{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Sales - A Noble Profession with Bill Caskey - MGW #9","description":"SHOW NOTES: Sales - A Noble Profession with Bill Caskey - MGW #9 GUEST: Bill Caskey Sales Trainer, Coach, and Podcast Host https:\/\/advancedsellingpodcast.com\/ https:\/\/www.linkedin.com\/in\/billcaskey\/   Professionals in sales are looked down upon in some quarters, and some sales pros even look down on their own professions. So we\u2019ve brought Bill Caskey onto the show to help those of us who are in sales to practice the trade in such a way that we can all feel great about sales and selling. Here are a few notes from the conversation:   Anyone can become a great salesperson as long as you\u2019re willing to think differently about yourself.   A lot of salespeople think they need to wear a persona. We\u2019re not powerful when we\u2019re wearing armor. We\u2019re powerful when we don\u2019t wear a mask.   Sales can be a very noble profession if we think about in the right way.   I\u2019m not in sales. That\u2019s not an accurate depiction of what we do in 2017. A salesperson creates an environment where a prospect can share about their problems or goals, and discover together whether the salesperson can help solve those problems or reach goals.   Sales is not about convincing. Taking that off the table helps eliminate the fear of failure, fear of rejection.   Avoid hyperbole. Don\u2019t get ahead of the prospect. Don\u2019t be more eager and enthusiastic than the client.   Find detachment. If you\u2019re attached to the outcome, you\u2019re less likely to make the sale.   Don\u2019t work to \u201cmirror\u201d your prospect. When you imitate someone else, you lose yourself. When you practice sales gimmicks, you become a manipulator, and you feel the lack of integrity.   People will tell you what they want if you\u2019ve established trust, and you\u2019re not pitching, and conniving, and contorting.   If you\u2019re faking it, pushing, pitching, and convincing, you\u2019ll make sales in the short-run. But the sales will collapse as you build a reputation for poor service and poor sales qualification.   Create. Create something useful for your prospects and clients. Articles, videos\u2026 Provide resources. Publish, write, produce, curate.   That connects you to your work more, and separates you in the marketplace.Position yourself as an expert.   If you bring value to my business, even outside of the products you sell, I\u2019m going to be glad every time you ring my phone.   Your product or service may be a commodity. A connector -- connecting people, resources, etc. -- will never be a commodity.   There is a loneliness in sales. Sales leaders have to find ways to require working together. Sales reps somehow team up. Share what\u2019s working. Listen in on calls, and give feedback.   Compete together with the past, with the industry trends\u2026 Less competition within the team.   Top performers are curious about what works. They\u2019re hungry to learn new best practices. And they reach out to get the information. Ego interferes with lower performers\u2019 willingness to ask for help, advice, and training.   Don\u2019t buy into the idea, \u201cHow I am, others are.\u201d You need a coach to help you recognize what you\u2019re doing, to reflect your actions, to help you shape what you\u2019re going to do. ","author_name":"Mighty Good Work","author_url":"http:\/\/theyesworks.com\/podcast","html":"