From Riding The Bench To Starting The Game–A 10-Point Plan

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I hear this a lot in business. People want to start in the game for their company…yet their boss keeps them “on the bench.”  They may want to get access to the larger account…or make more money…or get more responsibility…or get that promotion. Whatever “starting” means to you is fine.

But, it amazes me how most people go to their manager with a demand: “Play me!”

Think about the arrogance of that. Instead, it seems to me that if someone is riding the bench and wants to start they must realize some facts. (I write this in sports analogy—and if you have a son/daughter who is not getting as much “playing time” as they’d like, give this to them. It all applies.)

  1. Most coaches believe that who they’re playing is in the team’s best interest. Even if they aren’t playing the best people, they have a reason—and that becomes their belief.  (Resist thinking there is some conspiracy theory to keep you on the bench.)
  2. Every team has VOIDS in their line-ups that need filling. No team is perfect. Sports teams have voids all the time. Sometimes you have to look for them.
  3. That to play, the coach must see you as a bigger contributor in the lineup than the players he currently has in. Pretty simple concept, but one that is missed frequently. Read more

Sales Action And Running Prospect Meetings

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Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page.

And Bryan Neale rants a little bit about his fat wallet (except for there’s no money in it….only receipts). The essence of this rant has to do with taking action.

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What Happens When The Prospect Tries To Derail You?

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In this episode, sales trainer Brooke Green relays a story of how she – the actual sales chick – almost allowed the prospect to drag her off track in a big sales cycle. She’ll share with you sales lessons she learned, how she righted the ship and what she did to get the sales process back on track.

Also, Bryan Neale shares with you his sales-God-meditation thoughts about the topic of ‘market abundance’ and how that impacts your sales attitude.
You won’t want to miss this.

And Bill? He’s relegated once more to the mere “introducer” role, a role he doesn’t seem happy about.

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USA Womens Soccer – A Lesson For All Sales People

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Loved the watching the Gold Medal game of World Cup soccer yesterday. Really not much of a soccer fan but must admit was glued to the TV for three hours.

And, somewhat disappointed by the outcome….. Read more

Interview An Expert

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Interview an expert.

That’s right, purchase a $100 piece of equipment that you can record on the phone (or do it by SKYPE…it’s free)

  • And ask them questions about the industry you’re in.
  • Ask them about their vision for the future.
  • Ask them what they see as trends in your business.

Then, put it on your channel.

By interviewing experts, you re-classify yourself as an expert.

-B. Caskey

Skills For Your Future

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What are the skills that you will need to excel? Not just survive but excel? You should be doing this exercise once a year because skills change. It used to be that sales people did not need to know how to write, so copywriting skills were optional. Not anymore.

What other skills are required for your future business that you’re a little weak on? Now, go to youtube and search on those skills with the key word “tutorial” after. Then, spend 5 hours on each of the skills you identify. Watch what happens.

-B. Caskey

Take Note of The Things That Speak To You

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Read and make note of those things you read that really speak to you.We might read a 300-page book…and see only 3 things that spoke to us. That’s fine.Take those three things and try your hand at writing about them.

You learn more when you write about something.

  • Why did they speak to you?
  • What will you miss by not adhering to those lessons?
  • How have those lessons shifted “how you think?”

-B. Caskey

Demonstrating Empathy

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Not many of us practice empathy. Our work with Hogan Assessments indicates that 80% of us have an “empathy deficiency.” Does your leader empathize? Probably not. But you can’t complain if you don’t practice it either.

Next time someone tells you something, don’t change the subject. Dig deeper. Ask them their feelings about the topic. And ask them “why” they feel that way. Don’t pry into their personal matters—just care enough to ask the next logical question. It’s profound what you’ll hear.

A System Of Ideas

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Have a system for fleshing out ideas. Great ideas, if not written down, disappear.  Make it a habit to acknowledge your ideas by giving them the respect of writing them out. Great authors will tell you that the ‘very act of writing about something makes it more real.’ So give your mind some respect and flesh through some of your ideas.