Are You an Amateur or a Pro? Here is a Simple Checklist

I’ve been reading a lot of Steven Pressfield lately. He’s written a couple of books that are really good – namely “Turning Pro” and “The War of Art.”

The-Pro-Understands-THE-MIND-is-where-results-begin

If you’re a client of mine, I’ve probably sent you one of those books to help you grow your business. If you’re not a client, then I urge you to go to Amazon and purchase them both immediately, especially if you are interested in creating a new future for your business.

Most of the readers of my blog are sales or business development people and I thought I would create a very simple five-point checklist to help you assess whether you’re an amateur or a pro (or whether you have amateurs or pros working for you):

“Episode #275: Successful Salespeople”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
January 26, 2014

advancedsellinpodcastgraphicbootHave you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up?  It starts with philosophy, messaging and embracing your role. In this week’s episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional.

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Are You In Your Element?

Sir Ken Robinson wrote a book called “Finding Your Element” that I recommend to all sales leaders I work with. You can find it here.

Element

 

FindingYourElementThe essence of it is that all of us have that specific area that we are uniquely competent in. (Dan Sullivan, The Strategic Coach, calls it your “unique ability.”) Robinson says it’s where “natural talent meets personal passion.”

This notion came to mind recently, when I watched a series of sales presentations given by a sales team. They were presenting their 2015 Business Plans, which by the way, is an awesome way to give people practice at presenting as they work through plans.

I see the mistake lots of sales leaders make which is putting people in roles where they fail to use their element. While impossible to spend 100% of our time in our element, it’s useful for leaders to do a quick assessment on each of your people – to see where their strengths are.

And then ask the question: Are we using him/her in the best possible way? 

And if not, what do we need to do to make sure they are spending more time in their element?

In my coaching practice, I often get asked to turn someone into a top sales performer. But if it isn’t their element, it’s a waste of time.

So do a quick survey on your people and come away from that with a plan of emphasizing people spend more time doing what they’re naturally great at.

“Episode #274: Fulfilling Sales Jobs”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
January 19, 2014

advancedsellinpodcastgraphicbootWhy do people leave their sales job? What’s the difference between doing the minimum expected behaviors and exceeding quotas and expectations? In this episode of the Advanced Selling Podcast, Bill and Bryan share the reasons why fulfillment is the most important aspect in high-performance sales. As a salesperson, you’ll learn how to motivate yourself and create your own fulfillment. As a sales manager, you’ll hear tactics for keeping your entire team fulfilled. Veteran sales trainers Bill Caskey and Bryan Neale offer expert recommendations to change the way you achieve excellence in sales and sales management.

Also mentioned in this podcast:

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“Episode #273: Sales Relationship Building”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
January 12, 2014

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It’s a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan ask listeners to start thinking about their clients in terms of relationship value. It’s the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead.

Also mentioned in this podcast:

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“Episode #272: Sales Mindset”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
January 5, 2014

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Happy New Year! What’s the single greatest roadblock to your success in 2015?

It’s your sales mindset. Veteran sales trainers Bill Caskey and Bryan Neale share some quick tips and strategies to evaluate your current mindset, update your thinking and change your sales beliefs. As you shape your outlook for the new year, you’ll need to think hard about your role as a sales professional. Get this wrong and everything else will be wrong too. In this week’s episode of the Advanced Selling Podcast, Bill and Bryan share examples from their clients and questions from podcast listeners to help you get perspective on your sales mindset.

Also mentioned in this podcast:

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“Episode #271: How To Follow Up Without Being Desperate (Replay)”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
December 29, 2014

advancedsellinpodcastgraphicbootIn this week’s episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too!

Here’s to you in 2015!

Also mentioned in this podcast:

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“Episode #270: The Habits of High Performers (Replay)”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
December 22, 2014

advancedsellinpodcastgraphicbootIn this week’s episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too!

Here’s to you in 2015!

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

“Episode #269: No Show Sales Appointments”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
December 15, 2014

advancedsellinpodcastgraphicbootThere’s nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They’ll uncover the warning signs prospects give. Finally, you’ll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download