The Advanced Selling Podcast

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If AI keeps handing you generic, forgettable output, the tool usually isn’t the problem. You never taught it who you are, who you sell to, or how you sell.
In this episode, Bill and Bryan get into the AI conversation everyone’s having. Their angle is a practical one: training your AI so it works the way you do. They start with the shift from “prompting” to simply talking, out loud, in voice mode or a voice memo. Then they walk through the first five of their ten training questions every seller should answer and feed to their AI.
You’ll learn:
Why talking to your AI beats writing the “perfect” prompt
The first five training questions: the problem you solve, your top objections, your sales philosophy, your discovery questions, and your ideal client
Why real specifics (client names, companies, details) change the quality of what comes back
How feeding your CRM’s closed-lost data to AI can show you where you’re really losing deals
The question to ask your AI at the end that catches what you missed
Plus, a 20th-anniversary shout-out from longtime listener (and fellow podcaster) Trevor L. in Cornwall, UK.
The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider
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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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Telling a buyer what it's like to work with you is like showing someone your vacation photos. They'll say "oh, that's nice." They won't feel a thing.
Bill just got back from two weeks out West, including Death Valley and a 98-degree "cooling" pool. Showing his family the photos made one thing obvious: a picture of the experience is nothing like being there. In this episode, Bill and Bryan apply that to selling. Are you giving prospects a real experience of working with you, or just flipping through a slideshow?
Plus: the 20th anniversary is coming up on October 26. Send Bill and Bryan a short note or audio clip about how the show has helped 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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Your sales skills didn't disappear. They atrophied. And the fix isn't picking up where you left off, because the market moved while you weren't looking.
In Part 2 of their series on sales skill atrophy, Bill Caskey and Bryan Neale shift from diagnosis to repair. They start with a challenge: the modern skill isn't just learning. It's learning, unlearning, and relearning fast. What worked six years ago, or even last year before AI research tools changed prospecting, may be irrelevant now.
Then they get specific. You'll hear why old-school discovery, with its long list of pain questions and "what keeps you up at night," has stopped working with senior buyers, and why discovery today should look more like a private equity firm's analysis: facts, numbers, and critical thinking instead of picking at feelings.
You'll learn:
How to build an "atrophy correction plan": learn the modern version, practice it, then apply it in low-risk deals first
Why you shouldn't test a new skill on your biggest prospect
The four skills most worth auditing: prospecting, discovery, presenting your offer with conviction, and economics conversations
Why "price resistance" is often really justification resistance, and what a $20K buying decision taught the hosts about connecting money to value
Plus: the show is closing in on its 20th anniversary. The first episode dropped October 25, 2006.
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 happens to your sales skills when you haven't had to use them?
Muscles you don't use get weaker, and sales skills work the same way. In Episode 900, Bill and Bryan start a two-part look at skill atrophy. One team lost the lead channel it depended on and suddenly has to create sales from scratch. Another company's reps have spent five years telling customers to get in line. Neither group is ready for what comes next.
Bill and Bryan also explain why "just talk like a normal person" might be the most underrated sales advice out there.
You'll learn:
Why easy markets quietly weaken your team's selling skills
How logic can beat your emotional reluctance to get visible
Why a plain, honest phone call often beats a clever email
Why systems, not tricks, rebuild atrophied skills
Why you should "face the brutal facts" even when business is good
Next week, Part 2 covers how to bring those skills back.
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 ago, LinkedIn had 50 employees and cold calling ruled the day. Now AI writes your emails and nobody's picking up the phone — so what actually still works?
This week Bill and Bryan mark 20 years of the Advanced Selling Podcast with a celebration episode: listener shoutouts (including a great one from longtime listener Andy in the UK), a quick teaching on the WAG framework you can steal for your next client conversation, and an honest look back at how selling has changed since 2006 — and where it's headed next.
You'll learn how to run a WAG (Where We Were, Where We Are, Where We're Going) at any stage of a sales process, why 12 years of economic upswing may have quietly atrophied your team's sales skills, why personal brand matters more than ever in an AI-saturated world, and why the next real edge might be an "analog revolution" back toward live, face-to-face selling.
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