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In this podcast, Bill Caskey and Bryan Neale go back into our last teleseminar and select three questions that they get all the time: 1-How do you handle a follow up call after a networking event; 2-How to "get" someone to call you back; 3-How do you handle it when you are selling an off brand? They spend a few minutes on each question--and of course, a few minutes trying to bring humor to the episode. You can also see this episode on YouTube. Go there and search on "Advanced Selling Podcast."

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Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in today’s podcast. Bill and Bryan speak with Brooke Green, one of our consultants, about the gender approach to selling. Being a woman in sales, she gets this question all the time from both her male and female clients. She also introduces the podcast audience to a new endeavor that will interest half the people who listen!

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Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communicationstyles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message.

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You make calls all the time—interact with prospects constantly. And if you're like us,you have things that you face each and everyday that are unique, unusual, and which sometimes stump you.On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast so you'll get the answer to the question—and get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free.

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Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast.

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Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast

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So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.

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Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.

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Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you growand help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little.

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This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results.