The Advanced Selling Podcast » sales podcast 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 » sales podcast http://www.advancedsellingpodcast.com/wordpress/wp-content/plugins/powerpress/rss_default.jpg http://www.advancedsellingpodcast.com How To Expand Your Value http://www.advancedsellingpodcast.com/how-to-expand-your-value/ http://www.advancedsellingpodcast.com/how-to-expand-your-value/#comments Mon, 30 Jan 2012 13:10:06 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1437 Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship.

Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put pressure on you for reduced price.

**If you’re a sales manager, this is a great topic for your next sales meeting.

Also mentioned in this podcast:

  • Join the discussion about this podcast on Linkedin
  • 20 Rules For Modern Selling eBook (download here)
  • The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here)
  • Sign up for the CaskeyONE newsletter and receive the bonus video “How To Create Prospect Urgency“
]]> http://www.advancedsellingpodcast.com/how-to-expand-your-value/feed/ 0 caskeyone,communicating your value,how to communicate your value,how to expand your value,lead generation,prospect urgency,prospecting,sales ebook,sales podcast Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. - Bryan talks about a sales deal where his client took a different approach--and created a long term partner. PLUS, Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan (http://www.linkedin.com/in/bryanneale) talks about a sales deal where his client took a different approach--and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put pressure on you for reduced price. **If you're a sales manager, this is a great topic for your next sales meeting. Also mentioned in this podcast: * Join the discussion about this podcast on Linkedin (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) * 20 Rules For Modern Selling eBook (download here (http://www.caskeyone.com/20-rules-of-modern-selling-free-report/)) * The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here (http://www.caskeyone.com/the-painful-truth-about-uninspiring-leaders-ebook/)) * Sign up for the CaskeyONE newsletter and receive the bonus video "How To Create Prospect Urgency (http://www.caskeyone.com/get-our-content-free-via-email/)" The Advanced Selling Podcast no 12:54 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 The Secret of Networking and Tradeshow Success http://www.advancedsellingpodcast.com/the-secret-of-networking-and-tradeshow-success/ http://www.advancedsellingpodcast.com/the-secret-of-networking-and-tradeshow-success/#comments Mon, 16 Jan 2012 13:10:53 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1429 In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up

But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply.

*******

Also mentioned in this podcast:

]]> http://www.advancedsellingpodcast.com/the-secret-of-networking-and-tradeshow-success/feed/ 0 advanced selling podcast,how to sell at tradeshops,indianapolis sales training,lead generation,prospecting,sales podcast,sales skills,secret of networking,tradeshow selling In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up - But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. - In this episode, Bill (Bill: https://twitter.com/#!/billcaskey) and Brian (ttps://twitter.com/#!/bneale) discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: * Email It! (http://www.caskeyone.com/email-it-a-sellers-guide-to-emails-that-work/) A Seller's Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails * Join the Advanced Selling Podcast Linkedin Group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) * CaskeyONE (http://www.caskeyone.com/) - An Online Magazine with blog articles, videos, podcasts, and free eBooks The Advanced Selling Podcast no Don’t Use Throwaway Lines http://www.advancedsellingpodcast.com/dont-use-throwaway-lines/ http://www.advancedsellingpodcast.com/dont-use-throwaway-lines/#comments Mon, 09 Jan 2012 15:24:39 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1425 Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth?

In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way.

****
Also mentioned in this podcast…

]]> http://www.advancedsellingpodcast.com/dont-use-throwaway-lines/feed/ 0 create atmosphere of truth,differentiate yourself from competitors,how to create the upfront agreement,sales cycle,sales podcast,sales strategy,sales training indianapolis,same game new rules,selling strategy,upfront agreement Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? - In this sales podcast, Bill and Bryan address an actual client who struggled wi... Sales specialists Bill Caskey (https://twitter.com/#!/billcaskey) and Bryan Neale (https://twitter.com/#!/bneale) address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way. **** Also mentioned in this podcast... * Same Game New Rules - 23 Timeless Principles for Selling and Negotiating (http://www.caskeyone.com/learning-products/same-game-new-rules-23-timeless-principles-for-selling-and-negotiating-sales-ebook/) eBook by Bill Caskey * Join our Advanced Selling Podcast Linkedin Group (http://www.caskeyone.com/the-placid-but-dangerous-comfort-zone/) * Have a burning question? Ask Bill and Bryan. (http://www.caskeyone.com/learning-products/podcasts/advanced-selling-podcast/ask-bill-and-bryan/) * The rabbit video below comes from Fiverr.com - Hire people for $5 (http://fiverr.com/) The Advanced Selling Podcast no 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 How One Listener Grew Her Business… http://www.advancedsellingpodcast.com/how-one-listener-grew-her-business/ http://www.advancedsellingpodcast.com/how-one-listener-grew-her-business/#comments Mon, 19 Dec 2011 13:30:25 +0000 Jill Vanarsdall http://www.advancedsellingpodcast.com/?p=1383

 

We decided to interview one of our Linkedin group members today, Rachael Lyman.

She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle.

In this episode, she gives some advice on how to be more effective in prospecting mode.

 

 

Also mentioned in this podcast (plus other things we think you should know):

 

]]> http://www.advancedsellingpodcast.com/how-one-listener-grew-her-business/feed/ 0 advanced selling podcast,caskeyone,denver metro chamber of commerce,free sales ebooks,modern selling,prospecting,rachael lyman,sales cycle,sales interview,sales linkedin group,sales podcast   - We decided to interview one of our Linkedin group members today, Rachael Lyman. - She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. - In this episode, (http://www.advancedsellingpodcast.com/wordpress/wp-content/uploads/2011/12/Advanced-Selling-Podcast-Guest-Speaker-Rachael-Lyman.png)   We decided to interview one of our Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) members today, Rachael Lyman (http://www.linkedin.com/in/rachaellyman). She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode.     Also mentioned in this podcast (plus other things we think you should know): * Connect with Rachael on Linkedin (click here) (http://www.linkedin.com/in/rachaellyman) * Learn more about the Denver Metro Chamber of Commerce (click here) (http://www.denverchamber.org/) * Download the eBook - Email It! A Seller's Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails (http://www.emailitsellersguide.com) * Join the Advanced Selling Podcast Linkedin Group (click here) (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) * Check out our newest site - CaskeyONE! Your single source for sales and leadership strategy. (http://www.caskeyone.com/) * Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)   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