CASKEY Sales Training » Speeches/Appearances

Rewire The Sales Mind – Lesson 2

Bill Caskey — Sat, 24 Oct 2009 14:55:07 +0000

What are you listening for when speaking with a prospect? Are you listening for buying signals like you’ve taught since the 70’s? If so, that’s wrong.

So Why Do People Buy?

Our philosophy is really quite simple–people buy when they are either a) in pain with their current situation– or b) have a vision that will be accomplished easier with you in their life.

The “rewiring” here is for all professional sales people to understand what they’re listening for–so that when they hear it they’ll know they’re close.

How do you know when you hear it? It’ll sound like one of these:

“I”m really frustrated about…”
“I hate it when…”
“One of the things we ‘MUST’ change here is….”
“I can’t believe we haven’t….”
“We really NEED to ….”
“One of our biggest issues is…”
“I would love to….”
“My vision is for us to be ….”
“I can see a time when we are ….”
“We have tremendous opportunity in….”

If your prospects aren’t talking to you using those words, then you’ve failed them.

Bill Caskey, Bryan Neale and Brooke Green are preparing for their program, Rewire The Sales Mind, in Indianapolis on November 4. They will be addressing how the mind set of the professional seller needs to change in light of market changes.

Sales Telesummit – A Potpourri Of Sales Training

Bill Caskey — Wed, 19 Aug 2009 15:53:59 +0000

David Frey, who I admire because he’s one of the few of us that aren’t afraid to deliver great content, hosts a Sales Telesummit that begins next week.

Full disclosure, David asked me to be a part of it–and I told him I’d promote it to our blog readers.

There are something like 13 trainers/speakers/experts. I can’t vouch for the value of every one of them, but there are thirteen hours of content. You will be able to find something of value (in mine, I revealed a couple of things you may not have heard from us before).

It begins next week–there are three teleseminars/day.

COST: It’s free to be on each call. Or, you can pay $67 and own them all–all 13 hours. (The thing I like about this is that if you don’t like what you’re hearing, hang up and move on!)

Sales Shebang 2008

Brooke Green — Wed, 06 Aug 2008 15:33:59 +0000

I am very excited to be participating in a conference in September geared toward professional saleswomen. I decided to accept the invitation from “Sales SheBang” because I feel that women have a lot to say and so much more to teach other women.

I am going to be facilitating a breakout session “Personal Value…This Little Light of Mine.” I am passionate about the topic of identifying and owning our personal value. The world extinguishes our value, we do it to each other, and, more importantly, we do it to ourselves. I think we question “Do I matter?” Of courrse you do. “How do I matter?” is the question we want to answer. And the answer to this question is what differentiates us from our competition.

The 3 things to remember about personal value are:

Your value is not conditional. It’s not tied to being a mom, wife, the car you drive, or the job you have.
When you are afraid of admitting your value, your world goes without; your world is not at its full potential.
If you are having a hard time identifying your personal value, look at the tough times in your life. The times that you really need to dig down deep to cope are most often the times that your personal value shines.

If you are interested in learning more about the conference, please see the information below and check out the website at www.salesshebang.com.

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Mark your calendars right now for the upcoming Sales SheBang 2008 conference. This unique event brings together the smartest, savviest women who sell from all over North America.

You’ll have a chance to learn from the world’s top female sales experts including:

Jill Konrath, author of Selling to Big Companies
Leslie Buterin, author of Secrets to Scheduling the Executive-Level Sales Call
Kim Duke, The Sales Divas, Inc.
Kendra Lee, author of Selling Against the Goal
Colleen Francis, President of Engage Selling
Anne Miller, author of Metaphorically Selling
AllBusiness sales blogger Lori Richardson
Colleen Stanley, author of Growing Great Sales Teams
… and many more – including me!

I’m so excited to be a part of it and want you to join me there! Don’t miss this chance to expand your expertise, gain invaluable insights, grow your network and be inspired by like-minded women.

GUYS: Please share this event with the saleswomen you know.
They will really appreciate it. Also, if you really want to, you can attend too.

Download SalesSheBang-2008.pdf BG

Join Brooke Green at the Whale Hunting Women’s Workshop

Bill Caskey — Thu, 15 May 2008 17:09:57 +0000

Women Doing Big Deals
Growing Business and Building Community

You are invited to join “The Ultimate Sales Chick,” Brooke Green
at the Whale Hunting Women’s Workshop for…
…Inspiration. Motivation. Direction. Featuring Keynoter Lyn St. James & Lt. Governor Becky Skillman

On June 3, 2008—8:00 am to 1:00 pm

The Columbia Club 121 Monument Circle Indianapolis, IN 46202
*Free Valet Parking for Registered Participants*

Event Sponsor: BOSE McKINNEY & EVANS LLP, Attorneys At Law

Register Online Here
Program Info Here
Nominate a Big Deal Award Winner

NOT for women only…
…Whale Hunting Women celebrate the men who support their progress in all fields of endeavor. Men are welcome at this Launch Event.

Wrong Mindset. Poor Results. Is There a Link?

Bill Caskey — Wed, 23 Jan 2008 14:33:20 +0000

Last week I was consulting a client who uses free seminars as a prospecting tool. They really do give a lot of information at the program–so even if no sale is made, goodwill is created. But they were having trouble getting people there. They were cold calling–mailing-emailing. With not much to show for it. So they did what every company does–create a brainstorming session to devise new techniques.

Sales Tactics. The Wrong Discussion.

As I sat in the room listening to their ideas on mailing vs. calling first v. emailing, I thought to myself (and actually said it), “You’re working on the wrong thing!” (Sometimes you just have the be the ‘bringer’ of bad news.)

The right thing to work on is “what is my thinking?” Their thinking was all wrapped around: how do I get someone in to the free seminar?

Their thinking should have been: how can I bring value to this person by him attending?

The Key To Great Sales Results Is Great INTENT.

I see this a lot in sales orgs—their “intent” is out of whack. Think about how their new intent (of helping the prospect get value) will color their words, their tonality, the discussion etc., It will radically change their interaction with their customer. The customer will no longer feel sold to–and their will be less resistance.

As they all realized what they had missed, heads started nodding. They didn’t like my exposing this fallacy in thought–but they can now to their prospecting with their head on straight.

Are Your Filling Your Sales Pipeline With The Right Mindset?

Maybe. Maybe not. But before you make another cold call (or prospecting call), make sure your attitude is in the right place. And the best method for that is checking out “your intent.” Is it about YOU? Or is it about THEM? You know the answer.