The High Personal Cost of ‘Assuming’ a Sale
As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through.
In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude.
That’s when you mistakenly assume you’re further along the sales cycle than you actually are.
You’ll learn:
- How to identify which of these prospects have issues
- What to do about them
Also mentioned in this podcast:
- Subscribe to the Advanced Selling Podcast on iTunes!
- Click here to join our Linkedin group!
- Want more content? Click here to sign up for the Caskey1 newsletter to start receiving videos, podcasts, articles and free eBooks!
- Are you an Accidental Salesperson? Join the waiting list to receive 3 FREE video tutorials! (Click here)
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You’re Working Too Hard
Sales people work too hard. They do so in the name of ‘aggressiveness’. We’re all proud of our TYPE A behavior.
But, wait a minute…why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it?
In this podcast episode, Bill and Bryan give you some ideas on how to see what’s in front of you and how to harvest it.
Also mentioned in this podcast:
- Return on Relationship [R.O.R]: The New Measure of Success by Ted Rubin
- Want us to play your shout-out on the podcast? Send a video or an audio piece to Jillian at jvanarsdall@caskeytraining.com
- Join our Linkedin group for daily discussions and networking with other sales professionals
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The Power of Pain
I’m a huge fan of rap. From the days of Sugar Hill Gang to Whoodin to Slick Rik, Kirtis Blow, ll, Run, Marshall Mathers, Dr. Dre, Snoop, Nwa, Luke Skywalker…..you get the picture. I love the rhythm and rawness that comes along with a good ‘Lil Wayne song or a Pitbull club mix. Simply put, I’m all in!
What I’m most intrigued by though are the stories of many rappers who grew up with absolutely nothing in neighborhoods that would make most of us break into a million pieces. Drugs, gangs, poverty….not the typical success creation environment one would think.
So what’s the lesson here? Why is someone who grows up in a condition most would find unbearable, able to become so successful?
The answer: PAIN
In most of these scenarios, life was a complete bitch. Fear. Violence. Abuse. All situations that create immense plain in human beings. Therein lies the secret: pain creates greatness. And it is with this pain that most of these artists found their proverbial “way out”. They channeled their pain into a motivation most of us will never know. You don’t just wake up and become Snoop Dog.
- You dream.
- You practice.
- You sacrifice.
- You network.
- You talk to yourself.
- You find yourself.
- You take incredible risks.
- You burn the boats.
- You don’t turn back.
- You work your ass off.
- You ask for big money.
- You deliver.
- You study your craft.
- You produce…….then you sell 20,000,000 albums. FO shizzle.
So how can you use this?
Most of you reading this are not in pain. Far from it. You’re likely middle class, making above average money and already have your college degree. You must, therefore, make your own pain. You have to find your own painful motivation if you want to truly transform your results. This is one of the hardest things to do. But it’s certainly worth a conscious effort.
Here’s to hurting.
What Is An Optimum Sales Process?
A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world, but we like to keep things simple so we give you what we recommend to our clients.
Much of what you hear here can be found in Same Game New Rules (www.samegamenewrules.com). Yes, we know that the very word “process” can be tedious, it’s still important to have one. Because we all know what happens when you don’t have a good process. You default to the prospect’s process.
Also mentioned in this podcast:
- Join our Linkedin group for daily discussions and networking
- Visit SameGameNewRules.com to learn more about the eBook and watch the video “Do You Make These 5 Mistakes?”
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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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