Tag Archive for: same game new rules

Three Tips That Will Improve Your Mindset Right Now

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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.

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How To Create a Great Sales Message

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In this episode, Bill Caskey walks you through some most common (and frustrating) trends facing America’s sales people. We can talk about sales strategy and sales technique all we want. The fact is that the landscape is changing for sales people world wide, and you had best understand what you’re walking into before you walk into it.

You are also encouraged to go to samegamenewrules.com and download the eBook Same Game New Rules-for a limited price of $9.99 and receive 4 bonus videos from the author Bill Caskey.

And Brooke Green dives into “messaging.” Actually, she does it right, spending time on the “crafting of your sales message” versus just the ‘communicating’ of it. She works in a step by step process that you can use to get your message right.

Who’s Approval Are You Waiting For?

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Malcolm Fleschner (www.sellingpower.com) just wrote a nice piece in the latest issue. He quoted us extensively in it. Thought you’d get a kick out of reading it. Who Loves Ya’ Baby?

One of the issues he brings up is the idea of “calling the game.” When someone is lying to you, you must call it out–or else it’s you who is out of integrity. I don’t talk about that much in Same Game New Rules, but it’s a fact. Every time you have a feeling (that you’re being misled by your customer) and you fail to call him on it, you lose self-esteem.

Now, there are ways to call it and ways NOT to call it. I prefer the very soft, simple approach we might call,”Broaching The Subject.”  You say, “John, a couple of things don’t jibe with me. Can I bring it up then you react to it?”

I like that approach because there is no pressure. You aren’t accusing him/her of lying. You make it an “I” message. “It’s just me not having understood something.”

By “broaching the subject”, you send a signal that you are listening intently to what he’s saying. And that you take this whole thing seriously. When you’re getting misled, you have to call it–and not worry about the approval (or lack thereof).

Hope that helps with the courage to take a stand and demand the truth.

Come to think of it…we just did a podcast on the topic of truth as well.