Do You Want to be Right, or do You Want to Help?
The healthcare debate has reminded me a lot of sales processes gone wrong. We hear it all of the time. Sales conversations always start with the right intent in mind (at least in my happy place they do)—figure out the problem, put a recommendation together, connect the dots so that my prospect believes in the value I will bring to the situation. Somewhere in that stream of events it seems that things go awry. Our focus and intent goes away from helping our prospect.

Don’t Let a Good Recession Go to Waste!
I was with one of my coaches last week, and she said the funniest thing… ”Don’t let a good recession go to waste!” BRILLIANT! This statement has stuck in my brain. I’ve tweeted it only to have it re-tweeted (http://twitter.com/CaskeyChick). It received a slew of comments on my Facebook page. Obviously, it struck a chord with others as well. So what does it mean to you? Seriously, I’d love to hear. Here’s my take on how we should be working the recession for all it’s worth: •    Workforce: What a perfect time to get rid of your underperformers. You can’t afford not to be getting the highest

Rewire The Sales Mind - Lesson 3 -”Fear”
No one ever admits they’re afraid. Yet, sales people seem to live in fear. Fear of the sale going bad. Fear that this is the last prospect on the planet. Fear of push-back and resistance. Fear my manager won’t see my potential. The list goes on forever. Fear Affects You. Q: But did you ever wonder how that fear affects you on a daily basis. And is it possible that the fear paralyzes you–or makes you less effective than you could be?

Rewire The Sales Mind - Lesson 2
What are you listening for when speaking with a prospect? Are you listening for buying signals like you’ve taught since the 70’s? If so, that’s wrong. So Why Do People Buy? Our philosophy is really quite simple–people buy when they are either a) in pain with their current situation– or b) have a vision that will be accomplished easier with you in their life. The “rewiring” here is for all professional sales people to understand what they

Is It Uncool To Have A Vision?
I would love it if once–just once–when I asked a person what their vision was, they had some answer. Even a lame answer would be better than the blank look I get when I ask the question. In the last few weeks, I’ve had a chance to ask a few people that question–and I’m convinced that there’s something deep down inside us that says it’s uncool to have a dream. We were told early in life ‘not to dream.’ We talked about dreaming as if it was cool–but when any of us did it, we got crapped on.