CASKEY Sales Training » The Advanced Selling Podcast

Sales Podcast: Are Your Clients Really Loyal?

Bill Caskey — Thu, 02 Jul 2009 17:00:35 +0000

In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty.

Sales Podcast: “How Do I Prospect When I’m Already Busy?”

Bill Caskey — Thu, 25 Jun 2009 17:00:49 +0000

In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you’re already busy. And Bryan reveals a communication technique that helps as you’re explaining to a prospect what you do. Watch the video below.

Advanced Selling Podcast-June Episode from Bill Caskey on Vimeo.

Sales Podcast: First Call Protocol

Bill Caskey — Thu, 11 Jun 2009 18:31:59 +0000

In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST have the right frame of mind going in.

Sales Podcast: Bold Moves in the Sales Process

Bill Caskey — Thu, 04 Jun 2009 18:11:04 +0000

Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out.

Sales Podcast: Sales Philosophies - Part II

Bill Caskey — Thu, 28 May 2009 18:48:14 +0000

In Bryan’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, and how to reframe who your competition is. As always, you can email us listener@advancedsellingpodcast.com to ask a question or make a comment.

Sales Podcast: Operating From the Right Mental Platform

Bill Caskey — Thu, 21 May 2009 17:52:09 +0000

Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from?

Happy Memorial Day!

Sales Podcast: Does Who You Call on Determine What You Say?

Bill Caskey — Thu, 14 May 2009 17:00:55 +0000

In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people.

Sales Podcast: Rules Tools and Attitudes of Funnel Filling

Bill Caskey — Thu, 30 Apr 2009 17:00:29 +0000

It’s not the sales funnel that’s important…it’s all the stuff “above” the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com –subject line: FUNNEL).

So if you don’t have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up.

Sales Podcast: Is Your Value Really That Special? (Part II)

Bill Caskey — Thu, 23 Apr 2009 18:05:18 +0000

In this economic time, how you communicate your value—and WHAT it is—will be very important. Here, Bill and Bryan pick up on a topic they began a few months ago—what is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here.

Sales Podcast: That Same Old Decision Making Problem

Bill Caskey — Thu, 16 Apr 2009 17:00:17 +0000

Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In today’s economic climate, companies are more discerning about their spending patterns and that means the decision process is changing. You, as a sales professional or manager, need to know how to navigate through the maize of roadblocks inside companies. And this podcasts gives you ideas on just how to do that. By the way, go to www.askbillandbryan.com to submit a question for future podcasts.