possible that you talk too much - you feel the need to put out that one last feature and benefit? Or, have you ever watched a salesperson "hide behind the product"? In this podcast, Bill Caskey and Bryan Neale talk about how to act in a way that lends itself to the prospect buying. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Selling to the Large Account Everyone wants to sell to large accounts. Is there any magic to it? Do you need a whale net to catch them? Well, there is some magic, and while we don’t review ALL the steps in this podcast, this is a start of how to begin thinking about your pursuit of the large account. Bill Caskey and Bryan Neale talk about pursuing the large account. You can also go to google video and search on Advanced Selling Podcast to see the video version of this.
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What Customers Expect From Salespeople Do you really know what your customers want from a sales professional? You might be surprised! In this podcast, Bill Caskey speaks with George Grubb, President of G&S Research, about what customers value from vendors. George works in the pharmaceutical industry, however much of what he has learned is directly applicable to sales of any kind. He also talks about the sales person of the future—and what attributes he/she will have.
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How to Influence Another Person In this podcast, Bill Caskey and Bryan Neale go back into our last teleseminar and select three questions that they get all the time: 1-How do you handle a follow up call after a networking event; 2-How to "get" someone to call you back; 3-How do you handle it when you are selling an off brand? They spend a few minutes on each question--and of course, a few minutes trying to bring humor to the episode. You can also see this episode on YouTube. Go there and search on "Advanced Selling Podca ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The Gender Question: Should You Change How You Sell? Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in today’s podcast. Bill and Bryan speak with Brooke Green, one of our consultants, about the gender approach to selling. Being a woman in sales, she gets this question all the time from both her male and female clients. She also introduces the podcast audience to a new endeavor that will interest half the people who listen!
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Selling Your Way to the White House Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communication
styles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message.
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Ask Caskey Teleseminar Preview You make calls all the time—interact with prospects constantly. And if you're like us,
you have things that you face each and everyday that are unique, unusual, and which sometimes stump you.
On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST.
Go to www.askcaskey.com to find out more. And listen to th ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
What To Do When A New Buyer Takes Over Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast.
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To Quote Or Not To Quote Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during thi ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Handling Sales Conflict So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.
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Funny Stories Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.
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The 2008 Sales Manager Growth Kit Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow
and help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little.
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The Inner Game Behind The Sales Process This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results.
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Repurposing Content Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel.
Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital.
One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to re ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The Multi-Million Dollar Deal Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts the ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The Sales Force Of The Future We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – googlization – commodity pricing – readily available information on the web - etc.
So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.).
So in this inter ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Proposals Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain.
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Mental Rocks In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful. Listen | Listen in your iPhone | Download | View full cache | Visit Website
For Sales Managers Only This is the initial voyage of the Sales Managers episode which we’ll release
the first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this.
The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talk
about how to look at, and assess, your sales team so you know where to focus your attention – and how to
grow your business. This is for Sales VP’s, Sales Managers, Regional Man ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Closing Skills 2007-10-02 Have you ever taken a sales course where you learned how to “close”?
Or, maybe you learned the “‘trial close.” Bill Caskey and Bryan Neale address
The issue of closing skills in this podcast – yet they don’t address it in the traditional way.
In fact, they lay to rest - hopefully forever – the idea that by delivering certain techniques
you can “get someone to make a decision.” That’s not the way it works – and to reinforce
those worn out sales tactics does y ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Stick To Your Sales Process Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. And in this week’s episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that.
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Money Scripts Ever have problems talking to your prospects about money - fees - prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is 'deeper in your soul'). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn and how you price your services. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Eikenberry On Leadership Leadership should be on every sales person's mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this podcast if you are a sales leader/manager or have any inclination to be one someday. Listen | Listen in your iPhone | Download | View full cache | Visit Website
China Import Problem In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Determining What Will Make Your Prospect Say Yes Ever wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Old Selling Vs. New Selling Ever been sold to by an "old world sales person?" Kind of frightening, isn't it?
In this week's episode of the Advanced Selling Podcast, Bill Caskey and
Bryan Neale discuss some of the many differences between the old and new way of
selling. It's a good gut-check to see if you slip back in to old beliefs and tactics
when you're in pursuit of a sale. Use this episode in your sales training since
it addresses some of the core problems today's sales professional faces. Listen | Listen in your iPhone | Download | View full cache | Visit Website
How Often to Follow Up Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale read a letter from a listener who is concerned with how persistent he should be toward the end of the deal. You see most sales strategies are built on the premise of 'convince and persuade.' And with that misaligned orientation, the sales professional sometimes pushes too hard in an effort t ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
When Your Ideas Stick, People Buy In this week's episode of the Advanced Selling Podcast, Bill Caskey
interviews a special guest, Dan Heath, the author of the
Made to Stick. He joins us today to share
his insights on helping OTHERS understand your ideas and helping YOU communicate them better. It seems in most sales training, we talk about communication skills, but spend little time talking about the thinking behind communicating ideas. Dan has researched why/how some ideas stick and others don't. And since professional s ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
How Do I Handle This Crazy Situation? In this week's episode of The Advanced Selling Podcast, Bill Caskey and
Bryan Neale answer those "what do I do when?" questions that sales
professionals have every day. This is an episode that helps sales people new
and old who are curious about what to do in certain situations.
Business-to-business sales training and development isn't always about
"theory." Sometimes it's just about practical advice. This episode will help
you to say and do the right things in those places where your deal ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Income Inequality--How You Can Be At The Top End of the Income Scale In today's podcast, Bill Caskey and Bryan Neale address the New York Times
piece on Income Inequality--and how sales professionals are in the right
spot to be at the correct end of the income spectrum. They address the core
competencies of the "top one percenters" (those who earn over
$340,000/year)--and where to go to get that training. This sales podcast is
a good way to check your own skills in the entire domain of business--not
just selling. This podcast will expand your thinking about ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Storytelling Isn't Just for Your Grandma In this week's episode of the Advanced Selling Pocast, Bill Caskey
has a special guest join us. Our special guest is Chris King, from
Creative Keys (www.creativekeys.biz), and she is here today to talk
to us about storytelling, and how important it is to tell compelling
stories to your prospects about how your product/service has changed
other people's lives or businesses. Chris enlightens us on the do's
and do not's of storytelling. This is a great episode, don't miss it. Listen | Listen in your iPhone | Download | View full cache | Visit Website
Jump Starting Stalled Deals In this week's episode of the Advanced Selling Pocast, Bill Caskey and
Bryan Neale discuss stalled deals. A lot of sales
people find themselves stuck in the middle of a deal, where they have the
potential buyer interested in their product or
service, but they can't seem to close the deal. Have no fear, Bill Caskey
and Bryan Neale are here to help you jump start
those stalled deals with their innovative techniques and tips. This will
help sales people of all levels spend time closing
mor ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The First Step in Mastering The Inner Game of Selling In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan
Neale address the mental side--inner game--of sales. "How you think
determines how you act" is one of our favorite sayings. And Caskey and Neale
discuss new possibilities in thought which will immediately change your
behavior--and ultimately, your results. Want to be massively successful in
sales or business? Then, this is one of the most critical pieces of
information you need to learn in order to become great. For y ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The Economic Buyer In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups."
The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give yo ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The 5 Sales Training Lessons You NEVER Should Have LearnedEver wondered if the sales training you're getting was actually the bestavailable? Or whether what you were learning was actually making you better?In this week's episode of The Advanced Selling Podcast, Bill Caskeyand Bryan Neale discuss the mistakes that sales trainers make thatmess up sales people and how they sell. Have no fear though--if you findthat you are a victim of 'sales training malpractice,' Bill and Bryan haveplenty of tips to get you on the right road to better selling. Thisi ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
What You Should Look For In The Sea of Conversation With Your Prospect In this week's episode of The Advanced Selling Podcast, Bill Caskey
and Bryan Neale discuss the knack of having good, truthful conversations
with your prospect. What should you listen for? How can you find the heart
of their problems and reasons for buying? Listening should be a big part of
any sales strategy consequently, they discuss how much sales people should
talk, and how much they should listen. Bill and Bryan act out (they're
always acting out) these teachings, so that you can ap ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
How to Conquer Call Reluctance--Once and for All In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Dealing with Inner-Office Competition In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful.
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The Changing Face of the Professional Salesperson In this week's episode of the Advanced Selling Podcast, Bill Caskey
interviewed John Hirth, a sales development trainer from Chicago
(www.johnhirth.com). John gives us his take on how the profession of selling
has changed in the last 10 years. His answers may surprise you. And they
will definitely enlighten you.
If you know how selling has changed, then you'll be better equipped
to change, intelligently, with it. Intelligent change will give you the
strategy and insight needed to grow ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
The Secret's OutA book that is 'attracting' a lot of attention recently is The Secret, by Rhonda Byrne.There is some controversy around it as well and in this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the book and it's claims.The profession of sales is one in which the The Secret (The Law Of Attraction) has importance. How you show up in front of your customers has a lot to do with how seriously they take you, how much value you bring and what kinds of vibrations you giv ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Time Optimization In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.
For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?
This is a fast moving--lightning round type of podcast, whe ... Listen | Listen in your iPhone | Download | View full cache | Visit Website
Sales Scenarios In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don't miss it. Listen | Listen in your iPhone | |
