How to Embrace a New Mindset for Sales Success – In Just 7 Minutes with Bill Caskey
Discover how to flip the buyer/seller system to generate better and more sales results Learn why giving discounts is something you should avoid as a first step Understand why telling your sales team to grind and work harder is a big mistake and a waste of effort Resources/Links: Want to know more about how you can control the buyer/seller process? Click here: billcaskey.com Summary Have you and your sales team been grinding so hard but it seems like it’s getting nowhere? Do you want to know how you can flip the system to get that sales success? The old-fashioned marketing tactics don’t work nowadays. Marketing strategies are different for everyone, however, the secret to securing your sales success starts with shifting your mindset. Bill Caskey has been training sales teams for over 30 years and has logged over 10,000 training events. Tune in to what Bill has to share on why you need to stop the unnecessary grinding and start shifting your mindset to flip the buyer/seller process and secure yourself better and more sales! Check out these episode highlights: 02:26 - Bill’s ideal client: Well, my ideal client is a business-to-business organization who sells complex or high-ticket products or solution services to its client base. And they typically have a sales team. 03:01 - The problem he helps solve: Well, most people come to me when they are not generating the sales results or top-line revenue they want. They find it harder to command a premium. 03:49 - The symptoms of the problem: That's a very good way to think about it, the symptoms because that's what we really look at and feel are the day-to-day symptoms. Results aren't where they need to be-- that's an easy one to see. 05:11 - Clients’ common mistakes before consulting Bill: There's a lot! I've got two that I think that I see people try, and it never ever works. One is telling your sales team to grind harder, to work harder, to make more calls to just get out there, email blasts. 06:43 - Bill’s Valuable Free Action (VFA): Yeah, let's talk about the mindset here for 27 seconds. I want the mindset to be the customer who sells you on why they need this problem they have solved. That's the essence of the total flip, and nobody's really teaching that. 08:09 - Bill’s Valuable Free Resource (VFR): Want to know more about how you can control the buyer/seller process? Click here: billcaskey.com 08:45 - Q: What kind of results can I get from using this mentality? A: So you know, one thing is, I want you to close a higher percentage of the business. I think this idea that the national average or the world average is 10 to 15% of deals quoted to deals closed-- that's way too low. Tweetable Takeaways from this Episode: “Sometimes massive action without intelligence and intentionality behind the action is just a total waste of effort.” -Bill CaskeyClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland, yet again, beaming out to you from the Sunshine Coast in Australia here, joined today by Bill Caskey. Bill, very warm good day from Down Under. Sir, where are you hanging out? Bill Caskey 00:22 Tom, thanks for inviting me. Yeah, I'm in the Midwest in the US. Indiana is the state and probably nobody knows where tha...