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Selling By the New Rules

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In this episode, Bill shares the story of his client Alan, a medical device sales rep who was converting only 15-18% of prospects.

By implementing three simple but powerful rules around his role, handling “no,” and following a sales process, Alan doubled his closing rate to over 35% within six months. Tune in as Bill outlines these three transformational rules that enabled Alan to reinvigorate his sales approach.

Whether you’re new to sales or a seasoned pro, this episode provides actionable tips to boost your productivity and exceed your goals in 2024.

If you have big goals and want to grow your income this year exponentially, get on the waitlist for our brand new program, “The Million Dollar Seller.” Go here to save you spot now, https://billcaskey.com/milliondollarseller

Subscribe to The Bill Caskey Podcast to get this delivered to your phone weekly!

 

When Deals Drag On, You Must Change The Game

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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

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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What an Economist Can Teach Us About Selling

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This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen.

Sounds a bit mysterious, doesn’t it? Well, it is.

In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). I suggest you read it if you’re interested in public policy or in human behavior.

Hazlitt’s premise was that economists seldom look at the long term consequence of a government action. For example, if the government spends $1 trillion on make-work programs, it all sounds great on the surface. People go to work. Everyone’s happy. Or, are they? Read more

The MOST Overused Term in Business Today

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This is the fifth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of Value.

Anyone else get annoyed when a company drones on and on about their “value”? You’ve heard all the iterations of this: Value Add. Value Proposition. Value Statement. 

Usually it means something like this, “We bring value – and if we talk enough about how much value we bring, then it’s likely you’ll begin to believe it.” 

Well, that’s not good enough today.

I’ll share a new way to look at “value” so you can change the rules of the selling game. As I’ve done in each article in this series (click here to read the other articles), my sole aim is to help you change the entire dynamic of the buyer/seller process.

If you do it right, you’ll be the prize that others will seek. Wouldn’t that be nice? Well, it’s possible, if you read this series and begin to ACT. Read more

Stop Trying to Get Customers to Make a Decision

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This is the third in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of Decisions.

Remember the good ole’ days when you were trained to ask the customer, “Who makes the buying decision on this?” (Or, some version of that.)

Well, that implied something very obvious – but wrong.

That implied that it was THEM (or someone at their company) making the decision, not you.

We also used elaborate metaphors like the Fox, the Champion, the Sponsor, the Hen (OK, maybe not the hen).

Then we would pull out the org chart and have them tell us who would be involved in the decision. And we’d get lied to. (You forgot that part, didn’t you?)

This process must change.

Today, you must alter the “Dynamic of Decision.” Changing this dynamic enables you to reap enormous rewards and stop wasting time with non-qualified prospects. Read more