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

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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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LinkedIn Mailbag

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

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On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.

Tune in every Monday for episodes of The Advanced Selling Podcast!

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Pricing Part 2: Mechanics

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

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On this week’s episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.

If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!

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

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Pricing Part I: Inner Game

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

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On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game. Whether you are an experienced vet or brand new to sales, this is valuable advice.

Be sure to tune in next week to hear part 2 which is all about the Mechanics!

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