“Creating the environment where the prospect opens up, reveals their issues, tells you how much it hurts, tells you how much it costs. But you can’t do that if you have an expectation.” – Bill Caskey in today’s Tip 1027
Do you have no expectations?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Bill Caskey. Bill is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. His philosophies and strategies have fueled explosive growth in sales and profits for his clients. Bill’s passionate about sharing his ideas about selling, business, life, money, and meaning. Here he is:
Bill Caskey: Hey everybody, this is Bill Caskey with another sales tip. Today, I’m going to shock your system. I’m going to give you a tip that’s probably unlike anything you’ve ever heard. And I know it works or I wouldn’t be giving it to you. The tip today is have no expectation. Now I know this goes against everything you’ve ever heard about selling from Zig Ziglar and Dale Carnegie and Brian Tracy and all those guys who I love. I love a lot of their stuff, but a lot of it gets back to, hey, you need to go in and expect to get an order and expect to be successful and expect to sell something. I say that weakened you. It puts you in exactly the wrong position. It puts you in a one-down position where you’re striving and you’re enslaved by this idea of making the sale.
What happens when you are putting pressure on yourself to make the sale? What do you do with that pressure? Well, you also put it on them. Just think about what it does when you have no expectation. You’re there to serve. You’re there to ask questions. You’re there to inquire about their situation. You’re there to find out more about them and their dilemma so that you can determine whether you can be of any value or not. That’s the key to mastering selling is creating the environment where the prospect opens up, reveals their issues, tells you how much it hurts, tells you how much it costs. But you can’t do that if you have an expectation that I’m going to make the sale, the environment is never safe then.
So next time you have a call, maybe today, maybe tomorrow, maybe six months from now. Depending upon how frequently you get out, I want you to adopt this attitude of I have no expectation. You don’t have to tell anybody that, you don’t have to tell the prospect. Just get clear in your mind that look, I don’t know what this call has in store for me. I don’t know whether this person is going to be a prospect. I don’t know if they have any problems. Get into that ‘I don’t know’ realm and you will have less and less expectation that will create the right environment for them to tell you what their issues are. I hope you enjoyed this tip. See you next time
Be sure to come back tomorrow for another great sales tip. Thanks for listening!