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The Problem Hiding Under the Surface

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So often, I get questions from podcast listeners or clients who miss the root problem hiding under the surface. It’s easy to only see a problem at face value, but I want you to look deeper.

In this episode, I take a listener question who is having a problem after he gives his presentation to prospects. I’ll tell you how his positioning is off and how he can fix it.

 

If you haven’t already downloaded my FREE guide, “5 Reasons You Don’t Have Enough Clients,” go to http://5reasonsclients.com to get it now!

Can this “One Thing” radically improve your closing percentage? Go here to find out: https://resources.billcaskey.com/the-one-thing

Also, if you’d like to schedule a call with me to discuss how I can help you or your team reach your true potential even faster, go to http://scheduleacallwithcaskey.com

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

 

Want to Make More Money? Bring More Value!

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Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your arms wrapped tightly around that concept, you and I might be fighting a losing battle. At your next sales meeting, play this clip and spend 20 minutes discussing it.

When Presenting, You’ll Crush It With These Three I’s

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Whether you’re running a sales meeting, a prospecting meeting, or just presenting to a group, Bill gives you some very simple but powerful advice to keep you on track. He calls it “The Three I’s.”

Podcast Guest Famous!!

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Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He’s a friend of ours who has been on our podcast, The Advanced Selling Podcast.

Here’s the link:
http://www.nytimes.com/2006/08/20/jobs/20advi.html?_r=1&oref=slogin. 

While not a big fan of Times political stance, I do admit I get Sunday version and Kevin’s input was well done. His comment was about “what do you do when you’ve bungled the presentation?” I can’t resist a quick comment:

1. Oh well. The more pressure you feel to do it perfectly, the more likely you are to screw it up. Be in the moment. Get detached from what people do or don’t do with it.

2. Be focused on them, not on you. I see this all the time–the presenter really wants to make an impression on people. So much so that he’s self conscious to the point of ignoring the audience.

3. Know you’re screwing it up as you’re doing it. You should be aware when something’s not going right. If you’re too self-absorbed you won’t be in the moment — and you’ll be blind to the fact that people are falling asleep (don’t laugh, I’ve seen that. And the presenter went right on talking). And if you become aware of it (here’s the $100,000 move), call it. Say, out loud, “I feel like I’m not connected with you. Can we stop and take stock of where we are?” For God’s sake. If it’s not going right, the worst thing you can do is keep digging a deeper hole.

Oh, and 4. If you’re presenting your solution too early in the sales process, then that’s a mistake in and of itself, even if it’s smashingly good.