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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.

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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): listener@advancedsellingpodcast.com

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