How Jason Doubled His Income

A Case Study of Sales Philosophy and Method

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better. His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Those conversations shamed him – but they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason. A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing. There is NOT. And, worse, he started to question himself if sales was even the right profession. Not a good place to be. As he began to doubt, he lost confidence in his ability. We call this the “doubt spiral.” And it’s ugly.

Results

sales process jason results

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find a peer group to get in. He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight. He was very specific and very open, the first step to getting help and creating change.

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A New Strategy For Lead Generation

The 2X Podcast

Everyone wants more leads, don’t they?

Well, in this episode, Bill shares with you a strategy of how you can generate more leads using thought leadership– and do so in a way that distinguishes you from the masses (of average sales people out there:).

He gives you 5 things you can do RIGHT NOW to advance your thought leadership position in your market.

Be one of the first to get notified when the 2X Quick Start course is released. Get on the waitlist today! billcaskey.com/quickstart.

Also mentioned in this podcast:

 

Taking Action on Selling a Premium Product – Part 3

The 2X Podcast

This is part 3 of our 3-part series on “Selling a Premium Product in a Commodity Market.” In this episode, we deal with ACTION.

What ACTION will you take to command a premium product in your world? This was a Facebook Live broadcast on 03/28/17. The prior three episodes dealt with the other sections of this topic, Getting Clear, and Getting Ready.

If you sell a high-priced product, then make sure you are aware of what goes into the process to get your price.

Take the first step of becoming a better salesperson: Go to http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

 

Also mentioned in this podcast:

 

How Do I Best Communicate My Premium Value When I Face Headwinds?

The 2X Podcast

OK, so you don’t like my headline, huh? Well, I did it because in this episode, I address seven questions that I received following our last podcast.

These questions tell me a story about the kinds of issues sales people face when communicating premium value. And I like to think of the resistance we meet as a ‘headwind.’

I trust you’ll listen to this entire episode for it holds lots of lessons for you, whether you have these specific questions or not.

Take the first step of becoming a better salesman: Go to http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

Also mentioned in this podcast:

 

How To Sell a Premium Product – Part 2

The 2X Podcast

This is part 2 of a 3 part series.

In today’s episode of The 2X Podcast we address the elements of “Getting Ready” to enter the market with a Premium Product Solution.

Find How to Sell a Premium Product – Part 1 here.

Here are the topics we cover:

1. Being able to explain your premium value competently.
2. Being skilled at handling the 5 questions you will get from your prospect.
3. Being able to articulate your difference.

Take the first step to becoming a better salesman! Go to: http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

Also mentioned in this podcast: