CASKEY Sales Training » Caskey Q&A

Sales Training Q&A #16: How to Increase Lead Generation

Joe Kelner — Thu, 16 Apr 2009 16:55:04 +0000

During these tough times its hard to come up with more leads, especially when people are not really looking to spend a lot of money. Bill Caskey gives you a couple of tips on how to increase your lead generation. This is very helpful and short, check it out! Make sure you check back next week for the next episode of Sales Training Q&A.

Sales Training Q&A #16: How to Increase Lead Generation from Joe Kelner on Vimeo.

Sales Training Q&A #14: Common Mistakes Salespeople Make Regarding their Message

Bill Caskey — Thu, 15 Jan 2009 20:24:57 +0000

The message or concept you are trying to convey to your prospects is one of the most vital things to get across effectively to be a successful salesperson. Your message represents your product/service, the comany you work for, and mostly yourself. In this week’s episode, Bill Caskey discusses the six common mistakes salespeople make with their messages. If you notice that you are making one of these mistakes, try Bill’s solution and see the amazing changes! Make sure to checkback next week for the next episode of Sales Training Q&A.

Sales Training Q&A #14: Common Mistakes Salespeople Make Regarding their Message from Joe Kelner on Vimeo.

Sales Training Q&A #13: How to Keep Your Sales Cycle on Track

Bill Caskey — Tue, 06 Jan 2009 19:52:25 +0000

Many people, sales managers especially, struggle with keeping their sales team and their sales cycles on track. Having a clearly laid-out sales cycle prevents deals from getting stalled as well as keeping you prospects engaged in your product or service. In this week’s episode of Caskey Q&A, Bill Caskey discusses some ways that you can do to better organize your sales team to make sure you follow a sales cycle. Make sure you check back next week for the next episode of Sales Training Q&A.

Caskey Q&A #13: How to Keep Your Sales Cycle on Track from Joe Kelner on Vimeo.

How Can You Prepare For a Sales Call?

Bill Caskey — Mon, 08 Dec 2008 18:19:22 +0000

You’re getting ready to go see a suspect who actually invited you in to see them. You had a short conversation as you were prospecting one day. Your manager says to you, “So what’s your agenda?” You say, “Hell. I don’t know. I was just going to go talk to him.”

Your manager says, “Come on, Bill. You gotta do better than that. What are you going to talk about?”

And the game begins. He urges you to have 10 things to talk about. You know in your gut that there is something about showing up the right way and asking good questions.

So how do you create an agenda? Or, better, “how do you prepare for a sales call?” Here are some tips:

1. Get Your Mind Right.

You knew that would be my first didn’t you? It’s always our first since we’re convinced most of our minds are not right when we go to the market. We’re needy. We’re thinking about our pains and problems and quotas. We’re thinking about our product. So get your mind wrapped around your “intent” which is to help them discover and solve a problem. Get it wrapped around how to express your value (below).

2. Get Your Upfront Part Right

Have a place you can begin the call–”Mr. Prospect, I’m not really sure I can be of help, but here’s what I thought we could do today.” Think “process” not “product.”

3. Get Your Value Expression Right

Given the business he’s in and the position he holds in the company, how will you express your value? This is soooooo important. If you’re speaking with a CEO, then he might never hear about the functions of your product. He might hear about how it helps other CEO’s solve CEO problems. And if you haven’t done that inventory yet, don’t make another call until you do.

4. Get Your Questions Right

Make a list of no more than 10 questions that will help you understand his business landscape and any problems he might have that warrant a solution–such as yours.

5. Get Your Notetaking Right

Go prepared to take notes. Be a sponge for his information. Ask permission and then write like hell.

TIP: If you must, go on to the prospect’s website and learn a little about him. Google his “name” and see what comes up. But be very careful about what you allude to when you meet with him. I did that the other day–alluded to seeing his LinkedIn profile and seeing that he went to UCLA. He was a bit creeped out by my bringing it up. Even though he put it up there. So my lesson was to not be so “clever” about it.

Sales Training Q&A #12: How to Maintain a High Performance Sales Team

Joe Kelner — Fri, 05 Dec 2008 00:33:40 +0000

In this week’s episode of Sales Training Q&A Bryan Neale discusses techniques that you can use to create and maintain a high performance sales team. There’s no sense in having an ineffecient sales team because that is a waste of everyones time and money. Making sure you have a team that can get your goal accomplished is going to be very important in these upcoming months and maybe even years with this recession coming on. Make sure you check back every week for the latest episode of Sales Training Q&A.

Sales Training Q&A #12: How to Maintain a High Performance Sales Team from Joe Kelner on Vimeo.

Sales Training Q&A #11: How to Obtain Referrals

Joe Kelner — Mon, 24 Nov 2008 21:21:03 +0000

In this week’s episode of Caskey Q&A Bill Caskey discusses something that not too many sales people think about, but it is something that can help create more business, REFERRALS! Referrals are every sales person’s best friend, they allow clients to vouch for the product or service you have to offer. Referrals are going to be very helpful in this economic slowdown that we’re in. Make sure you check back every week for the latest episode of Sales Training Q&A.

Sales Training Q&A #11: How to Obtain Referrals from Joe Kelner on Vimeo.

Sales Training Q&A #10: How to Call Higher Without Ruining Relationships

Joe Kelner — Wed, 19 Nov 2008 20:29:13 +0000

In this episode of Sales Training Q&A, Bryan Neale discusses how to reach a higher level within a prospect’s office without hurting the relation with someone you might have who is a little lower on the totem pole. This is a situation that many sales people find themselves in and Bryan has some great advice on how to get out. Make sure you check back every week for the latest episode of Sales Training Q&A.

Sales Traning Q&A #10: How to Call Higher Without Ruining Relationships from Joe Kelner on Vimeo.

Sales Training Q&A #9: How to “Unstall Deals”

Joe Kelner — Wed, 12 Nov 2008 19:36:13 +0000

I’m sure you’ve all faced this scenario before, you have great talks with a prospect everything seems to be going great, everyone’s on the same page, and then you don’t hear from your prospect again. This week on Sales Training Q&A Brooke Greene tells you how to “unstall” those stalled deals. Make sure you check back every week for the latest episode of Sales Training Q&A.

How to Sell During the Recession Part 2 of 2

Joe Kelner — Mon, 03 Nov 2008 20:17:57 +0000

Here’s part 2 of Bill Caskey’s special video series on how to survive the up and coming economic slow down. There’s a lot of great information in these videos so make sure you watch!

7 Ways to Survive the Recession (Part 1)

Joe Kelner — Wed, 29 Oct 2008 20:41:38 +0000

Bill Caskey discusses 7 tips on how to survive as a salesperson during the upcoming economic slowdown. This is advice that almost any salesperson can take to keep their sales strong even during times of economic struggle. This video is part 1 of 2. Check back next week for part 2.