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When Things Get Tough

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What do you do when things get tough?

We all go through difficult times, but sometimes, those periods of woe are quite serious.

In sales, you may lose a big deal that you counted on. In leadership, one of your top execs might have just resigned. In the financial game, the big deal you banked on went belly-up.

In this episode, Bill reviews some ideas on how to get out of the doldrums if you find yourself in them.

Also mentioned in this podcast:

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Can a checklist save your life?

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This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.”  Does the name Atul Gawande ring a […]

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Episode #411: Mindset Tips from a PGA Golfer

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advancedsellinpodcastgraphicbootWhat do golf pros know about sales training? You may be surprised by the overlaps in mindset principles.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro.

Do you struggle to avoid your subconscious taking over your mindset?

Are you practicing reps to help get your mind right?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process.  You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself.

Also mentioned in this podcast:

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Old Model vs. New Model

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Sometimes our success has less to do with our actions – and more to do with the model that we use to see our opportunities.

The 3 Conflicts

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It is said that great leaders are effective when they can remove all impediments to success. In your personal affairs, there are three conflicts that might be roadblocks to your ultimate success.

Mindset and Mechanics

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A client of mine, after a two day event, asked me to summarize all 16 hours into one page. I’ll do better than that. Here it is in two words.
 

3 Tips On Selling A Premium Product in a Commodity Market

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A few years ago, I did a Webinar called “How to Sell A Premium Product in a Commodity Market.” It was one of our best attended webinars we’ve ever done.

Lots of interest in the topic – and I believe I know why.

In this article, I want to update some of the content and give you a couple more ideas.  I picked this topic because it is an ongoing area of concern for sales people – how to sell a premium product into a market that sees price as THE main driver.

Why it’s so tough.

Think about it. We live in a “price leads” society. Advertisers have led us on a race to the bottom by the constant drumbeat of, “Lowest Prices In The Industry!” Or, “We’ll Beat ANY Price!” I know you’ll say, “But I’m not in the retail game.” No, you aren’t. But do you see the attitude that they’ve placed in the minds of buyers?

So the context is that even though your buyer might not jump to “What’s your price?” they certainly have it on their radar.

Here are four notions that I suggest you consider as you extract yourself form the “commodity dungeon” where the only important issue is price:

1. Position Your Self Properly.

Interesting thing about positioning is that it’s not just about what you say – it’s about how you say it. Sales people spend so much time concerned with the “what” and ignore the “how.”

And that’s wrong.

Regardless of your word choice (you’ll have to decide that), the essence of your message should be centered around ‘the types of problems that you solve.’ That’s right – no enthusiastic sales pitches about how great you are – or how smart your team is. None of that.

Frame your ‘premium value’ around the pains and problems that prospects face. Some of those problems they know they have. Some they’re oblivious to. But either way, begin the conversation there.

Be a problem solver not a product seller. There is a trap waiting for you. The prospect sets it and you fall right into it. It happens when the prospect shows interest and you default to “the pitch.”

Instead, when your prospect shows interest in the types of problems you solve, refrain from pitching the product and spend more time diagnosing what that problem means to him. This one thing can do more to change your position (in the prospect’s mind) and help them see that your premium fee is worth it.

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