Agenda Setting

“You’ll either be part of your plan or part of someone else’s plan.”

There is very little Agenda making going on, yet it is one of the most important parts of the Sales Process. An Agenda should include what you would like to accomplish as well as what the prospect would like to accomplish. Make place on your agenda for their agenda.

The Stress of High Achievement – Observe the Shmita

Can year after year growth wear teams out?

Relax

Just got off the phone with a client who has experienced unbelievable growth in the last 5 years – I mean 25%/year – in a $15,000,000 firm.

He just gave everyone the numbers for 2015 and then called me saying, “My people seemed stressed.”

Rightfully so. Twenty five percent (25%) growth on revenues of $1,500,000 is a whole lot different than 25% on $15,000,000. And if the growth percentage stays at 25% every year, you will have issues.

My Simple, Biblical Answer
My answer was simple: “On the 7th day, God rested.” Or, as my Jewish friends would say, “Observe the Shmita.”

“Episode #280: Closing the Sale”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
March 02, 2015

advancedsellinpodcastgraphicbootEvery single salesperson on the planet wonders how they can be better at closing. While there’s no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special episode.

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 us 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:

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

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

advancedsellinpodcastgraphicboot

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!