Tag Archive for: bill caskey

Negative Thinking Could Mean Better Results

Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying.

In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).

They provide insightful tips for the following sales scenarios:

  • How to handle a deal that has become stuck or stalled
  • How to handle price resistance

Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.

Also mentioned in this podcast:

Getting Past Sales Performance Blockers

high performance sales - Josh Matthews-Morgan on the Advanced Selling Podcast

In our podcasts, we’ve talked at length about The Inner Game and how vital it is for you to get your “mind right” if you are to excel in your sales profession. We talk about it in the context of:

  • how you talk to customers,
  • how you talk economics, and
  • the types of questions you ask.

In this episode, Bill Caskey interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called Deliver. It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind.

Also mentioned in this podcast: