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How Jason Doubled His Income

“We can easily forgive a child when they’re afraid of the dark. The real tragedy of life is when men are afraid of the light.” -Plato Share on X

I started my sales career in living in constant fear.

Why would anyone buy something from me ?

How was I to communicate properly to get people to buy?

How was I to create personal wealth in a profession I knew little about?

What if I failed? Then what?

Relate?

I find most sales professionals do.

The problem is never “what” we sell. Or, “who our market is.” Or, “What the price is.”

It’s deeper than that.

And in this article, I will share with you how one of my clients doubled his income in a matter of 120 days.

I share this not to exert my will on you. Whether you follow this process is your call, not mine.

I share it because I find that when a framework appears, it’s a helluva lot easier to make changes and get results.

I’ve read blogs like this before where the author never gives up the gold. That will NOT happen here. My aim is to help you see what is possible in your world, even if you might not.

I’ve been training sales teams for over 30 years…7500 training session…over 2000 coaching sessions…900 podcasts…and a book, Same Game New Rules, one that many companies use as their text book for new and counter-intuitive training.

And one thing I always find…we all want more.

It’s just the way we humans are built. If we are fully human, we express it by wanting to realize our potential on this planet.

But while we all want more…often, it feels out of our reach.

We find ourselves saying, “Well yes, Bill can do that, but I can’t.” Or, “Well, easy for Jason…he has a (built in advantage) but I don’t have that.”

Yes you do. And we’ll get to that.

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better.

His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Ever have someone tell you that?

Or have you ever told yourself that? (That might be more painful).

Those conversations shamed him – they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason: A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing.

There is NOT.

And, worse, he started to question himself if sales was even the right profession. Not a good place to be.

As I said at the top, I questioned myself almost every day when I began in sales.

“Is this what I really want to do?”

“Will this get me to my goals?”

“Am I cut out for this?”

Just like me, Jason began to doubt himself and his skills. He lost confidence in his ability and his natural talent.

We call this the “doubt spiral.” And it’s ugly.

“Our doubts are traitors, and make us lose the good we oft might win, by fearing to attempt.” Share on X

As a coach, if I can’t get the “doubt” turned around, there is almost no hope for high achievement. It will continue to be the same, day after day, year after year.

I want to share how we turned it around. I say “we” because it was both of us.

RESULTS

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

Finding Help To Tame The Demons

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find someone to help him…a coach…a peer group…somewhere to acquire the right skills and the right attitudes.

He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight.

He was very specific and very open, the first step to getting help and creating change.
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Episode #499: Are You Listening To Your Instincts?

In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they’re working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts.

In every sales process there are issues that occur and if you are dialed into your gut reaction you will take a certain course. On the other hand, if you are blind to your instincts or you don’t trust them, you might be in for long selling cycles.

Bill and Bryan give you some tips on how to listen and how to react.

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Episode #499: Are You Listening To Your Instincts?

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    Episode #490: Internal Corporate Drama on the Sales Team

    On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC’s question revolves around the issue of how to handle territories that don’t always lend themselves to clean delineation.

    The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues.

    If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com

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    Episode #490: Internal Corporate Drama on the Sales Team

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      Episode #477: Are You Silently Being Locked in the Commodity Dungeon?

      In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters.

      They reveal some tips on how to prevent yourself from being commoditized or extract yourself once you’re in it.

      They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon!

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      Episode #477: Are You Silently Being Locked in the Commodity Dungeon?

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        Episode #475: Does Your Story Really Compel Anybody?

        On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story.

        Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents.

        If you’re interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover.

        They’ll select a handful of people to do a live coaching session to help you get clear on your message.

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        Episode #475: Does Your Story Really Compel Anybody?

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          Episode #474: Client wants to go out for a bid?

          In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors?

          As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:

          Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, “Serves you the papers.” They’ve got a couple of thoughts on that as well.

          We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

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          Episode #474: Client wants to go out for a bid?

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            Episode #455: How To Get Appointments The Right Way

            On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.

            OH-IO! (You’ll have to hear the episode to know what that means).

            The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.

            This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.

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            Episode #455: How To Get Appointments The Right Way

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              Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

              In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.

              Here is a link to the episode from 2010: http://bit.ly/2renAdS

              It’s one of those issues that haunts people and there’s a lot of drama and calories burned on what do I say to get the customer to call you back.

              In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.

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              Episode #454: When Your Prospect Won't Call You Back - REMASTERED

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                Episode #453: “I’ll Just Take The Brochure”

                In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian’s question is about how to handle the dreaded, “I’ll just take a brochure, and call you back” objection when he thought he was about to close the appointment.

                Do you ever feel like your prospect is not taking action when you know they are ready?

                Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

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                Episode #453: I'll Just Take The Brochure

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