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You didn't lose that deal on price. You lost it because your positioning wasn't strong enough to make you the obvious, can't-do-without-you choice.

Bill and Bryan dig into a claim that gets argued in every sales meeting: is price really the reason deals slip away, or is it a symptom of weak positioning? They walk through a real audit of lost deals — 22 gone in six months, four of them deals that should have been won — and use it to unpack what separates a vendor from a "we can't do without you" partner.

You'll learn the four ingredients of unshakeable positioning: naming the beliefs your customer has to shift before your value can land, getting explicit about what you don't do, choosing whether you're a problem-solver or a destination (or both), and painting the real cost of standing still. Plus, why the best time to build this is when business is good — not when you're desperate.

It's the 20th anniversary of the show, and Bill and Bryan want to hear from you — send a short voice memo to [email protected] for their September anniversary celebration.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Every person you've worked with has a story you probably never asked about — and sometimes you don't find out until it's too late.

In Part 2 of their series on the people of sales, Bill and Bryan honor a handful of people who shaped their careers — a neighbor and airline pilot, a mentor who connected without ego, a customer who never delayed a decision, and a prospect Bryan gave up on too soon. 

Each story carries a lesson you can use this week: ask people about their actual lives, don't wait to reconnect with old friends, decide fast, and don't give up on a prospect after just one or two tries.

It's the 20th anniversary of the show, and Bill and Bryan want to hear from you — send a short voice memo to [email protected] for their September anniversary celebration.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Twenty years in this business means running into a lot of characters. This week Bill and Bryan riff on the people — bosses, clients, gatekeepers, baristas — who taught them something they never forgot, whether the lesson was about sales or just about being human.

You'll hear about "Leisure Suit Larry," the grocery store manager who refused to acknowledge salespeople existed, and what he taught Bill about never forcing yourself on someone who doesn't want to talk.

They also talk about the trap of looking down on younger salespeople — and what a 20-year-old Starbucks employee named Joey reminded Bryan about assuming too much, even when the assumption seems like a compliment.

It's the 20th anniversary of the show, and Bill and Bryan want to hear from you — send a short voice memo to [email protected] for their September anniversary celebration.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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You're six months into the year. Do you actually know what's working in your sales process — and what you quietly stopped doing back in February?

Bill and Bryan borrow a trick from football coaches: self-scouting. Before the next game, coaches review their own film to find what their team does well (so they can do more of it) and what they do poorly (so the other team can't exploit it). Bill and Bryan apply that same exercise to your sales year — build a 20-point scorecard, grade yourself honestly, and use it to plan a strong back half.

Subscribe, leave a review, and send us your "how I found the show" story to our FAN Mail at the top of the show notes for a shot at our 20th anniversary coaching event.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

Ready to stop competing on price? Join Bill's Insider coaching program at advancedsellingpodcast.com/insider.

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Imprecise language is quietly sabotaging your sales process — and most sellers don't even notice it happening. This week, Bill and Bryan dig into the art of precise communication and why "what they hear" matters more than "what you meant."

Bryan shares a real example from his own sales process: his team retired the vague word "calendars" as the last item on a sales agenda in favor of the more direct "get calendars out." They also cover why stating up front how many points you're about to make makes you easier to follow and easier to buy from, and why tired open-ended questions like "what keeps you up at night?" should be replaced with sharper, stack-ranked questions that force a real answer. 

Plus: details on ASP's 20th anniversary celebration and how to get your ticket to the live September event.

Send us your story (audio, video, or just a note): [email protected]

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Bill and Bryan continue their series on the hidden patterns that quietly cap sales performance. Building on last episode's conversation about "drift," they dig into two more limiting patterns: fear (and why naming it is the first step toward detachment) and the belief that bigger outcomes simply "aren't possible." Along the way, they tackle the either/or trap — the binary thinking that convinces salespeople they have to choose between income and time, ambition and family, more and enough — and make the case for replacing it with "and." Plus, a bizarre drone-rescue story that turns into a surprisingly useful metaphor.

This episode also kicks off the celebration of ASP's 20th anniversary — Bill and Bryan want to hear from you. Send in an audio or video sharing what the podcast has meant to you for a chance to attend an exclusive live coaching celebration this September.

P.S.: Watch the drone rescue clip that kicks off this conversation: https://www.tiktok.com/@foxweather/video/7650957122145930509

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Bill and Bryan dig into what they call "patterns of limitation" — the ingrained habits and mindsets that quietly cap your sales growth, often disguised as things that are already working.

They explore four key patterns worth examining: the tendency to focus on the big picture while ignoring critical details, the trap of pursuing vague or undefined problems with prospects, the danger of plateauing without recognizing it, and the gradual drift away from your core purpose and identity as a seller.

The conversation also includes a fun detour into time zones, a live phone interruption from Bill's wife, and a preview of their upcoming 20th anniversary celebration event in September — where every listener who submits a video is invited to join.

This is Part 1 of a two-part series. Part 2 picks up on the concept of drift.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Bill goes somewhere different today — and that's intentional.

In this solo episode, Bill Caskey shares the first six of twelve core sales principles, each grounded in a biblical reference. From understanding your divine assignment and serving before selling, to detaching from outcomes and deploying your unique gifts, Bill connects the spiritual underpinnings of great selling to the real-world results you're after.

This isn't a tactics episode. It's a foundation episode — and for many listeners, it may be the most important one they hear.

Part two drops in a few days on another solo episode.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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What if the beliefs driving your sales career are built on a foundation of lies?

In this solo episode, Bill Caskey breaks down seven deeply normalized lies about achievement, income, and sales success — the kind that quietly run your life if you let them. From "hustle harder to earn more" to "the best closer wins," these aren't fringe ideas. They're mainstream beliefs that keep good salespeople permanently busy, permanently stuck, and wondering why the results never match the effort.

Bill challenges you to audit which of these lies you're living — and gives you a framework for getting out from under them.

The 7 Lies:

1. Your performance determines your well-being
2. The prospect holds your future in their hands
3. Income is determined by work ethic
4. More activity equals more results
5. The best closer wins
6. There's a scarcity of opportunity
7. If you're good enough, they'll find you

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

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Bill Caskey and Bryan Neale continue their series on how to become the Obvious Choice for your prospects and customers — not by closing harder, but by selling smarter throughout the entire process.

In Part 2, they cover four powerful moves:

• Proactively raising problems, concerns, and objections so you're never caught off guard
• Delivering a Statement of Detachment that comforts prospects and skyrockets close rates
• Setting a go/no-go instead of asking for the business
• Warming cold audiences with pre-meeting video pages

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

📌 TIMESTAMPS 

0:00 – Intro: 20 years of podcasting & ASP listener meetup in London 
2:15 – Life observation: car alarms and bathroom fans (things that don't work) 
6:50 – Part 2: How to become the Obvious Choice 
7:37 – Tactic 1: Proactively surface problems and objections 
10:08 – Tactic 2: The Statement of Detachment (22% → 45%+ close rate) 
13:08 – Tactic 3: End precisely — the go/no-go and stating your desire 
15:20 – Tactic 4: Warming up cold audiences with a pre-bid video page 
18:22 – Insider promo: June 5th — How to build a conversion event

#SalesTraining #B2BSales #AdvancedSellingPodcast #SalesProcess #ObviousChoice #Detachment #Prospecting #SalesStrategy #Closing #BillCaskey #BryanNeale