The Advanced Selling Podcast » bill caskey http://www.advancedsellingpodcast.com Just another WordPress weblog Mon, 30 Jan 2012 13:10:06 +0000 en hourly 1 http://wordpress.org/?v=3.3.1 The Advanced Selling Podcast http://www.advancedsellingpodcast.com/wordpress/wp-content/uploads/2010/10/advancedsellinpodcastgraphicfeed.jpg http://www.advancedsellingpodcast.com Just another WordPress weblog Just another WordPress weblog The Advanced Selling Podcast no Just another WordPress weblog The Advanced Selling Podcast » bill caskey http://www.advancedsellingpodcast.com/wordpress/wp-content/plugins/powerpress/rss_default.jpg http://www.advancedsellingpodcast.com How To Talk ‘Money’ In The Sales Process http://www.advancedsellingpodcast.com/how-to-talk-money-in-the-sales-process/ http://www.advancedsellingpodcast.com/how-to-talk-money-in-the-sales-process/#comments Mon, 23 Jan 2012 13:30:46 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1432 In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like:

  1. Cost of problem
  2. Money in customer budget
  3. Money they’re willing to spend to change
  4. Your belief in your own value

They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees you command.

Also mentioned in this podcast:

]]> http://www.advancedsellingpodcast.com/how-to-talk-money-in-the-sales-process/feed/ 0 bill caskey,bryan neale,cost of problem,money in customer budget,positioning yourself,sales podcast,sales strategy In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value - In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: * Cost of problem * Money in customer budget * Money they're willing to spend to change * Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees you command. Also mentioned in this podcast: * Seth Godin's Blog (http://sethgodin.typepad.com/) * Visit CaskeyONE - Your single source for sales and leadership strategy (http://www.caskeyone.com/) * Join our Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) * Follow Bill Caskey on Twitter (https://twitter.com/billcaskey) * Follow Bryan Neale on Twitter (https://twitter.com/bneale) The Advanced Selling Podcast no 15:06 A New Year’s Wish For Sales People http://www.advancedsellingpodcast.com/a-new-years-wish-for-sales-people/ http://www.advancedsellingpodcast.com/a-new-years-wish-for-sales-people/#comments Mon, 02 Jan 2012 17:41:34 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1418 Since we missed the Christmas episode, we thought we’d begin the year by making a few wishes for our fellow sales professionals.

Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we’d hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year.

As pieces, none of these sound like much. But if you can string them together this year, high income awaits.

*******

Also mentioned in this podcast:

]]> http://www.advancedsellingpodcast.com/a-new-years-wish-for-sales-people/feed/ 0 2012 sales goals,bill caskey,bryan neale,increase income in 2012,new business skills,new years lessons,sales cycle,sales managers podcast,sales podcast Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. - Our listeners seem to be dialed in to new skills and approaches. Therefore, Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As pieces, none of these sound like much. But if you can string them together this year, high income awaits. ******* Also mentioned in this podcast: * Join our Linkedin Group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772)! * Download the free eBook20 Rules for Modern Selling (http://www.caskeyone.com/20-rules-of-modern-selling-free-report/). * Want more Bill and Bryan in your life? Take a look at their newest online sales magazine (http://www.caskeyone.com/) with videos, podcasts and articles for sales and leadership strategy. The Advanced Selling Podcast no A Psycho-Therapist Addresses Sales Self-Esteem http://www.advancedsellingpodcast.com/a-psycho-therapist-addresses-sales-self-esteem/ http://www.advancedsellingpodcast.com/a-psycho-therapist-addresses-sales-self-esteem/#comments Mon, 12 Dec 2011 15:39:05 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1358 Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning.

Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we’re all in and a tip on how to know what to work on in your life.

Our work with sales teams and sales people always revolves around the mental perspective that we have. That mental stance influences our actions and our results.

As we head into 2012, we all should look in the mirror and do what Terry recommends…  We’ll all grow enormously from it.

 

Also mentioned in this podcast:

 

]]> http://www.advancedsellingpodcast.com/a-psycho-therapist-addresses-sales-self-esteem/feed/ 0 bill caskey,bryan neale,comfort zones,confidence,confience in business and sales,mental game,self-esteem in sales,setting goals,terry daniel,whiteboard wednesday Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. - Terry introduces our listeners to some rather deep subject matter, (http://www.advancedsellingpodcast.com/wordpress/wp-content/uploads/2011/12/danielASP-883x1024.jpg)Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we're all in and a tip on how to know what to work on in your life. Our work with sales teams and sales people always revolves around the mental perspective that we have. That mental stance influences our actions and our results. As we head into 2012, we all should look in the mirror and do what Terry recommends...  We'll all grow enormously from it.   Also mentioned in this podcast: * Terry Daniel quotes the book No Time for Tact: 365 Days of the Wit, Words, and Wisdom of Larry Winget by Larry Winget * The new release of CaskeyONE (http://www.caskeyone.com/).com! Your single source for sales and leadership strategy.  Sign up for the newsletter at www.caskeyone.com (http://www.caskeyone.com/) and receive the newest reports, whitepapers, articles, videos and podcasts. * Watch Whiteboard Wednesday - A New Sales Web TV Show (http://www.caskeyone.com/category/sales-leadership-videos/) hosted by Brooke Green   The Advanced Selling Podcast no The Six Concepts We Teach That You Should Know http://www.advancedsellingpodcast.com/the-six-concepts-we-teach-that-you-should-know/ http://www.advancedsellingpodcast.com/the-six-concepts-we-teach-that-you-should-know/#comments Mon, 05 Dec 2011 14:30:18 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1341 In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content.

They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked wonders for their clients.

Also mentioned in the podcast:

]]> http://www.advancedsellingpodcast.com/the-six-concepts-we-teach-that-you-should-know/feed/ 0 advanced selling podcast,bill caskey,bryan neale,expert positioning,Intent,sales concepts,sales inner game,sales podcast,sales positioning In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. - They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will ... In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked wonders for their clients. Also mentioned in the podcast: * Join our Linkedin Group and connect with other listeners at http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772 (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) * Connect with Bill: http://www.linkedin.com/in/billcaskey (http://www.linkedin.com/in/billcaskey) * Connect with Bryan: http://www.linkedin.com/in/bryanneale (http://www.linkedin.com/in/bryanneale) * Have a question that you want Bill or Bryan to answer in an upcoming podcast? Ask them at http://www.advancedsellingpodcast.com/ask-bill-bryan/ (http://www.advancedsellingpodcast.com/ask-bill-bryan/) The Advanced Selling Podcast no Do You Have Meaningful Conversations With Your Prospects? http://www.advancedsellingpodcast.com/do-you-have-meaningful-conversations-with-your-prospects/ http://www.advancedsellingpodcast.com/do-you-have-meaningful-conversations-with-your-prospects/#comments Mon, 28 Nov 2011 13:00:17 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1324 In this episode Bill and Bryan address a rarely discussed concept – Meaningful Conversations.  We all think we have them with people but upon further reflection they may not be as meaningful as we hoped.  Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with prospects and clients and a mini checklist to see if they are really as meaningful as they could be.

*****

Also mentioned in the podcast…

Have a burning question for Bill and Bryan? Send them an email at Listener@AdvancedSellingPodcast.com.

*****

]]> http://www.advancedsellingpodcast.com/do-you-have-meaningful-conversations-with-your-prospects/feed/ 0 advanced selling podcast,bill caskey,bryan neale,communication skills,create meaningful conversations,prospecting,sales podcast,sales tips,sales training indianapolis,selling and communicaton In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations.  We all think we have them with people but upon further reflection they may not be as meaningful as we hoped.  Bill and Bryan give you some tips on how to thi... In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations.  We all think we have them with people but upon further reflection they may not be as meaningful as we hoped.  Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with prospects and clients and a mini checklist to see if they are really as meaningful as they could be. ***** Also mentioned in the podcast... Have a burning question for Bill and Bryan? Send them an email at Listener@AdvancedSellingPodcast.com. ***** The Advanced Selling Podcast no Improve The Value You Bring To Existing Clients http://www.advancedsellingpodcast.com/improve-the-value-you-bring-to-existing-clients/ http://www.advancedsellingpodcast.com/improve-the-value-you-bring-to-existing-clients/#comments Mon, 21 Nov 2011 14:01:40 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1318 In this episode, Bill and Bryan will continue to entertain you (at least that’s what they think they’re doing) with a discussion on a very practical topic: how do you sell more to existing clients? ‘Closing and running’ is not a good long term growth strategy–yet we all do it. We can use the excuse that “It’s just not my personality to stick around and build the relationship.” Well, maybe not. But it should be. This episode is full of ideas and tactics on exactly how to do that. Work smart. Not hard.

*****

Also mentioned in this Podcast:

]]> http://www.advancedsellingpodcast.com/improve-the-value-you-bring-to-existing-clients/feed/ 0 advanced selling podcast,bill caskey,bryan neale,building a relationship in sales,email it,growth strategy,how to improve value,sales podcast,sales training indianapolis,selling roles In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth s... In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth strategy--yet we all do it. We can use the excuse that "It's just not my personality to stick around and build the relationship." Well, maybe not. But it should be. This episode is full of ideas and tactics on exactly how to do that. Work smart. Not hard. ***** Also mentioned in this Podcast: *     Ask Bill and Bryan a question at Listener@advancedsellingpodcast.com. *     Join the Advanced Selling Podcast Linkedin Group at http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772. (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) *     For more information on Email It - A Seller's Guide to Emails That Work, visit: http://emailitsellersguide.com/ (http://emailitsellersguide.com/). The Advanced Selling Podcast no The Keys To Great Questioning http://www.advancedsellingpodcast.com/the-keys-to-great-questioning/ http://www.advancedsellingpodcast.com/the-keys-to-great-questioning/#comments Mon, 14 Nov 2011 15:50:04 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1314 In this episode, Bill and Bryan do an “in the room” sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as:

  • What questions should I ask when asking for prospect revelation?
  • How to refrain from the attitude of ‘how do I get someone to answer in a certain way?’
  • How do you handle your questions when you are NOT naturally curious?
  • A big mistake sales people make when they ask a leading question.
  • And how to interview-and be interviewed for a job.

******

Also mentioned in this podcast…

Email Bill and Bryan your questions at Listener@AdvancedSellingPodcast.com.

******

 

]]> http://www.advancedsellingpodcast.com/the-keys-to-great-questioning/feed/ 0 advanced selling podcast,bill caskey,bryan neale,business attitude,interviewing questions,prepare for an interview,prospecting,questions to ask prospect,sales podcast,sales training indianapolis,what to expect in an interview In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questions should I ask when asking for prospect revelation? In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: * What questions should I ask when asking for prospect revelation? * How to refrain from the attitude of 'how do I get someone to answer in a certain way?' * How do you handle your questions when you are NOT naturally curious? * A big mistake sales people make when they ask a leading question. * And how to interview-and be interviewed for a job. ****** Also mentioned in this podcast... Email Bill and Bryan your questions at Listener@AdvancedSellingPodcast.com. ******   The Advanced Selling Podcast no How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite http://www.advancedsellingpodcast.com/how-sales-people-bring-extra-value-and-how-to-call-on-the-c-suite/ http://www.advancedsellingpodcast.com/how-sales-people-bring-extra-value-and-how-to-call-on-the-c-suite/#comments Mon, 07 Nov 2011 15:33:14 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1291 Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback.
Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by both the ‘mindset’ that you must have AND the sales tactics you must employ.
**********
Mentioned in the podcast…
Connect with Bill and Bryan on Linkedin!

**********

Ever wondered why your emails get very little response?

Well, here’s the answer…. It’s probably not the words you’re writing. Instead, it’s the thoughts you’re thinking WHILE you’re writing. 

>>> Watch the video <<< (http://emailitsellersguide.com/) …and at the :33 second mark, you’ll see what we mean.

**********

]]> http://www.advancedsellingpodcast.com/how-sales-people-bring-extra-value-and-how-to-call-on-the-c-suite/feed/ 0 advanced selling podcast,bill caskey,brayn neale,inner game,prospecting,sales podcast,sales positioning,sales tactics,sales value,value Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by both the 'mindset' that you must have AND the sales tactics you must employ. ********** Mentioned in the podcast... Connect with Bill and Bryan on Linkedin! * Bryan: http://www.linkedin.com/in/bryanneale (http://www.linkedin.com/in/bryanneale) * Bill: http://www.linkedin.com/in/billcaskey (http://www.linkedin.com/in/billcaskey) * The Advanced Selling Podcast Linkedin Group: www.linkedin.com/groups/Advanced-Selling-Podcast-3831772 (www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) ********** Ever wondered why your emails get very little response? Well, here's the answer.... It's probably not the words you're writing. Instead, it's the thoughts you're thinking WHILE you're writing.  >>> Watch the video <<< (http://emailitsellersguide.com/) (http://emailitsellersguide.com/) ...and at the :33 second mark, you'll see what we mean. ********** The Advanced Selling Podcast no Profit By This Example of Expert Positioning in Sales http://www.advancedsellingpodcast.com/profit-by-this-example-of-expert-positioning-in-sales/ http://www.advancedsellingpodcast.com/profit-by-this-example-of-expert-positioning-in-sales/#comments Mon, 31 Oct 2011 16:42:02 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1286 The new frontier of a modern sales person is in how you’re positioned in the client’s mind.

In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this “expert positioning” seriously and expanded his position with a client. You’ll hear how a pharmaceutical sales rep worked with a client in a very different way to grow his business. And you’ll also hear how even though it worked, he’s still having trouble convincing his colleagues.
________________

Mentioned in the podcast…

You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)

]]> http://www.advancedsellingpodcast.com/profit-by-this-example-of-expert-positioning-in-sales/feed/ 0 bill caskey,bryan neale,emailit,expert positioning,positioning,sales expert,sales podcast,sales positioning,sales profit,sales training indianapolis The new frontier of a modern sales person is in how you're positioned in the client's mind. - In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a cli... The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a client. You'll hear how a pharmaceutical sales rep worked with a client in a very different way to grow his business. And you'll also hear how even though it worked, he's still having trouble convincing his colleagues. ________________ Mentioned in the podcast... * Any other listener stories of how you've used content in this podcast to make a difference? Email us at listener@advancedsellingpodcast.com. * Follow Bill and Bryan on Twitter: Bill: @bcaskey (http://twitter.com/#!/billcaskey) Bryan: @bneale (http://twitter.com/#!/bneale) * Join The Advanced Selling Podcast Linkedin Group: http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772 (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/ (http://emailitsellersguide.com/)) The Advanced Selling Podcast no More on Being The Subject Matter Expert For Sales People http://www.advancedsellingpodcast.com/more_on_being_the_subject_matter_expert_for_sales_people_the_advanced_selling_podcast_sales_training_indianapolis/ http://www.advancedsellingpodcast.com/more_on_being_the_subject_matter_expert_for_sales_people_the_advanced_selling_podcast_sales_training_indianapolis/#comments Mon, 24 Oct 2011 13:24:10 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1282 Yes, this is more on this very important strategy that we’ve been receiving tons of email about. We introduced this a few months ago and we’ll be doing more on this.

One of the most important strategies you can implement in selling is an “educational strategy.” But, in order to do that you must be an expert in your field and position yourself as such. This podcast goes a little deeper in that discussion. This is NOT for the rookie sales person. It is for those who have been in the business for 5-10 years or more.

**********
Mentioned in the podcast:

  • If you want to let Bill and Bryan know specifically what you did and what you learned from this process, you can send them a message at Listener@AdvancedSellingPodcast.com.  They might just have you on their next podcast!
  • The Advanced Selling Podcast Linkedin Group:  http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

**********

]]> http://www.advancedsellingpodcast.com/more_on_being_the_subject_matter_expert_for_sales_people_the_advanced_selling_podcast_sales_training_indianapolis/feed/ 0 advanced selling podcast,bill caskey,bryan neale,educational strategy,expert positioning,positioning yourself,sales strategy,sales training indianapolis Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. - One of the most important strategies you can implement in selling is an "educationa... Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strategies you can implement in selling is an "educational strategy." But, in order to do that you must be an expert in your field and position yourself as such. This podcast goes a little deeper in that discussion. This is NOT for the rookie sales person. It is for those who have been in the business for 5-10 years or more. ********** Mentioned in the podcast: * If you want to let Bill and Bryan know specifically what you did and what you learned from this process, you can send them a message at Listener@AdvancedSellingPodcast.com.  They might just have you on their next podcast! * The Advanced Selling Podcast Linkedin Group:  http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772 (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) ********** The Advanced Selling Podcast no