Getting Past Sales Performance Blockers

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on 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:

Being Desperate Won’t Seal the Deal

Posted on by Bill Caskey in Uncategorized | 1 Comment

The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.

Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.