When You’re in a Dip, Do These 7 Things

Since I coach people, I’m privy to their psychology. Often, my coaching clients come to me in a bad state of mind. They’re in what I call, “a dip.”

CONFIDENCE-COMES-FROM-CLARITY

Let’s get this straight, the dip is a signal that your state of mind is off. You are out of sync. There is nothing wrong with you. There IS something wrong with the conditions you’ve created. Oh, and something else – I am not a psychiatrist. If your dip lasts longer than a few weeks, probably should get professional help.

But for most of us these few ideas can get is started.

Here are seven ideas I gave to a client who came to me about a month ago. He was a super high achiever, but he wasn’t in the right mental framework, and he felt it.

1. On Outcomes. Stop trying. Stop trying to make friends. Stop trying to get deals. Stop trying to get the outcomes that you believe you deserve. We call this “detachment.” The more emphasis you put on your outcomes, the less likely you are to run the process well. Let outcomes come to you. Go out and be interested in others. Be a good listener. Be curious (which I know you are), but let it happen if it’s supposed to happen.

“Episode #279: Young Salespeople”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
February 23, 2015

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A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth as a gift rather than a curse. What lessons can you learn from young people? What principles can you apply in your own sales career? Veteran sales trainers Bill Caskey and Bryan Neale reveal some of their favorite gifts of youth. From overwhelming curiosity to fresh perspective, young people see the world in a unique way. Whether you are 25 or 65, the gifts of youth can make a big impact in your sales career.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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Always Begin Your Sales Meetings With This

I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you a couple of other ideas on how to make it even better!

7 Tips For Becoming The WORST Sales Person

OK, you caught me on a bad day. You caught me on a day where I don’t really want to give “tips on excellence.” I’d much rather give tips on how to be the WORST Sales Person. That’s right. How can you be mediocre at selling?

NO-VISION-NO-GOALS

Here they are:

  1. Have No Vision & No Goals. Stop with the goal setting. It’s all a scam. You don’t need goals. Just go out and do it, do it, do it. Pay no attention to your personal goals. Your prospect doesn’t care about your goals, so why should you? Just work extra hard. It’ll all work out.
  2. Be Overly Enthusiastic. Just scream louder. Sell harder. Don’t let the prospect get a word in. Why would you. You know what they need already, so why let them tell you. It’s a waste of time.
  3. Spend Zero Time on Your Message. Just allow the prospect to connect all the dots on how your value will solve their problem – or help them achieve their dreams. They’re smart enough aren’t they? Just tell them how great you are.  Tell them how they’d be an idiot not to buy from you. They’ll surely buy – especially if you keep telling them.
  4. See Everyone as a Prospect. If they’re breathing and even, remotely, resemble a good prospect, sell on! You’re just playing the game of odds. At some point, someone will buy. It’s better to see everyone as a prospect because then you get to put them on your pipeline report – and your manager will be ecstatic about all the opportunity you’re uncovering.
  5. Wing Everything. Have no prospect plan. Have no personal business plan. Have no meeting plan. After all, you’ve been doing this for years so why do you need a process? You have your personality! What more could you need?
  6. Forget The Follow Up. You know follow-up is overrated, don’t you? No need to recap what happened in the sales call. Surely, they took notes. It’s just a waste of time.
  7. No More Questions. You have what you have so why do you care about the prospect’s pain and goals? It’s not like you’re going to change your offer based on what they say, are you? No. So ditch the questions.
  8. BONUS TIP: Spend no time at all on developing your self. Forget skill-building. Forget the mental side of selling. Forget working on how to handle difficult circumstances.  Sit back and watch one more episode of “The Bachelor” instead of working on yourself. After all, this is all about your product, isn’t it?

“Episode #278: Sales Ride Along”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
February 16, 2015

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The dreaded sales ride along. No one wants to talk about it…and honestly, no one really enjoys it. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how valuable a good ride along can be.  They’ll share tips for salespeople and sales managers to make a ride along meaningful, not stressful. Veteran sales trainers Bill Caskey and Bryan Neale identify how salespeople should structure the ride along and leverage their manager to build rapport. They also provide insight into the best way a sales manager can evaluate, coach and contribute in this process.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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

The 5 Human Needs Of Your Prospect

We talk a lot about “pain and possibilities” as a formula for selling. And how we must, before we propose, know a little about their buying issues.

But there is more. In this audio, Bill reviews the 5 Human Needs that each of us have – yes, even our prospects. Or should I say, especially our prospects. Listen in as he reviews this and use it in your world beginning immediately!

How Do I Train My Sales Force?

I was oehinking the other day how little time I spend in my posts on the very thing that I have done the last 24 years - training a business-to-business sales force. This post gives you suggestions to get started, whether you hire someone from the outside (like me), or not.

Training-YourSales-Force

The Myths of Sales Training

There are several that need to be debunked first. In no order, here they are:

1. Full Day Programs Are Useful. They are not. Wow. There, I said it. And I actually do one-day programs, mainly to launch a more comprehensive program. But I find that sitting in a room for 8 hours consuming a trainers content is not how adults learn.

“Episode #277: Building Sales Culture (Part Two)”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
February 9, 2015

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What does it take to extend your sales philosophy outside of your organization? Are there simple tactics you can use to influence your peers, prospects and customers? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss ways you can infuse your sales philosophy into people around you. From leveraging resources to creating informal groups of like-minded people, veteran sales trainers Bill Caskey and Bryan Neale will help you spread the word beyond your own company.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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

Taking A Stand

Do you ever feel like taking a stand on something, but the courage just doesn’t come? Or, the courage is there but not the words?

In this audio, Bill relays a story of a sales client who was in a client meeting where he needed to take a strong stand. He’ll share the coaching he gave and what happened.

A Quick Tip On Presenting Internally

Sales people often say, correctly, that their toughest sale is not the one to the customer – but the one that happens inside their company.

The-Toughest-Sale

In my coaching practice I work with a young lady who is the VP Business Development. She had an occasion to pitch her owner a re-branding initiative that was to cost in the tens of thousands of dollars. But, it was much-needed.

Since I know this President well, I told her I didn’t think he’d go for it, especially if she expressed the costs as she was expressing them to me. He needed something more.

This is where most people make their mistake. They load the proposal up with all of the details of the deliverable. But, that’s not what your executive wants to hear. They want to hear three things:

1. What problem does this solve?

Make sure that when you’re pitching a solution that costs money, you begin with the problem(s) the solution solves. A solution should never be in search of a problem. It should appear as the result of the problem. Keep the focus on the pain/problem that you’re solving.

2. What is the back end?

If we purchased this solution, how much will we save or earn directly because of it? Don’t be too aggressive here. Don’t promise the world. Be realistic, but moreover, walk him/her through the numbers. Your President will always ask the question (to himself), “Do the numbers work?”

3. Step By Step Implementation

I read a stat once that suggested over 70% of implementations fail due to poor planning. He knows this. You know this. The rule is that it always takes 30% longer and costs 30% more than budgeted. Consequently, you had better be specific about EXACTLY how this will be implemented to assure/guarantee success.

Finally, the internal sale must be no different than I would recommend to a client. Be honest. Be authentic. Recognize there are many options your owner/constituent has for where they invest their resources. Therefore, don’t be ‘pitchy’ when making the pitch.