Your Buyer Is Motivated By The Simplest of Things

/12 Comments/in , /by

My eyes glaze over when I read psychology texts about motivation. There is rational v. irrational. Intrinsic v. extrinsic. Natural v. organic. Throw in some “incentive theory” and you have a bowl of sh** soup. All very confusing (to my simple mind).

How To Make Selling Simple

Since most of us are in the business world where we are on a daily mission to share ideas, solutions and plans, it makes sense to go back to the simplest of elements that your audience is really motivated by: Pain & Pleasure.

As a sales trainer and leadership coach, my role in life is to bring clarity to people so they can excel at their careers. I have found this simple pair of words to be monumentally important. Read more

How Does Your Self-concept Influence Who You Call On?

/in , /by

The following article addresses some of the points that will be contained in an upcoming webinar called how to call the right person.

If you’re interested in seeing the video about the webinar click this link.

OLStip1

Self-concept is defined by Webster as: the set of beliefs or ideals one has about oneself.

Even though most sales trainers teach techniques and strategies of how to get to the right person inside the company parentheses see calling on the VIP and parentheses, I believe it has more to do with who you believe you deserve the call on which gets back to your self-concept.

 

Read more

When Do You Review Your Sales Call?

/in /by

How many times have you been on a sales call and neglected to review the call right after it happened? Actually, a better way to ask that is, “Have you EVER stopped right after a sales call to review the results – either with yourself or with someone who accompanied you?” I wouldn’t say it’s difficult but I would say it’s seldom done.

One of my favorite authors right now is Daniel Coyle, The Talent Code, and he talks about the best time to review your performance. You guessed it, it’s right after the performance.

jack-nicklausHe tells the story of Jack Nicklaus, the famous pro golfer, who said the best time for learning how to improve his game was in the hour right after day’s tournament round.

He felt like it was at that time, that everything was fresh in his mind. Even though he was tired, he made himself do it.

It gets back to the attributes of the high achiever:

They are willing to do the things that few do – even when they don’t feel like it.

So the next time you have a sales call, regardless of whether it goes well or not, take 15 minutes and review exactly what happened. You’ll be amazed at that moment of insight.

Caskey and Friends Debut

/in , /by

On June 27, we’ll be hosting a program called Caskey and Friends. It’s really a time for us to share some of the strategies that are working for our clients in helping them grow their business.

Yes, I know if you’re not in Indianapolis there is no way to get access to this, although we will be recording the sessions. But if you are close to Indy, tickets are free and I encourage you to click on the link below which takes you to the sign-up page.

CASKEY AND FRIENDS - LEADERSHIP EVENT INDIANAPOLIS, INDIANA

We selected four speakers, Chip McLean, Brooke Green, Bryan Neale and myself to tell a little of our story that might help others to use lessons in growing their business.

Just to be clear, this is not actually a training session where we’ll be doing role-playing or discussion. There will be some audience interaction, but this is mostly a time for you to sit back and take in personal growth.

It’ll give you a chance to hear from four people who do this work full-time. If you’re interested in coming or in merely seeing what some of the topics are click here and it will take you to the sign-up page.


Don’t Call on Them Until You Know How To Talk to Them

/in /by

Not a day goes by in our sales training and coaching business that a client doesn’t approach us with this question, “How do I get to the CEO?” I heard that very question yesterday from a brand new client who sells technology services – traditionally calling on IT managers and CIOs.

Five years ago my advice would have been to craft the message that you wanted to communicate, network to that person, then make a cold call. But I think now all of that is premature.

Because unless you are speaking the language of the CEO – CIO – CMO – C00 – then you will waste your time – and theirs – in making that call.

So my advice to my clients is this: Read more

Now Here’s a Thank You Note

/in /by

Attention: All adults who still think it’s corny to write a thank you note.

Here is a thank you note I just received from an intern candidate who didn’t get the job. I thought you’d like to see what a real thank you note sounds like. Remember, this kid is 19.

_______________________________________

I just want to write to you and give you my formal thanks. Your recommendation of my name to xxxx is extremely flattering. You were very professional and respectful with our interview and phone and email conversations. I mainly appreciate that you took me seriously and that, despite my age, you gave me a legitimate chance to potentially work for you.

To update you on the internship xxxx referred to: I did not land the internship unfortunately. It is disappointing, to be sure, but my head is still up! I will surely find something this summer. Once again, I cannot express the degree of my gratitude toward you and your willingness to help me. I sincerely hope the project this summer excels and that your summer is fantastic. Have a great day, Mr. Caskey.

Sincerely,

AW

_______________________________________ 

 

 

When It’s Showtime, Will You Be Ready?

/1 Comment/in /by

“All the world’s a stage and all the men and women merely players.” – Shakespeare, As You Like It.

Last week, I was coaching a salesperson who was getting ready to give a talk in front of 20 VPs of Marketing, his target audience. I asked the question, “What are you going to present to them?” His answer was, “I’m just going to give them a little thumbnail of our company.”

As he told me more about his presentation, I could see this was a recipe for failure. I was afraid that he was going to discount the company value by merely giving a “thumbnail” of it. His was in danger of diluting his company’s value.

And I was afraid it was going to sound like every other presentation that audience will hear over their lifetime.

What Is Your Showtime?

Recently I had a chance to attend The Story Warrior Workshop in San Diego presented by Bo Eason. Read more

5 New Ways To Think About the Selling Profession

/in , /by

I wake up nights thinking about why I so detest the idea of ‘convince and persuade’ in the sales process. In fact, Bryan Neale said in a recent podcast, “No place in selling for persuasion or convincing.”  A bold statement, yes. But one I agree with.

So why is it so detesting to me?

I think I’ve always felt like persuasion and influence are something you do TO someone, not WITH someone. When a salesperson comes back from a sales call, the sales manager typically says (or thinks), “Did you convince them to use us?”

Or, if he doesn’t actually say that, it is an understood question.

And so begins the spiral of “doing it TO someone.”  Even the very word “SELL” is an active verb that implies you are doing it TO another person.

So let’s try this another way…

Instead of thinking, “How do I persuade, convince or influence someone?” let’s ask the question in another, more passive voice:

“What do I need to do so that the person becomes persuaded, becomes convinced, becomes influenced by me so they make the decision that they want to make?”(Not the decision I want them to make.)

I think if we use the passive verb of ‘become persuaded,’ it’s much more positive and powerful than it is to do something TO someone – as in the active voice of persuade.

Here is a list that I’ve assembled of the things I think you can do to help the prospect become persuaded. 

1.) Be sincerely curious and interested in their issues.

How many times have you been called on by a salesperson that is only interested in your issues in as much as it will lead to a sale for them?

  • Old Persuasion: Seller is interested in prospect because prospect gives them money.
  • New Persuasion: Seller is interested in prospect, whether they give you money or not.

2.) Fully understand the kind of pain they’re feeling.

The fact is that your solution probably solves a problem of some kind for most clients.  Even though we can suggest that “every client is different” (naturally, we don’t want to assume anything), we also have the luxury of experience in our businesses.

For example, in the sales training and coaching business, there are but a handful of problems that arise that we can help people with.  And we know what those are going in so that we can spot them when they become issues.

  • Old Persuasion: Seller pitches and convinces the buyer.
  • New Persuasion: Seller seeks to understand the prospect.

3.) Understand the economic impact of the problem.

A person can become persuaded pretty quickly if they discover, through your questions, that the problem is costing them $1.5 million per year.  If they come to that conclusion, you don’t have to be very “persuasive” or “convincing.”

  • Old Persuasion: Justify your price.
  • New Persuasion: Give attention to the cost of the problem-let them justify your price. Read more

3 Reasons You Should Share Your “Why” with Customers

/in , /by

You’ve probably seen the TED talk with Simon Sinek on the Golden Circle.

He discusses the fact that all of our businesses have an outer circle of “what” (what do we sell or do), the mid circle, which is the “how” (how do we do what we do and is it distinguishable from anybody else who does what we do), and an inner circle is the “why” (what is our purpose for being in business, what attracted us to this business in first place, why are we so passionate about our work).

Simon’s premise is that our customers buy the why we do what we do just as much as they by the how or the what.  And yet, most of the time the why is the last thing we talk about with our customers or prospects.

I believe there are three reasons you should get very clear about the why in your business.

1.  It helps you with your own motivation. 

It’s hard to get up every day and do what we all do without the why behind our actions.  And I think it’s better if the why is about the customer and their business and the work that you do rather than just the income you make.

In other words,”I get up every morning to do what I do so my kids can go to college” is really not relevant to your prospect.

2. The thinking through of “why “do you do what you do will help you communicate your value in a better way.

It will set your inner game right so that you’re not as vulnerable in tough, tight situations.  My sense is that if we operated on a belief of a “solid why” then we’re not as apt to deviate from our process and take some of the crap we take in the market. We will hold firm on our process and our price. Read more