Bryan Neale, Brooke Green,
and Bill Caskey
Excerpt from post on:
December 14th, 2007
In today's podcast, Brooke Green talks about negotiation. The belief is that successful negotiation is about winning. Really, successful negotiation is about both parties contributing ...READ MORE
In today’s podcast, Brooke Green talks about negotiation. The belief is that successful negotiation is about winning. Really, successful negotiation is about both parties contributing in a way that they both win. It is about getting your head right.
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
Women Doing Big Deals
Growing Business and Building Community
at the Whale Hunting Women’s Workshop for…
…Inspiration. Motivation. Direction. Featuring
On June 3, 2008—8:00 am to 1:00 pm
The
*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.
Well, here is the maiden voyage for The Ultimate Sales Chick podcast. In the first episode, Brooke Green speaks with Bill Caskey and Bryan Neale ...READ MORE
Well, here is the maiden voyage for The Ultimate Sales Chick podcast. In the first episode, Brooke Green speaks with Bill Caskey and Bryan Neale about the role women play in selling.
Brooke also talks about an interesting experience she had with a client.
If you want to RSS subscribe to this podcast, then paste the following code into your RSS Reader: http://ultimatesaleschick.podshowcreator.com/feed.aspx?feedid=1758
How many of you are familiar with Cesar Millan, "The Dog Whisperer" (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he ...READ MORE
How many of you are familiar with Cesar Millan, “The Dog Whisperer” (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he is, you need to. I have developed an addiction to his practice of dog psychology and his show on The National Geographic Channel. Our family has a new puppy, Buster, which, as cute as he is, could make even the biggest animal lover CRAZY! (See picture, I know “Ahhhhhhh……”)
I realized after watching several episodes of the show that Cesar is the “Caskey” of the dog world. Why do I say that? Here is an excerpt from his web page:“Cesar counsels people to calmly, assertively, and consistently give their dogs rules, boundaries, and limitations to establish themselves as solid pack leaders and to help correct and control unwanted behavior. He doesn’t believe in ‘quick fixes.’
Though changing some behaviors can appear to happen in a relatively short period of time, none of those changes will ’stick’ unless the human acts consistently with his or her dog every day to keep unwanted behaviors from returning.”
So, how does that translate to the Caskey philosophy of revenue generation?
We teach that you, as a professional salesperson, need to be in control of the sales process – not the outcome, or the other person, but the process.
In order to do this you need to be confident in your process, even when the prospect pushes back. You know what works and, as uncomfortable as it gets, if you’re operating from a place of high intent, you need to keep doing what’s in the best interest of your prospect.
We’re also firm believers in repetition and understand that bad habits aren’t fixed in a 1-day workshop. It’s consistent practice and work on the mind that “keep unwanted behaviors from returning.”
When you are calm and assertive about your process and helping your client, they relax and trust you to do the right things. We often hear that our methods are “soft” or “weak” because they aren’t “in your face, high pressure selling.”
Cesar says that he hears the same thing about his methods. He doesn’t believe that a dog should ever have to be yelled at or hit. We don’t believe that a prospect ever has to be convinced or persuaded. I don’t know what you think about this, but I’ve seen Cesar use his methods to walk into a pack of 25 pit bulls and be completely in charge, without saying a word; just with the energy that he exudes.
Sound like some presentations that you’ve been in? Use your intention (energy) and control the pack!
We love to hear from our readers. If you'd like to contact our authors privately to suggest story ideas or critique their writing, here is ...READ MORE
We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information:
Bill Caskey: mailto:bcaskey@caskeytraining.com
Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and executives for over 19 years. And his philosophies and strategies have fueled explosive growth in sales and profits for clients. Click here to learn more about Bill Caskey.
Bryan Neale: mailto:bneale@caskeytraining.com
Bryan brings 14 years of leadership, training, sales and sales management experience to Caskey. Bryan has trained in industries such as professional services, consumer goods, financial services, freight and logistics, distribution, and many other B2B industries. Click here to learn more about Bryan Neale.
Brooke Green: mailto:bgreen@caskeytraining.com
Brooke specializes in B2B sales teams in transportation, logistics and professional services industries. She has been a practitioner of Caskey for over 12 years. Brooke began her career in sales with no customer base, no leads, no experience, nor training. Using the strategies that she learned from Caskey, Brooke moved away from transactional selling to a collaborative, consultative approach that tripled her personal income. Click here to learn more about Brooke Green.
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