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High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle
By Bill Caskey
Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren’t. In my work of over 19 years with the high achiever, I find that most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider:
1. Define what you want to attract.
High achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn’t respond well to, “I just want to make more money.”
2. Bring up what scares you.
Most executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it’s telling you is, to act on it. If you’re in a process and you feel some fear about bringing up a difficult subject, then that’s exactly what you should discuss. Reveal what you feel.
3. Never Coerce.
It’s been my privilege to work
Driver dies, two passengers are injured in one-car wreck
A Grass Valley man was killed and his two passengers seriously injured in a single-vehicle accident Tuesday afternoon, California Highway Patrol officials said.
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Voice recorder for copter in fatal Trinity Alps crash is found
Transportation officials have found the cockpit voice recorder from a firefighting helicopter that crashed in the rugged Trinity Alps on Thursday, killing nine people and injuring four others.
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Tragic crash of firefighting chopper raises questions about Shasta-Trinity forest policy
As transportation officials probed Tuesday's fatal crash of a firefighting helicopter, questions arose about why firefighters were in the area at all.
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9 believed dead in helicopter crash near Trinity County forest fire
TRINITY COUNTY – Teams of federal investigators will comb rugged terrain in Northern California's Trinity Alps Wilderness today, searching for clues to what caused the nation's worst-ever helicopter crash involving firefighters.
This helicopter was carrying 13 people away from the Buckhorn fire site
in Trinity County when it crashed and burst into flames Tuesday. Four
survivors are hospitalized in Sacramento and Redding.
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Horse lovers fight BLM plan to cull wild herd
Jean Anderson, a 59-year-old janitor from Dairyville in Tehama County, says wild horses are smart and beautiful animals, symbols of the freedom and strength it took to build the United States.
Jean Anderson hugs Aleta, one of five adopted wild mustangs at her Tehama County home. Too many wild horses roam public lands in the West or fill holding pens, according to officials at the federal Bureau of Land Management, who propose to kill a few thousand of them. "If people don't pay attention
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Officers conduct drug raids in five California counties
A four-month investigation has resulted in the seizure of an estimated $5.6 million in marijuana and the dismantling of a major organization also involved in sales of methamphetamine and cocaine, state Bureau of Narcotics Enforcement officials announced Thursday.
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Feather River Canyon fire forces 30 residents to flee
BELDEN – A fast-moving fire on Wednesday continued to whip through timber on both sides of the Feather River Canyon four miles east of Belden, closing state Highway 70 for a second day.
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DA says two ex-teachers sent lurid messages to teen
MODESTO | Two former Turlock Christian School teachers accused of sending sexually explicit cell phone messages to a 16-year-old female student will face criminal charges, the Stanislaus County District Attorney's Office said Tuesday.
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BELDEN: Feather River Canyon fire breaks out along Highway 70
Firefighters working on a complex of lightning-sparked fires in Plumas National Forest were diverted Tuesday to a new blaze in the Feather River Canyon near Rich Bar.
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with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are ‘detached to outcomes.’ They spend no time “convincing, persuading, and defending.” And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and professional, begin to encroach on your prospect’s freedom, you become the pain and they’ll get rid of you. Tell people upfront “it’s alright if you decide this is not a fit at this time, let me know and I’ll be gone.” But do that upfront. That way you’re not 18 months into the process when you hear ‘no.’
4. Think “Process.”
The greatest businesses in the world have the greatest processes in the world. So why should a professional be any different? Of all the processes that the high achiever has, the most important one is the process. A great process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify “out of the process” and you can move on. Not only should you have a process, but you should also follow it and be indignant about the prospect’s adherence to it. Great processes are better for the prospect because it helps them identify their problem quicker and create a better solution. If you feel your process is only in your best interest, then you’ve got the wrong process.
5. Think ‘Leverage.’
One way to leverage your strengths is to hire other people and train them to do the things you don’t want to do. But as professionals--even as high achieving sellers -- you might not have the latitude to go hire staff. But what you can leverage is “current relationships.” High achievers never make cold calls. Why would they? The reason: they have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.
This is not as simple as “give me ten people you know, so that I can go make a call to them.” It is a thoughtful, strategic way to generate enough goodwill with your clients that they demand to introduce you to their friends and associates. A great referral program doesn’t work if you’re not thinking “leverage.”
Through his 19 years of experience as a leader, experimenter and coach of hundreds of B2B sales forces, Bill Caskey has seen an evolution in sales management. Today’s high-income sellers must be part marketer, part relationship developer, part closer, and part CEO. Sales executives must now be extra effective when they are in front of their prospects by playing by the new rules – rules that Caskey has learned and documented for the high achiever at: http://www.theelitesellerblog.com
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