Archive for March, 2007

March 30th, 2007
Dealing with Inner-Office Competition

===MARCH 30 ADVANCED SELLING PODCAST=== (12 Minutes) In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the ...READ MORE

Dealing with Inner-Office Competition

Friday, March 30th, 2007

===MARCH 30 ADVANCED SELLING PODCAST=== (12 Minutes)

In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success.

This is a really interesting discussion that helps you reflect on your “inner game” and helps you to continue to sell more and become more successful.

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Right Click on “Download” to Save ===>Dealing with Inner-Office Competition.mp3

To Click to Listen, go to Advanced Selling Podcast.

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.

 

 this is the mp3: Play Now | Play in Popup | Download

Tags: podcast, sales people, sell
Posted in The Advanced Selling Podcast | No Comments »

March 22nd, 2007
The Changing Face of the Professional Salesperson

===MARCH 22 ADVANCED SELLING PODCAST===  (15 Minutes) In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from ...READ MORE

The Changing Face of the Professional Salesperson

Thursday, March 22nd, 2007

===MARCH 22 ADVANCED SELLING PODCAST===  (15 Minutes)

In this week’s episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago (http://www.johnhirth.com) John gives us his take on how the profession of selling has changed in the last 10 years. His answers may surprise you. And they will definitely enlighten you.

Everyone wants larger results in their future, but how does your thinking have to change in order to accomplish those big goals? John Hirth talks about “intelligent change.” It will give you the strategy and insight needed to grow your revenue. After the interview, Bill and Bryan Neale talk about what you can do to start changing your approach with your customers, which will keep you running at your peak sales level. 

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Right Click on “Download” to Save ===>Download The Changing Face of the Professional Salesperson.mp3

To Click to Listen, go to Advanced Selling Podcast.

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.

Tags: grow revenue, sales development trainer, selling
Posted in The Advanced Selling Podcast | 2 Comments »

March 22nd, 2007
Is “The Secret” Really THE Secret?

Just finished The Secret DVD. Although the book left me a little cool, the DVD was quite good. Here are my LIKES and DISLIKES and a ...READ MORE

Is “The Secret” Really THE Secret?

Thursday, March 22nd, 2007

Just finished The Secret DVD. Although the book left me a little cool, the DVD was quite good.

Here are my LIKES and DISLIKES and a recommendation. By the way, if you’ve been living in Bahrain the last month, The Secret is the Law of Attraction, which says you attract to things/situations that mirror your feelings and thoughts.

The Secret LIKES
*The production quality of the DVD was outstanding. Other than a few annoying things (like the announcer reading quotes from famous people that you could barely hear–he was whispering–you see, it was a secret), it was worth watching.

* The interviews the producer (Rhonda Byrne) had with other supporting authors (Bob Proctor and Henry Beckwith and others) were well done. Joe Vitale (Dr.) was good as well. (Is that Dick Vitale’s brother? Sure looks like him.)

* The last hour of the program was very good because it addressed the reasons the secret works, which I didn’t think the book addressed well.

The Secret DISLIKES
* I despise this idea that they started this program with the attraction of material things (necklaces, bikes, parking spaces). It seems they’re taking a big idea and dumbing it down for the consumer society.

* They should have told the truth that, sometimes, even though you might think about things, you can’t attract them to you. Because you aren’t mentally/physically or emotionally ready for them. Sometimes God actually stops things from coming into your life–they just aren’t right for you. In other words, what we might hope for might not be right for us.

* They never talked about the Reverse Organizing Mechanism of the mind. (Although they did talk about the vast power of the mind. ) This “organizing phenomena” kicks in when you put an idea (goal) out there. The Universe has a way of helping you recognize situations that will help you accomplish those goals. In a way, the mind “reverse organizes” all the things you need to see to accomplish that goal.

In the video, Jack Canfield had a perfect example when he said he wanted to sell 400,000 books at .25/ea. He was in a store one day and saw National Enquirer and thought that would be a good way to do it. In the next 30 days, he met a writer for the Enquirer which ultimately led him to the goal. Do you think he would have noticed the Enquirer in the store if he had not written the goal down? Probably not.

But they skipped that part of the phenomena.

Recommendation
Ok, so here’s where I think The Secret is good for sales professionals. A good selling strategy has to do with qualifying people who can buy what you have.  In order to execute a sales strategy, you have to have a good idea of what an Ideal Client looks like.

Your Assignment
In the next week, write down your definition of your Ideal Client. We did a podcast on that called The Ideal Client. Be very clear about what that client looks like–how much they buy per year, how they are to work with, how they treat you, what kinds of pains/problems they have which would make them perfect for your solution etc., Look at that list each morning.

And as you come across people you’re tempted to add to your sales funnel, stop and ask if they meet the attributes of the Ideal Client. What you’ll find is that your awareness will become much keener in how you see the market place and you’ll become more discerning about who you pursue.

Now, that’s the REAL Secret!

Tags: sales, sales professionals, sales strategy
Posted in Inner Game | 1 Comment »

March 9th, 2007
Should Sales Hurt?

By Brooke Green I was having coffee with a friend of mine today.  He’s a bright, strategically-minded guy, however, he made the oddest comment.  He is ...READ MORE

Should Sales Hurt?

Friday, March 9th, 2007

By Brooke Green

I was having coffee with a friend of mine today.  He’s a bright, strategically-minded guy, however, he made the oddest comment.  He is an owner of his company and is in front of prospects and clients on a regular basis.  He also happens to know a lot of high level people in the business world. 

We were talking about his sales process, and he said, “I don’t do a great job of getting in front of people, but once I’m with them, they want to buy.”  I asked him how he targets his accounts and he said “cold calls.”  WHAT!!!?  Here’s a guy with a rolodex full of people that respect him and would love to help him – so why is he making cold calls?

Should it Hurt to Grow Your Revenue?
I talk to business development people everyday that feel that it should “hurt” to grow your revenue. Why is that? Is the money worth more if you have to cold call, get lied to, chase someone forever and finally land a piece of business? 

Wouldn’t we rather use our rolodex, ask for referrals, and work with people that want our help? Ahhh–quick and painless and just as (or even more) valuable. When I asked my friend this, he kind of chuckled and said, “I guess so.” 

Is Revenue Growth Right Under Your Nose?
Think about the people that you know and the clients that you are already working with. Instead of working on a cold call script, work on a referral process. My experience is that people will gladly refer you, they just need to know how to do it.  Lay it out for them.

Don’t reinvent the wheel – roll with what you have.

Tags: cold calls, referral process, sales process
Posted in Brooke Green, Lead Generation | 1 Comment »

March 8th, 2007
The Secret’s Out

===MARCH 8 ADVANCED SELLING PODCAST===  (15 Minutes) A book that is "attracting" a lot of attention recently is The Secret, by Rhonda Byrne.  There is some ...READ MORE

The Secret’s Out

Thursday, March 8th, 2007

===MARCH 8 ADVANCED SELLING PODCAST===  (15 Minutes)

A book that is “attracting” a lot of attention recently is The Secret, by Rhonda Byrne.  There is some controversy around it as well and in this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the book and it’s claims.

The profession of sales is one in which the The Secret (The Law Of Attraction) has importance.  How you show up in front of your customers has a lot to do with how seriously they take you, how much value you bring and what kinds of vibrations you give off.

Bill and Bryan also offer further philosophy on the Law of Attraction–things you can do to improve your results.

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Right Click on “Download” to Save ===>The Secret’s Out.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.
 

Tags: podcast, the law of attraction, the secret
Posted in The Advanced Selling Podcast | No Comments »

March 8th, 2007
You’ve Been Given a Gift. Are You Using It?

I heard a commerical the other night that posed a profound question: "Are you using all of the gifts (talents) that you've been given?" Thoreau said ...READ MORE

You’ve Been Given a Gift. Are You Using It?

Thursday, March 8th, 2007

I heard a commerical the other night that posed a profound question: “Are you using all of the gifts (talents) that you’ve been given?”

Thoreau said many of us, “live lives of quiet desperation.” To me that means we sort of meander through life–taking what’s given us, but not really exploiting our gifts and talents.

As sales professionals, we have many gifts–the gift of creativity–the gift of being able to touch people with our work–the gift of solving problems–etc. But how many of us really “exploit” those gifts?

One Gift That Stands Above All Others
In sales, one gift we’ve been given, that most of us fail miserably to exploit, is the gift of intuition. That gift is a sixth sense…a  feeling…a notion of what’s not right in the relationships we have with prospects and clients. Yet, how often do we follow that intuition–and act on it? Not often.

I was working with a group of accountants last week and we talked about that very thing–”acting on your intution.” If you feel something isn’t right, you must call it out to the prospect–not in an angry, accusatory way–but in an honest, all-truth-on-the-table way.

I was taught early in my career that when you disregard your feelings and hold them to yourself, you bottle up  your creativity–and your ability to be in the present moment with people. Plus, you “own less of your self.”

I hope you’ll think about your intuition–listen to it–and follow it.

It’s a gift you’ve been given.

Tags: intuition, sales, sales professionals
Posted in Inner Game | No Comments »

March 5th, 2007
Dear John - Saying Goodbye to Prospects in the Sales Process

By Brooke Green I don’t know how you feel about Karma, but I believe that in order for things to come into your life you need ...READ MORE

Dear John - Saying Goodbye to Prospects in the Sales Process

Monday, March 5th, 2007

By Brooke Green

I don’t know how you feel about Karma, but I believe that in order for things to come into your life you need to make room for them.  The same goes for your Sales funnel.

If you have stagnant, energy-draining deals in your funnel, you must move them forward or move them out. It’s kind of like you have a mental bank account.  Stagnant deals are like the buddy who’s always borrowing a buck and promises to repay you. But you never see the money, and trust me, you’ll never see these deals. 

If you continue to let the stagnant deals take up space in your mental bank account, it makes it tough for your mind to be “right” about the real deals that are in the funnel and out in the world waiting for you.

What to do? How to get your sales process back on track?  I like to write  “Dear John” or “Goodbye notes” to these prospects.  It’s not that they’re bad people – it’s just bad timing, or maybe they don’t know how to say “no.”  Let them off the hook.  It could sound something like this……..

Dear (insert your prospect name here):

We have been talking about (insert your solution here) for several months.  It seems that something has changed and working on this issue is no longer a priority.  I’ve enjoyed working with you, but I am going to back away.  If this issue becomes a priority for you again, please feel free to contact me.  Good luck to you.

Thank you,

Brooke

Simple and to the point.  Sometimes walking away is the wake-up call that your prospect needs.  However, your intent is truly to walk away; this isn’t a “move.”  If they won’t let you go, consider that just a bonus.

Tags: sales funnel, sales process
Posted in Basic Sales Strategy, Brooke Green | No Comments »

March 2nd, 2007
Time Optimization

===MARCH 2 ADVANCED SELLING PODCAST===  (17 Minutes) In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) ...READ MORE

Time Optimization

Friday, March 2nd, 2007

===MARCH 2 ADVANCED SELLING PODCAST===  (17 Minutes)

In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.

For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?

This is a fast moving–lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management–and the production you get from the hours you spend.

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Right Click on “Download” to Save ===>Time Optimization.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.
 

Tags: improve time management, podcast
Posted in The Advanced Selling Podcast | No Comments »