Episode #269: No Show Sales Appointments

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

advancedsellinpodcastgraphicbootThere’s nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They’ll uncover the warning signs prospects give. Finally, you’ll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Episode #268: Sales Self-Assessment Tools

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

advancedsellinpodcastgraphicbootHave you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It’s the sales review you’ve been wishing for your entire career.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Episode #267: Holiday Sales Productivity

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

advancedsellinpodcastgraphicbootIt’s the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December’s most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Episode #266: Sales Failure

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

advancedsellinpodcastgraphicbootEveryone needs a good hard failure, right? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn’t matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Episode #265: Precision Selling

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

advancedsellinpodcastgraphicbootAre you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you’ll learn what you need to reach your peak selling abilities.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Episode #264: Limiting Beliefs

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

advancedsellinpodcastgraphicbootIn the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you’ll understand that everyone deals with their own set of limiting beliefs. You’ll hear examples of some of the most common ones in sales. Finally, you’ll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Optimizing Prospect Communication

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

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This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. “No one wants to do business with a know it all.” When your prospect asks a question, it’s not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!

As always, tune in every Monday for a new episode of the Advanced Selling Podcast!

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Managing Your Mindset

Posted on by Bill Caskey in Advanced Selling Podcast, All Time Faves, Inner Game, Most Popular Podcasts, Sales Process | Leave a comment

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On this week’s Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you’ve been working on is on unsteady ground? You know, when your client hasn’t fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today’s episode.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

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Full Interview with Jay Mohr

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

Pain Points

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

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This week on the Advanced Selling Podcast, Bill and Bryan discuss the concept of “Pain Points.” This is basically summing up your customers pains in one word. Can you customer’s needs and wants be simplified to one thing? Bill doesn’t believe that it can be done. Find out your opinion on this episode.

Tune in every Monday for a new episode of the Advanced Selling Podcast!

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