Archive for December, 2007

December 21st, 2007
Pharma Reps-Change Or You Might Become Expendable.

I work with a fair number of pharma reps--and I must tell you--there are changes you'll have to make in order to be of value ...READ MORE

Pharma Reps-Change Or You Might Become Expendable.

Friday, December 21st, 2007

I work with a fair number of pharma reps–and I must tell you–there are changes you’ll have to make in order to be of value to your clients.

Here’s an idea: Instead of moving into the sales process operating from a place of “how do I get the Doc to prescribe my drug?” - move into the relationship from a place of, “what can I do in order to help the Doc solve a problem?” Do you see the difference? You should. Because you bring value the second way. Doing it the old way–how do I get him to prescribe?–you set yourself up for lies and reluctance. And you bring no value. Plus, you’re like every other pharma rep that shows up. That’s not in your best interest.

The Doc’s Problems
Think about how tough it is to be in the medical profession today: Regulations, annoying/slow insurance companies, staff issues, long hours, less money….and all the other stuff that comes with the profession. Then he has you to deal with–and all others like you. Why don’t you step back and think about how you can solve his problems by you doing what you do.

First make a list of the problems, then next to that, list out how you can help him. I don’t expect you to help in all of these areas, but maybe you could help him by being more of a resource for him and his patients. Maybe you could help him by providing some training for his staff in a certain disease state area. You are creative–so you come up with how to help him solve problems.

Then, the next time you show up, tell him what you’re up to. Tell him that your intent for the new year is to be more of a problem-finder and solver than you have in the past. See what happens.

Tags: sales process, sales strategies
Posted in Bill Caskey, Pharmaceutical | No Comments »

December 21st, 2007
Too Much Certainty Kills Curiosity - and Costs You Money!

Last month I was giving a sales training seminar, and one of the participants voiced his opinion on how he does something in the sales ...READ MORE

Too Much Certainty Kills Curiosity - and Costs You Money!

Friday, December 21st, 2007

Last month I was giving a sales training seminar, and one of the participants voiced his opinion on how he does something in the sales process. He was actually saying all the right things, but the “way” he said it turned other people in the room off a little.

I got to thinking about what he said and was curious about why that had such an effect on people, I determined that certainty kills curiosity.

Whenever I hear someone say, “This is how I do it and it’s always worked,” they almost certainly have killed themselves off from being curious about other ways to do it better. You’ve heard the saying, “only fools are positive.” To me, that is exactly what happens when you are so sure of yourself that you are not open to other ways to improve your results.

As you think about your sales approach to prospects and clients, be careful that you don’t “have all of the answers and don’t need more input,” because you may be cutting yourself off from one easy tactic that can monumentally affect your business.

 

Tags: Account Executives, Presidents, VP of Sales
Posted in Account Executives, Bill Caskey, President | 1 Comment »

December 21st, 2007
Calling On The CEO. I Know I Need To. But How?

A study recently conducted by www.siriusdecisions.com in conjunction with the H.H. Gregg School of Sales at Ball State University, revealed (not surprisingly) that sales people, ...READ MORE

Calling On The CEO. I Know I Need To. But How?

Friday, December 21st, 2007

A study recently conducted by www.siriusdecisions.com in conjunction with the H.H. Gregg School of Sales at Ball State University, revealed (not surprisingly) that sales people, when calling on CEOs, are ill prepared.

And the CEOs don’t like it.

The report says 82% of the CEOs experience sales people who have not done their homework.

So Now What?
Good information. But if you’re a sales professional who “should be” calling on higher level contacts, exactly how do you do your research? The report didn’t talk about that, (most reports don’t tell you how to solve the problem) but I will.

Here are a few ideas:

1. Web Research. I suggest you go to the company website but don’t just take what they say. Remember, a website is a brochure. Not too many websites talk about the pain the company is experiencing–and that, after all, is what you’re looking for. You can get a “lay of the land” of the businesses they’re in–and some of their objectives.
2. Blog Research. What I’m doing more and more is going to blog.google.com and search there. Search on terms like “trends in the industry” or “company by name,” or even the contact himself/herself. You can get a lot of good information that way. And much of it is unfiltered by the company.
3. Zoominfo.com This is a great site to learn more about the person you’re calling on–where he went to school–where she last worked–how he came up through the ranks. It gives you a sense of who this person is and how they have experienced the world. All great stuff if you’re going to be having a conversation with them.

The Bottom Line
Be careful that you don’t do so much research that you fail to ask questions because you think you know it all. I’ve seen that happen. Nothing is more annoying (not even an unprepared sales person) than one who thinks they have the answers before they ask the questions.

Get serious about your pursuit of the CEO’s pain and dreams. Then you can position your solution in a way that is meaningful for him.

Tags: Presidents, VP of Sales
Posted in Bill Caskey, Sales Management Content | No Comments »

December 20th, 2007
Handling Conflicts in Sales

So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of ...READ MORE

Handling Conflicts in Sales

Thursday, December 20th, 2007

So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.

 

 Conflicts In Sales: Play Now | Play in Popup | Download

Tags: handling conflct with a prospect, podcast
Posted in The Advanced Selling Podcast | No Comments »

December 20th, 2007
Sales Managers: How Much Time Do You Spend Talking Value?

If you're in the majority, you probably fill your meeting time with forecasting rubbish. You know: "what's in the sales funnel? when is that going ...READ MORE

Sales Managers: How Much Time Do You Spend Talking Value?

Thursday, December 20th, 2007

If you’re in the majority, you probably fill your meeting time with forecasting rubbish. You know: “what’s in the sales funnel? when is that going to close? what do we need to get them over the hump?”

For God’s sake, dump that technique. There is no growth in funnel review. If you must do that (which you must) do it in a short time frame, or one-on-one.

Instead use valuable group time to do valuable group work.

What is that? Here’s a suggestion from one of our clients after he’d been working with us for a few months.

“Bill, I use 75% of the sales meetings asking them one question: What have you done since last meeting to help your clients solve problems?”

At first, he reported that he got very few comments. But since we (Caskey) were training his people to reinvent themselves in the sales process–away from being the master persuader (where it was all about you) and toward a process where they were focused on the prospect and their problems, they eventually got it.

As he observed his most recent sales meeting he said he was shocked at how the mojo in the room had improved. The motivation level was enormous. And it all had to do with changing the focus of the meeting–to solving customer problems.

Try it. It takes some courage. But it works.

Tags: sales process, sales training, VP of Sales
Posted in Bill Caskey, Sales Management Content | No Comments »

December 19th, 2007
Are You Looking At Your Team As An Asset?

Here is the definition of an asset: "An asset is a resource controlled by the enterprise as a result of past events and from which ...READ MORE

Are You Looking At Your Team As An Asset?

Wednesday, December 19th, 2007

Here is the definition of an asset: “An asset is a resource controlled by the enterprise as a result of past events and from which future economic benefits are expected to flow to the enterprise.”

Your Sales Force Could Be a Killer Asset 

We have been teaching for years that your sales force is a killer-asset, a super-asset of sorts because it creates wealth for the organization.

As with any asset, it can provide mediocre returns, profound returns-or returns anywhere in between. I prefer to think about your sales asset (sales team) as a machine that prints money. Think about the three ingredients of such a machine:

1. It must be maintained. Let your car go 40,000 miles without a tune-up, and you’re in for big trouble. Why? Because there is a level of maintenance that helps the car run smoothly. Same for your sales team. Are you working to grow your team so they can perform at a higher pace? Is it running smoothly? Are you constantly working with them to improve their skills in approach? In finding the client’s pain? In controlling the process? In getting the truth?
2. It needs to be measured. Think of a machine on a factory floor. It gets inputs and delivers output. How do you know what’s possible for your sales force if it’s not measured. But don’t just measure the output (sales). Instead be clear about the ‘inputs.’ After all, that’s the only thing you can control.
3. You need to test new ways. What if you altered the machine in a way that allowed it to throw off 50% more than it was. Maybe you souped it up–or modified the governor–or did something that you weren’t even sure how it would benefit you. An asset should never be left alone. Don’t leave your sales asset alone either. Play with it. Toy with it. (Don’t toy with people - just with the processes).

What you can learn from this is to begin looking at your sales team (and all supporting tasks) as an asset that can deliver multiples of what it’s delivering now. Begin making a list of the things you see that could be improved.

Then sit down and review these with your VP sales and review the team one by one. When you start looking at things this way, you’ll be amazed at the possibilities this creates.

Tags: Presidents, sales development, sales team
Posted in Bill Caskey | No Comments »

December 12th, 2007
Funny Stories From Bill and Bryan

Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill ...READ MORE

Funny Stories From Bill and Bryan

Wednesday, December 12th, 2007

Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan’s funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.

 

 Funny Stories: Play Now | Play in Popup | Download

Tags: podcast
Posted in The Advanced Selling Podcast | No Comments »

December 6th, 2007
The Sales Manager’s Growth Kit for 2008

Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the ...READ MORE

The Sales Manager’s Growth Kit for 2008

Thursday, December 6th, 2007

Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little. Sales Managers Kit

 

 Sales Manager's Kit 2008: Play Now | Play in Popup | Download

Tags: podcast, sales training and development
Posted in The Advanced Selling Podcast | No Comments »