2008 May | CASKEY

Bryan Neale, Brooke Green,
and Bill Caskey

Value is the relief that your prospect feels when you can find and solve a pain they have.

Excerpt from post on:
December 14th, 2007

Archive for May, 2008

May 28th, 2008 Sales Podcast: Sales Managers - Training/Coaching Your Sales Team Part 3 If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help ...READ MORE: Sales Podcast: Sales Managers - Training/Coaching Your Sales Team Part 3
Wednesday, May 28th, 2008

If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales team’s competencies. If you’re a salesperson, no worries, this will be easy for you to take into your world.

Sales Managers - Training/Coaching Your Sales Team Part 3 (11:02): Play Now | Play in Popup | Download

Tags: assessing your sales team, podcast, sales managers
Posted in The Advanced Selling Podcast | No Comments »
May 28th, 2008 Straight Talk About Your Sales Force - Tip 5 of 5 Thanks for taking part in our video series. Tip #5 answers the question "How do I drive sales prospecting activity?" Bill Caskey will be dealing with ...READ MORE: Straight Talk About Your Sales Force - Tip 5 of 5
Wednesday, May 28th, 2008

Thanks for taking part in our video series. Tip #5 answers the question “How do I drive sales prospecting activity?”

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 27th, 2008 Straight Talk About Your Sales Force - Tip 4 of 5 Welcome back to our video series. Tip #4 answers the question "How do I get my prospects off the 'Price Discussion'?" Bill Caskey will be dealing ...READ MORE: Straight Talk About Your Sales Force - Tip 4 of 5
Tuesday, May 27th, 2008

Welcome back to our video series. Tip #4 answers the question “How do I get my prospects off the ‘Price Discussion’?”

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 23rd, 2008 Straight Talk About Your Sales Force - Tip 3 of 5 Hope you are enjoying our video series. Tip #3 answers the question "How do we shorten our selling cycle?" This is the #1 problem we ...READ MORE: Straight Talk About Your Sales Force - Tip 3 of 5
Friday, May 23rd, 2008

Hope you are enjoying our video series. Tip #3 answers the question “How do we shorten our selling cycle?” This is the #1 problem we hear from CEOs.

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by gong to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 22nd, 2008 Straight Talk About Your Sales Force - Tip 2 of 5 Thanks for taking part in our video series. Tip #2 answers the question, "Why do prospects who initially showed great interest in our service suddenly ...READ MORE: Straight Talk About Your Sales Force - Tip 2 of 5
Thursday, May 22nd, 2008

Thanks for taking part in our video series. Tip #2 answers the question, “Why do prospects who initially showed great interest in our service suddenly stop answering e-mails, calls, etc.?” This is a cousin to yesterday’s question on closing percentages.

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 21st, 2008 Straight Talk About Your Sales Force - Tip 1 of 5 Well, lookie here! Bill Caskey talks about that very topic in a 2 minute video for Sales Managers and VPs of Sales. He also invites you ...READ MORE: Straight Talk About Your Sales Force - Tip 1 of 5
Wednesday, May 21st, 2008

Well, lookie here! Bill Caskey talks about that very topic in a 2 minute video for Sales Managers and VPs of Sales.

He also invites you to attend an Executive Seminar called “Building Your Sales Dream Team”on May 29 or May 30 in Indianapolis. Go to www.caskeyseminars.com for more info on that.

Enjoy the video!!

Tags: Bill Caskey, executive seminar, sales dream team, sales managers training, sales training
Posted in Bill Caskey, Executive Seminars, Mechanics of Selling, Video Blogs | No Comments »
May 19th, 2008 Sales Podcast: Sales Managers - Training/Coaching Your Sales Team Part 2 Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your ...READ MORE: Sales Podcast: Sales Managers - Training/Coaching Your Sales Team Part 2
Monday, May 19th, 2008

Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if you’re a sales manager or leader, and you are responsible for the professional growth of your team, listen up. You’ll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every day of the year.

Sales Managers - Training/Coaching Your Sales Team Part 2 (12:19): Play Now | Play in Popup | Download

Tags: podcast
Posted in The Advanced Selling Podcast | No Comments »
May 18th, 2008 Learning What Not to Do From the Average Realtor As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount ...READ MORE: Learning What Not to Do From the Average Realtor
Sunday, May 18th, 2008

As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount of time in ‘creative discussion.’ So, if you hire us, you get all of our eyes, ears and minds to help you solve a problem. We actually have worked quite hard to become creative.

So Here’s a Creative Idea I’ll Give The Real Estate Community

Even if you aren’t a realtor, bare with me on this. I think you’ll learn something.

I know many realtors–as we all do. At last count in Indianapolis, there were over 5000 realtors. But why is it that most of them are awful marketers? When you think about it, that’s ALL they should be doing is marketing/selling.

An Example:

My neighbor recently listed his house with a Century 21 realtor. He was telling me what a great realtor this guy was. Great guy maybe–effective realtor? Doesn’t appear so.If I were selling homes today, I would do one thing that would make me the top producer in an area. I’ve heard of no other realtors do this. (I have other ideas if you realtors want to call me. But don’t call me if you don’t want to rapidly grow your business.)

My Idea (you get for free): I would let everyone in the neighborhood know in advance of the listing/sign, that the house was going up for sale. Think about how insanely valuable this idea is.

Think about how many people we all know–that we’re only an email away from. Tens? Hundreds?I’d say every one of us knows 100-300 people that we could email. So, if he opened the house up for ONE WEEK to all people who were Friends of Neighbors, he could probably sell the damn thing in a week. Plus, he would get both ends of the deal (not just the 1.5% as the listing agent).He would sell the house quicker AND get double the commish.

He should personally call all 50-100 of the closest neighbors and have a two day open-house (Sat and Sun) prior to the list date. He should have champagne, Starbucks Coffee, spend a few dollars on nuts/chips.

But What Does He Typically Do?

Nothing of the sort. His sales strategy is 100 years old. He spends hundreds of dollars of his own money doing worthless advertising, sending out direct mail that no one reads and spending other company resources without results. So why do realtors refuse to change their thinking? Not sure.But those realtors who get sophisticated about marketing, who understand referral systems, who are creative marketers, will make 5-10x the rest of the pack. But most are afraid of stepping outside the traditional realtor thinking.

What can you, the non-realtor, learn from this?

Think differently. Think marketing. Think how to do things easier. Rather than making cold calls, make warm calls. Rather than doing direct mail to a cold audience, find out who else knows the typical prospect you’re going after. Read Seth Godin’s blog. His creativity will break some of your brain cells free.

It seems we were taught early in life to CONFORM–wear the unifom–don’t step out of line–do what everyone else does.Well, you can do that. But that’s not where the enormous growth is. Get out of line. Read and come up with new ideas and say to yourself, “I’m going to test this and see how it works. And if anyone challenges me on it, I’ll just smile and say ‘I know it’s probably stupid, but I’m going to try it anyway.’”

Good luck.

Tags: Bill Caskey, creative ideas, Lead Generation, market sales strategy, real estate training, sales training
Posted in Basic Sales Strategy, Bill Caskey, Lead Generation, Training and development | 2 Comments »
May 17th, 2008 A Brief, Effective Internet Education For Sales People As an internet follower, I'm always intrigued with how we can all understand the web in a more succinct way. And, as a sales trainer, who ...READ MORE: A Brief, Effective Internet Education For Sales People
Saturday, May 17th, 2008

As an internet follower, I’m always intrigued with how we can all understand the web in a more succinct way.

And, as a sales trainer, who is interested in the sales and marketing team bringing in more revenue to your firm, it goes without saying the internet is/should be part of that.

So, if you want to really learn what’s happening on the web–and why it’s happening–go to www.stompernetnow.com where there are several videos that you should watch.

While I am not an affiliate of theirs, I do listen and react to what they recommend. As a sales professional today, you should be educated as to what your customers are doing on the web–and how you can be a part of that.
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Tags: Bill Caskey, customers on the web, sales trainer, sales training, stompernet, web videos
Posted in Uncategorized | No Comments »
May 15th, 2008 Join Brooke Green at the Whale Hunting Women’s Workshop Women Doing Big Deals Growing Business and Building Community You are invited to join "The Ultimate Sales Chick," Brooke Green at the Whale Hunting Women's Workshop for... ...Inspiration. ...READ MORE: Join Brooke Green at the Whale Hunting Women’s Workshop
Thursday, May 15th, 2008

Women Doing Big Deals
Growing Business and Building Community

You are invited to join “The Ultimate Sales Chick,” Brooke Green
at the Whale Hunting Women’s Workshop for…
…Inspiration. Motivation. Direction. Featuring Keynoter Lyn St. James & Lt. Governor Becky Skillman

On June 3, 2008—8:00 am to 1:00 pm

The Columbia Club 121 Monument Circle Indianapolis, IN 46202
*Free Valet Parking for Registered Participants*

Event Sponsor: BOSE McKINNEY & EVANS LLP, Attorneys At Law

Register Online Here
Program Info Here
Nominate a Big Deal Award Winner

NOT for women only…
…Whale Hunting Women celebrate the men who support their progress in all fields of endeavor. Men are welcome at this Launch Event.

Tags: , Brooke Green, large account selling, Lt. Gov. Becky Skillman, Lyn St. James, Whale Hunting Women's Workshop
Posted in Brooke Green, Speeches/Appearances | No Comments »