If You’re a Sales Professional . . .
You are being hit with higher quotas, more responsibilities (more planning, project management, tracking of prospects and clients etc.,) and non-selling activities. That means when you’re in front of your prospect, you have to be extra effective. Marketing departments aren’t providing the leads they should, so it’s left up to the sales team to generate their own leads.
You must be part marketer, part relationship developer, part closer, and part CEO. You have your hands full with customers who want more for less and company people who still don’t see the value you bring. You have it extra tough. We’ll help.
If You’re an Owner . . .
You are looking to get paid more for the value that you’ve created in your business. Yes, you can continue to put systems in place that deliver more value for your clients and customers, but you also must have a system which helps your people translate the value you’ve already built. If you have 100 units of value but your sales team is only able to translate 70% of that, then you will see selling cycles lengthen, discounting continue, and you will experience a general under-utilization of your sales asset—your sales force.
Everything in this book is written with the intent of helping you and your people develop a strategy for translating or communicating your value in a manner that helps you get paid for that value in the marketplace.
Do You Make These 5 Mistakes?
4 FREE BONUSES!BONUS #1 The Deep Discussion of The Inner Game A conversation with the author on the ‘inner game of selling’ and how your mental state affects your performance. Bill Caskey details the ‘fundamental shift’ you’ll need to make if you are to compete at higher levels of proficiency. BONUS #2 The Most Powerful Chapter – High Intent Sales people usually have ‘intent’ all screwed up. We say that we are here to listen to the customer–but the reality is most of us are here to listen AS LONG AS he is saying things we want him to say. If he is resistant, then we begin to armwrestle.
In this video, Bill makes the promise that if you can arrive at a position of “high intent” you will gain confidence in yourself. And, the prospect will gain confidence in you as well. And when they have confidence, you’ll naturally be more effective.
He also addresses the buyer’s system for buying that you MUST be conscious of. If not, you’ll be relegated to competing on price and terms unfavorable to you. The fact is that YOU should have the power in the buyer-seller relationship, but it isn’t set up that way upfront. BONUS #3 An Easy Formula For Sales Success
KNOW – THINK – ACT Chapter 9 might be the most important chapter when it comes to solving your sales problems. The title is “Compelling People to Action.” We hear from sellers all the time: “I can’t get prospects to act.” If you’ve ever seen a sales cycle slow down…or stop, then you’ve probably become messed up in your thinking of “how to compel people.”
Prospects are either moving toward you or moving away from you. Period. They are never static. So, as a sales professional, it’s vital to your success, to understand what would cause them to move closer to the sale. HINT: It’s probably nothing you’re going to say or do. It’s something THEY are going to say or do.
Bill reveals some sales techniques that come from three places: What you think; What you do; What you say. If you can embrace all three of these levels, you’ll find yourself creating atmospheres for truth when in front of your prospect. And you’ll be more competent at moving the sale along. BONUS #4 Know These Trends And Prosper (Trends Affecting You) The world is quickly changing. It’s changing right around you. We wish it weren’t so, but it is. And those changes are really the culmination of trends. Dick Clark once said: “I don’t set trends. I just find out what they are and exploit them.” And I encourage you to do the same thing. Understand what buyer trends are and run toward them-not away from them.
You see trends cause pain. And if you have arrived at the belief after watching these videos that you truly solve pains, then you should be running head-first into trends and learning what they are. In this video, Bill lays down 5 trends that are affecting you (whether you know it or not.) But if you know those trends, then you can move toward exploiting them. While everyone else will be “hoping they ain’t so,” you’ll be glad you know what they are.