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Publisher's Summary

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. Marketing departments aren't providing the leads they should, so it's left up to the sales team to generate their own leads. 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 audiobook is presented 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.

©2006 William B. Caskey (P)2006 William B. Caskey

What members say

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  • Performance
  • Story
  • Jeffrey
  • Kingsburg, CA, United States
  • 02-28-14

Thank you Bill Caskey

Would you recommend this audiobook to a friend? If so, why?

I would be reluctant to recommend this book because I would give up my advantage over them. Partially kidding because this book is simply electronic dynamite.

What did you like best about this story?

How to look at sales as a doctor

Have you listened to any of Bill Caskey’s other performances before? How does this one compare?

Although he gives some of this information in his podcast for free this is a true bargain for 5 dollars

Was this a book you wanted to listen to all in one sitting?

Yes

Any additional comments?

Looking forward to more audibles from Caskey and his team

1 of 1 people found this review helpful

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Terrible audio quality

Is it possible to get decent quality audio? This version seems compressed all too much.
Love the book though

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Excellent!

Everything in the book resonated with me and this is the sales philosophy I've been searching for. It is even more impact when Bill treats it to you!

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One of the best

Love it! Real, human, applicable and appropriate. Fantastic book which helps me incredibly and aligns with what I've always believed about sales - be human, be yourself, be a problem-solver and be self-accepting. Well done

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Good Advice

Not a hard listen too and very similar to Bill Caskey's Podcast. Take the intro advice and listen to this often and in short amounts. It will help you overcome some road blocks to modern selling.