Three Tips That Will Improve Your Mindset Right Now

/in , , , , , /by

I’ve heard many authors say that once they write a book, they never look at it again. That is definitely not me. I wrote Same Game New Rules over 12 years ago, but I still refer to it when I want to create content for a blog or to offer people useful advice.

I often find myself referring back to Chapter 20 in Same Games New Rules. This chapter is one of my favorites because I discuss the laws of money. It is vital that you understand the laws of money if you want to improve your work ethic and your mindset.

Law #1: The less you care about money, the more you’ll make.

When you become needy of money or business, you push away the very people who can help you. If you approach your client with more interest in solving problems than getting money, and the client is someone you can and want to help, you’ll automatically attract more business and money to you than you ever thought possible.

Law # 2: Push your clients too hard and their money will leave with them.

Your goal should be to create an environment in which your client pulls you along. The optimum strategy is to have your prospect selling you on why he needs you. On your first call, simply lay out your intent with a non-threatening, servant-like attitude.

During this time, resist the temptation to close the deal. Even when you know you can help, continue to explore options with your client, allowing him to pull you along. Never get more excited than your prospect.

Law #3 If you trap your clients, they’ll run.

When you pursue a sale in the traditional way, you, in essence, stand over your client, trapping them so that it is nowhere for them to go but out the door. Your goal should always be to leave your client an escape hatch.

If you have found these tips useful, click the button below to check out the full version of Same Games New Rules.

LEARN MORE ABOUT SAME GAME NEW RULES

Episode #498: How To Prospect When You Are Burned Out

/in , , , , /by

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren’t going well.

The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.

On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-05-07-498_BurnedOut.mp3″ title=”Episode #496: Paradigm Blindness” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

When Deals Drag On, You Must Change The Game

/in , , , /by

I had a call today from a client who was struggling to keep a deal moving.

That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it?

What was unusual is the prospect always agreed to see James when he called, BUT nothing moved.

Lots of social visits – but no movement. Been there?

And James was getting fatigued.

He had to keep telling his manager that the deal was still alive. But his manager was growing skeptical, as he should have been.

What He Did

With a little of my guidance, but most of all his ‘detachment’, he made the move. Here’s what he told his prospect: Read more

Episode #496: Paradigm Blindness

/in , , , , /by

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness.

We all have a certain way we do things and we become locked in to those ways. We become blind to change and don’t consider other ways to achieve greater success.

Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-04-23-496_ParadigmBlindness.mp3″ title=”Episode #496: Paradigm Blindness” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #495: The Dreaded Commodity Dungeon

/in , , , , , /by

On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.”

The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.

The customer sees the same things from other vendors, but doesn’t see the uniqueness and differences, and it’s up to you to decide how to portray them.

The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-04-16-495_Commodity.mp3″ title=”Episode #495: The Dreaded Commodity Dungeon” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #491: What’s Next In Your Career?

/in , , , , , /by

In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wonders whether he should take the leap or not.

The guys expand this question a little bit away from the specifics of this to where are you going with your career?

What are some of your options moving forward?

Do you ever get down to the end of the day and say, “Is this what my life is going to look like forever?”

The guys give you some thoughts on how you can start thinking about advancing your career or the next stop for you, in case the one you’re in isn’t working out so well.

If you have a sales question you want answered on the podcast, email us a voice memo to [email protected]

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-03-19-491_WhatsNext.mp3″ title=”Episode #491: What’s Next In Your Career?” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #490: Internal Corporate Drama on the Sales Team

/in , , , , /by

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC’s question revolves around the issue of how to handle territories that don’t always lend themselves to clean delineation.

The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues.

If you have a sales question you want answered on the podcast, email us a voice memo to [email protected]

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-03-12-490_Drama.mp3″ title=”Episode #490: Internal Corporate Drama on the Sales Team” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

I’ve Never Achieved Quota

/in , , , , , , , /by

This week on the 2X Podcast, Bill gets a letter from a listener Matt who writes a poignant and honest email about his career. He’s been struggling with achieving a quota and feels a bit like a fraud at times.

Bill gives Matt 5 things to consider when struggling with such a topic.

If you have a question you’d like answered on the podcast, email me at [email protected]

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/the2xpodcast/2xP_03-08-17.mp3″ title=”I’ve Never Achieved Quota – Am I a Fraud?” artist=”The 2X Podcast” image=”http://billcaskey.com/wp-content/uploads/2017/02/2XPodcast-SPP.png” color=”#a89432″ background=”#33343a” social_linkedin=”true” social_email=”true” ]

Episode #489: Don’t Be a Victim

/in , , , , /by

If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren’t aware of it.

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality.

When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it if you have.

If you have a sales question you want answered on the podcast, email us a voice memo to [email protected].

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-03-05-489_Victim.mp3″ title=”Episode #489: Don’t Be a Victim” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]