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Every prospect tells you a version of their problem — and they're almost always wrong. Not ">

The Advanced Selling Podcast

Find the Real Pain Behind Every Sales Conversation

Mar 05, 2026 · 4m

<a target="_blank" href="https://www.buzzsprout.com/2517440/fan_mail/new">Send us Fan Mail</a>Every prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong.In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover what's actually at stake. Bill walks through the questions you need to ask to get past symptoms and find the true pain: What's the cause? What happens if nothing changes? …

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