What You Know. Who You Are.
There are three fundamental questions we ask with our work when we do executive team alignment. 1) Where are we now? 2) Where do we want to go? 3) What do we need to learn to help us get there?
I work with a client that is going through succession planning and we’ve been talking a lot about those very three questions.
The interesting part of this process was the discussion on, “What do we need to learn?” As leaders, they were most concerned with their ability to lead people to new and greater heights.
Thus, the discussion turned to the difference between “inspirational skills” and “instructional skills.” As part of the analysis, I encouraged them to ask the staff what they would miss most about the current CEO. I bet them that the answers that came back would not be about how he rocks in accounting or production planning (the “instructional skillset”).
No, the answers centered around what a great and inspirational HUMAN BEING he is.
Where was the plan to develop those skills in the GAP analysis? Nowhere to be found.
So why is that? 
What Happens When The Prospect Tries To Derail You?
In this episode, sales trainer Brooke Green relays a story of how she – the actual sales chick – almost allowed the prospect to drag her off track in a big sales cycle. She’ll share with you sales lessons she learned, how she righted the ship and what she did to get the sales process back on track.
Also, Bryan Neale shares with you his sales-God-meditation thoughts about the topic of ‘market abundance’ and how that impacts your sales attitude.
You won’t want to miss this.
And Bill? He’s relegated once more to the mere “introducer” role, a role he doesn’t seem happy about.
When One Door Closes, Another Opens–If You Have Your Mind Right!
I was recently invited to lunch with 2 members of an executive team who were interested in joining our public sales training program. Their company is at a size where leadership is the only face of the company, therefore, responsible for bringing in new business. I was really excited about the opportunity as we are always looking to raise the bar in our public programs, and these 2 would definitely do that.
The first question I asked them was, “Why do you think you want to join our group?” What they told me had nothing to do with sales training and everything to do with growth, leadership in a changing environment and really deciding what they want to be in the next 5-10 years.
I think joining our sales group was the only solution that came to mind. They were obviously feeling some discomfort with everything that is going on, and sales training would put them with other smart people, learning new stuff. That can feel good when things back at your office are a bit discombobulated!
Every Salesperson’s Dream – A Great Message
In this episode, Bill Caskey walks you through some most common (and frustrating) trends facing America’s sales people. We can talk about sales strategy and sales technique all we want. The fact is that the landscape is changing for sales people world wide, and you had best understand what you’re walking into before you walk into it.
You are also encouraged to go to samegamenewrules.com and download the eBook Same Game New Rules-for a limited price of $9.99 and receive 4 bonus videos from the author Bill Caskey.
And Brooke Green dives into “messaging.” Actually, she does it right, spending time on the “crafting of your sales message” versus just the ‘communicating’ of it. She works in a step by step process that you can use to get your message right.
How To Demonstrate Your Value BEFORE You Sell
This week’s episode is loaded with new ideas on social media, the myths of selling, and how to “be” the value instead of “talking about being” the value.
Brooke Green starts us off with a transaction she had with a client who was focused on ‘getting the prospect to be interested.’ Always, a losing proposition.
Then, Bryan Neale talks about sales behavior–and the myth that if I do more activity, I will see more results. And, he addresses some things to do instead.
And Bill Caskey takes a question from a client who writes, “How do I use social media to grow my business? I’m LinkedIn to thousands but it’s doing me no good.”
Can You Handle The Truth?
You Can’t Handle the Truth!
What a great line from a great movie. And you know what, it’s true!
In sales, not only can we not handle hearing the truth, we have a hard time telling the truth. Why is that? Why do we think that we, and our prospects, do not deserve the truth? One reason—it’s HARD.
In order to hear or tell the truth, your intent has to be about the other person. We are naturally wired to protect, defend and “get.” Focusing our intent on the other person isn’t natural. When we are hearing the truth, and it’s not what we want to hear, it hurts, but at least it’s a “clean” break. You can move on. Deal with it. It’s kind of like a band-aid—a quick yank and you’re done. Not a slow, hair-by-hair excruciating RIP!
So, why as salespeople do we deserve the truth? I’ll tell you why. Because if you are working with your prospect, and you are operating with HIGH intent, which is only to HELP (not sell stuff), the truth is the only thing you have to work with. How many times have you walked away from a meeting with a prospect with homework? You know, “Oh, I need a quote on this,” “Oh, you know what, if you can call me again in a few weeks, we can talk,” “Oh, if you jump through this flaming hoop, maybe I’ll work with you.” All crap.
And, all our own fault. Yes, that’s right. If you don’t create a space where your prospect feels safe to tell you the truth, you won’t get it. If they are afraid the truth will turn you into a whimpering pile of goo, a crazy stalker, an angry slime-ball—you’re not going to get the truth. Can you blame them, really?
How do we set the stage for truth?
First, get your head right.
Repeat after me—“The market is abundant, so I don’t need to get squirrelly about getting business from everybody that I talk to. I do not have to emotionally invest myself in every opportunity that presents itself.”
And—“My intent is only to help my prospects discover their problems and educate them on what I do to help people with those problems. If they want me to help them, great, if not, that’s okay.”
So, now the tactical part of setting the stage for truth. We call it the upfront agreement. It’s where you communicate your operating philosophy to your prospect, and it sounds like this:
“Hey Joe, thanks for inviting me in today. As I said in our phone conversation, I’ve helped a lot of companies like yours, but I’m not sure that we are the best fit for you. So, I’d like to ask you some questions, share with you how we’ve helped other folks, then you can ask me any questions that you might have. At the end of this conversation, we can decide together if we should go forward or not. If not, perfectly okay. Does that sound alright?”
Your job, your obligation, is to create a space where your prospect (and clients) can tell you the truth…and only the truth. If you can’t wrap your head around that, work on it. Get good at it or you will be spinning your wheels.
Trust me—I speak the truth.
The Four Stages of The Customer’s Buying Cycle
Well, if that doesn’t make you stop what you’re doing and watch this episode, nothing will. All kidding aside…while the concept of as customer’s buying cycle may sound a bit tedious, it’s really quite important that you understand the cycle the prospect goes through when they buy from you. Otherwise, how will you ever be able to communicate the right things at the right time? Brooke Green leads you thru that.
Meanwhile, Bryan and Bill address one of the hidden secrets to “modern prospecting” and that’s the idea of marketing with content. Bill tells a story of how one client uses ‘expertise’ as a marketing tactic.
(Interested in modern prospecting? Download the FREE report 20 Rules For Modern Selling at http://www.caskeyone.com/20-rules-of-modern-selling-free-report/)
