”Most sales organizations do a pathetic job of expressing their value to their prospects and customers. It results in severe underachievement by the sales force, long selling cycles, constant battles with clients and prospects and pressure on margins. And it’s your fault!”
“When I spoke those words, I actually got ‘boos’ from the audience. It was at a sales manager’s conference several years ago. The audience reacted as I thought they would—they took it personally. Actually, when I look back, that’s exactly how they should have taken it—personally.
The Core NEW RULES Message.
“We can’t keep blaming our prospects for how they treat us--for not seeing our value, for treating us like servants, and for sucking up our expertise then taking it somewhere else and getting a lower price. We play a part in this game, too. Our sales behavior is the problem—not our clients. And that’s why I wrote this book.
Nothing good comes from a bad sales strategy.
"If you’re in sales and looking for the confidence and competence to grow your business, then let this book be a practical playbook of strategies and tactics to help you better communicate your value to your client base.
 Buy Book Now
Bio
Bill Caskey has been a leader and experimenter in B2B sales forces for over 17 years - giving over 3300 workshops and seminars.
|
Strength. Intelligence. Strategy.
”My philosophy is one of strength, intelligence and strategy. I debunk some of the myths about selling "You have to be enthusiastic," "You have to be selling all the time," or "You have to be persistent." You don’t have to be any of those things—once you understand the new rules.”
Why You Should Read This Book
Same Game, New Rules is for anyone in the sales and marketing profession searching for an easier more effective way to build their income. Each day in the US, more than 25 million people are responsible in some way for their company's revenue or client satisfaction. These are the sales people, account developers, attorneys, engineers, managers, accountants, project heads, doctors and thousands of other professionals. Every day these people have conversations with their prospects and clients about their business. Same Game New Rules is also for people in one or more of these categories:
- Those who have seen the one-day seminars, have bought the books, have listened to the tapes of the greatest speakers in the world - and yet, are still looking for that one philosophy or approach that will fit their style.
- People who want their selling method to support their personal strength, yet not compromise their dignity or that of their prospects.
- Companies with sales people who are, in a large part, responsible for the success and future of their companies. Same Game, New Rules is for those who want to help manage themselves and their sales process by using a systematic and contemporary method. Quite simply, it is for those pioneers who dare to be different.
|
 If You're a Sales Professional... You are being hit with higher quotas, more responsibilities (more planning, project management, tracking of prospects and clients, etc.) and non-selling activities. That means when you're in front of your prospect, you have to be extra effective. As a new breed of seller, you must be part marketer, part relationship developer, part closer, and part CEO. You have your hands full with customers who want more for less and company people who still don't see the value you bring. You have it extra tough. We'll help.
If You're an Owner... You are looking to get paid more for the value that you've created in your business. Yes, you can continue to put systems in place that deliver more value for your clients and customers, but you also must have a system which helps your people translate the value you’ve already built.
If you have 100 units of value but your sales team is only able to translate 70% of that, then you will see selling cycles lengthen, discounting continue, and you will experience a general under-utilization of your sales asset - your sales force.
Everything in this book is written with the intent of helping you and your people develop a strategy for translating or communicating your value in a manner that helps you get paid for that value in the marketplace.
Buy Book Now
|
