Lost Journal (Part I)
Comfort Zones come to visit us, but stay to enslave us. Caskey writes about a journal entry from his own personal journey.
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Insurance Sales People–Uggh.
Caskey tells of his experience with an insurance sales person. Is it true things haven’t change in that business in 50 years? Yep…
Your Knowledge. Your Value.
I was reading an excellent book by Tim Sanders called, Love is the Killer App. In it he talks about the value that you bring people, personally and professionally. For so long we’ve been talking about “communicating value.” I still believe that in professional sales it is the “difference maker” between the elite sellers and […]
Talking To CEO’s
The Universe has a funny way of working. It seems to have the attitude of, “I’ll allow it to happen when it’s ready to happen.” We see this in all phases in our life. We really want something—really bad. But we don’t get it. Then later, we realize we really didn’t want it. What if […]
Check Out Your Selling Language. Is it Empowering You?
We did a role play the other day in one of our clients. I was looking for language (the words sales people used). After the exercise, the group got into a heated discussion about the language of the new selling philosophy. We then made a list of the words of Selling in the 1900’s. And […]
Your Value Is All You Have
(As sent out in our October New Rules Newsletter) Your Value Is All You Have–How Competent Are You At Expressing It? I was looking through some old training handouts … and came across one called “How To Express Your Value.” Although I don’t have space here to review the entire module, there was one part […]
Indicators There is Something Wrong With Your Business Life
We’re producing a program called The Elite Seller on November 9-10 in Indianapolis. This is a post I did for our Faculty Resource Blog site. Thought it had appropriateness for all subscribers to this as well. ===================================================================== Thoreau said “most men live lives of quiet desperation, and go to the grave with their song still […]
It’s Never Price!!
In my observation of sales people, I’ve come to the conclusion that everyone falls on a continuum between highly skilled professional and poorly trained amateur. The people at the latter end of that scale are not bad people–they are just badly trained. And nowhere does it become more apparent than when the sales person talks […]
Podcast Guest Famous!!
Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He’s a friend of ours who has been on our podcast, The Advanced Selling Podcast. Here’s the link: http://www.nytimes.com/2006/08/20/jobs/20advi.html?_r=1&oref=slogin. While not a big fan of Times political stance, I do admit I get Sunday version and Kevin’s input was well done. His comment […]