How To Expand Your Value
Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship.
Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put pressure on you for reduced price.
**If you’re a sales manager, this is a great topic for your next sales meeting.
Also mentioned in this podcast:
- Join the discussion about this podcast on Linkedin
- 20 Rules For Modern Selling eBook (download here)
- The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here)
- Sign up for the CaskeyONE newsletter and receive the bonus video “How To Create Prospect Urgency“
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How To Talk ‘Money’ In The Sales Process
In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like:
1. Cost of problem
2. Money in customer budget
3. Money they’re willing to spend to change
4. Your belief in your own value
They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees you command.
Also mentioned in this podcast:
- Seth Godin’s Blog
- Join our Linkedin group
- Follow Bill Caskey on Twitter
- Follow Bryan Neale on Twitter
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Get Lucky
The ability for a sales person to create their own luck has never been better.
The problem: old school thought and behavior won’t give you the same chance to get. You create luck by being active in social media. Creating expert content in your field and distributing your knowledge as a service to your prospects. The more you’re OUT there, the more luck you’ll create…..or you can just keep making cold calls and handing out brochures.
The Four Most Annoying Habits of Salespeople
Below is a list of habits millions of sales people do that annoy the hell out of most other human beings. If you partake in any of these, please stop. If you don’t, let’s keep it that way.
1. YOU TALK TOO MUCH AND DON’T THINK YOU DO.
In the movie When Harry Met Sally, Harry Burns said to Sally Albright, “You’re the worst kind; you’re high maintenance but you think you’re low maintenance.” I can’t tell you how many new clients have talked for 20 straight minutes on the importance of being a good listener.
My advice: Be quiet. Be quiet. Be quiet.
2. OVERLY ENTHUSIASTIC.
Here’s a conversation at national sales meeting between two territory managers who haven’t seen each other in a while:
- “Bobby Z whasssup dog? Still killin’ it in Hotlanta?”
- “Dude we killed it this year, up 28%! How are things on the left coast?”
- “Same bro numbers this morning had us up 32″
- “…Great! Fantastic! I’m finer than a frogs hair split three ways!”
My advice: You annoy the hell out of people if your energy is too high. Relax bro. Watch the two bulls on a hill story in the movie Colors with Sean Penn…just walk down.
Four New Year’s Lessons For Sales Professionals
It’s always hard to narrow advice down to 3-4 things, but Bryan and Bill did that in this episode. The gist of it is that they see many sales professionals struggle with parts of the sales cycle. And their advice today will help you cope with those things you’d like to improve.
These four lessons are also good for sales managers as they/you continue to work on improving the state of your sales force.
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Also mentioned in this podcast:
- Join our Linkedin Group!
- Newest eBook: A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Have a burning sales question? Click here to ask Bill and Bryan.
- Download the free eBook 20 Rules for Modern Selling
- Click here to listen to past podcasts
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Self Esteem, Comfort Zones and Sales Success
As sales trainers and coaches, we learned early that whether someone takes our information and implements it has more to do with the “inner game” than any sales technique or move. Moreover, we learned that our self-image and self-esteem was at the root of that insight.
Recently, Bill Caskey and Bryan Neale, sat down at The Advanced Selling Podcast with a special guest, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning.
Terry introduces a brief discussion about self-esteem, comfort zones and a tip on how to even know what to work on.
The purpose of this episode is to look at yourself and take action on what Terry recommends.
Also mentioned in this podcast:
- Terry Daniel quotes the book No Time for Tact: 365 Days of the Wit, Words, and Wisdom of Larry Winget by Larry Winget
- Watch Whiteboard Wednesday – A New Sales Web TV Show hosted by Brooke Green
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“WHOOOOO ARE YOU?” –P. Townsend
In this obvious time of reflection prior to heading into a new year, I thought it would be helpful to give you some questions to ask yourself.
- Why am I doing what I do for a living?
- What do I REALLY want to do day after day after day?
- What makes me deliriously happy?
- What do I loathe?
- What am I most afraid of?
- What is my most limiting belief?
- What would happen if I took a risk beyond my current comprehension?
- What thoughts do I have that limit my performance?
- What mask do I wear and why?
- Whom do I know that can mentor me/help me?
- What knowledge do I have that others would love to know?
- Whom do admire? Why?
- What behaviors am I most proud of/best at?
- What behaviors am I least proud/worst at?
- When is this blog post going to end?
Now…use this as a free-flow thought provoker as you travel from place to place and mentally prepare for next year.
Cheers!
