“If you have that attitude will radically change, it will radically shift the dynamic between buyer and seller.” – Bill Caskey in today’s Tip 986
Why would you select them?
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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 Bill Caskey back with another sales tip, going to make your head explode again today with another tip that probably goes against everything you’ve ever heard about selling. You know in our traditional sales training that we’ve been exposed to over the last 40 years, there’s an undercurrent of persuasion that always exists. And the persuasion is we put our best foot forward and we put ourselves out there and we say the right things and we do the right things and we ask the right questions. All with the intention of getting picked. Getting selected. It’s almost like we’re trying out for a high school basketball team. And if you’ve heard my story, I got cut in 8th grade and it hurt. It still hurt to this day, but I’m kind of over it now, but I was doing everything I could to get picked, to get selected, to get named to the team.
And unfortunately, I think that’s the way we approach selling today, and that’s just not the way to do it. You’ve got to change the game. The old game is, oh, I’ll do everything I can to get picked by the client. No, you pick them. They’re the ones that have the problem. They’re the ones that have the objective or the dream that you can help them get to. You’re the guide along the journey that they have, where they go from point A to point B, point A is where they are today, point B where they want to be a year or two or five years down the road. You’re the guide. You’re the prize. I want you to change the dynamic away from they select you, to you select them.
Now, why would you select them? Why you select them because they’re the right fit. They’re saying the right things. They’re inviting you to come in and talk to other people inside the organization, other decision-makers, other influencers. So I want you to make the rules here because the old game is the prospect makes all the rules. I don’t like that. I think you have the solutions. You have enormous solutions. You bring enormous value. Now, if you don’t believe you do, then that’s another issue that we’ll get in another tip.
But if you believe you bring enormous value, then you should be qualifying them. Hard to see, if you want to work with them. They’ve got to have the right set of problems and dilemmas and situations so that you can tell whether you can help them or not. So they don’t select you, you select them. And you’re questioning and everything throughout the process. If you have that attitude will radically change, it will radically shift the dynamic between buyer and seller. I hope you’ve enjoyed this tip. Talk soon.
Be sure to come back tomorrow for another great sales tip. Thanks for listening!