Arrogance seems to be a sure predictor of coming loss. I once knew a lady who was in line for a big promotion. She had pretty much counted on it happening. So she went into the last interview and her arrogance shone thru. All the leaders in the room saw a side of her they […]
Lou Holtz, a retired American football coach and an active sportscaster, was being interviewed on radio about bowl games, the NFL and football talent. He said something that I thought was profound; that he sees, “Work ethic as a talent.” He said when he was selecting players for his college teams he was as interested […]
Just as you wouldn’t be quick to quote a prospect—the same goes for your current account. Many amateur sales people think that when a client calls and wants a quote on something that we are in service to them by emailing a quote with no process. Wrong. You owe your client the very basics of […]
I’m sure we’ve all heard that saying, but it’s important because it applies to many aspects of life – interviews, dating, networking and presentations. A few weeks ago, I reached out to a company via email to determine if their services fit our needs. The owner contacted me a few days later and we discussed […]
When a prospect is being painfully reserved and is not sharing much with you, sometimes the best thing you can say is: “How is it that you’d like me to help you?” That one question has enormous power to it because the answer will determine whether that person actually is looking for your help or […]
If you’re a Caskey client and are ready to be coached, or are considering entering into a coaching engagement, this video shares 7 of the most pressing issues you should consider. Bill reviews all 7 and gives you some additional tips so that you can be ready for personal growth in your coaching engagement.
I had a long, tedious discussion with a family member this week end about the difference between COMPETENCIES and SKILLS. As someone who is ‘in the business,’ I suppose I should have been able to rip off a definition of each, but I couldn’t. What did occur to me as we were having the conversation […]
Many of our models in our world are broken, but it’s hard for us to reinvent any model unless we look closer at what it is now. In this video, Bill Caskey explains how the old sales model of “convince and persuade” no longer works. He offers a new way to look at selling and […]
When we have a big presentation, why do we reach for the slide deck? Isn’t it funny how distasteful we find PowerPoints to be when we’re on the recipient end, but how intriguing and inviting they become when we’re the ones giving the presentation? I was speaking with a potential client the other day and […]