On this episode of The Bill Caskey Podcast, Bill takes a recent question he receive from a client and goes deep. The question was, “I understand I need to stay detached in the sales process, but how do I do that when I need the business.”
Whether it’s quota or income we all get in a position where it feels like that, WE NEED THE BUSINESS. On this episode Bill will give you the 3 steps to creating the conditions where you can be FREE.
I received an email recently from a listener who was in distress. His email was very similar to a lot of emails that I receive from people who are looking for help. He’s starting a company but he’s having a hard time remaining detached from the deals he’s working on and he’s far from having an abundance mentality.
On this week’s episode of The 2X Podcast, I’ll give you some ways you can implement both Detachment and Abundance in your world, no matter what stage you’re in. Whether you’re starting a company or starting a new career, you can maintain both of these principles, and I’ll tell you how!
Send Bill a voice memo with a question to [email protected] to have him answer it in an upcoming episode.
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.
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.
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.
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?
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.
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.”