You Want To Hear No At The Right Time!

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“It’s OK to say no”- a feeling.  When we’re coaching people to execute the up-front portion of our selling philosophy where we tell the prospect, “It’s OK if there’s no fit here.”

We sometimes run into the lack of skill in delivering that message.  What it often seems like is a string of words that are only logical and not emotional. Instead, your mind should be thinking, “I really don’t want this prospect if they don’t have a problem, if they don’t have the money, or if they aren’t willing to invest it to fix the problem.”  When you think about it that way, it becomes more than mere words.

Plenty of Expertise Right In Front Of You – But You Have To Ask

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Go interview a successful person and question their philosophy. I don’t mean question it as in ‘challenge’ them on it. I mean interview them to see how they think about:

  • Success
  • Other people
  • Their value
  • Their market
  • Their skill level

When you inquire as to another’s philosophy you will learn the core essence of why they’re successful. Take notes, feed it back to them. Try to understand a deeper level of success.

Flattery Tells Me You Don’t Really Care – So Stop

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 Superficial flattery gets you nowhere. In fact, it might set you back a few paces.

We sales people have been taught to say something nice…to flatter prospects. But if it isn’t sincere, then don’t say it. We all have the BS detector running at all times. And at no time is it the loudest than when we hear those patronizing compliments.

-B. Caskey

‪How To Write Emails That Get Action‬

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We tend to write emails in the state of ‘need’. Think about it…

  • Trying to get an appointment.
  • Trying to advance a deal.
  • Trying to your get point across.

But that’s not a resourceful strategy.

In this video, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, gives you the framework to use for ANY email you might write to a prospect or your client.

You can learn more tips on how to write emails to a prospect or your client at: ‪http://emailitsellersguide.com/‬

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We Get Stronger With Resistance

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Our strength grows out of our weakness. Out of resistance. This is a bit of Emerson (Law of Compensation) for the uninitiated.

Emerson believed that it wasn’t until we were ‘pricked and sore‘ that we got busy changing our behavior. That we get stronger with resistance.

And that to “sit on the cushion of advantage” means to go to sleep.  And when we’re asleep we’re not growing.  We’re dying.

‪How To Write An Email To A Prospect That Doesn’t Know You‬

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The biggest problem when writing an email is your ‘state of mind’. This is the MOST IMPORTANT THING to consider as you craft emails.

One of the frustrating scenarios is introducing yourself to a person you’d like to meet with. In this tutorial, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, walks you thorough a very tactical framework to craft this important email.

*You can learn more tips on how to write emails to a prospect or your client at: ‪http://emailitsellersguide.com/‬

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The Role Fear Plays In Selling

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Sales managers know that it’s the little things that get in the way of a salesperson being successful.

And we often talk about the little things in our video series. But today, a not-so-little thing that gets in the way. Fear.

In this video, Bill looks at the places ‘fear’ shows up and the impact it can have on a salesperson or sales team.

Listening Is A Key To Wealth. Which Is Why So Few People Are Wealthy

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“We have two ears and one mouth so we can listen twice as much as we speak.” –Epictetus. 

I know we keep coming back to this whole ‘listening’ thing, but it’s twice as important as talking. Yet, when is the last time you met with your team to talk about listening? Probably seldom.

Instead what we do is talk a lot about:

  • How to present
  • How to pitch
  • How to handle objections

Next time you meet as a team, spend 15 minutes on good questions to ask. Then go do it.

3 Tips On How To Write An Email To A Prospect & Things You Should STOP Doing Now

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Sales people have a tendency to blame everything on those lousy prospects. But is that true?

In this episode of Whiteboard Wednesday, Bill Caskey rants about about a sales person he met at a game last week. This guy was a real ‘moaner.’ He asked Bill, “Why aren’t these prospects returning my emails or phone calls?” Bill shares with you his response.

In part two of the video, Bill offers an email template that can work in almost all situations.  He claims:

“We tend to write emails in the state of need and that shapes what we say and how we say it.”

**You can learn more tips on how to write emails to a prospect or your client at: http://emailitsellersguide.com/