What do you think?
Rate this book
Same Game New Rules: 23 Timeless Principles for Selling and Negotiating
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.
You will experience a general under-utilization of your sales asset - your sales force.
Everything in this book is written 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.
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.
You will experience a general under-utilization of your sales asset - your sales force.
Everything in this book is written 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.
- GenresBusiness
224 pages, Paperback
First published January 1, 2001
2 people are currently reading
40 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 3 of 3 reviews
July 6, 2017
For many of us, the work we do is in support of something else; a colleague, a department, an SBU or direct sales to an external organization.
In his book Same Game New Rules, Bill Caskey takes a different look at how we sell ourselves, our goods and our services, proposing a deeper level of thought about how we conduct these business relationships. Its not about features and benefits; its not about trying to do more or work harder. Its about facilitating the clients sharing of information with you that he wouldn't ordinarily share. And to do it in a way that is helping him do three things: understand his real problem, understand the value we bring in helping him solve those problems and getting his problem solved.
Caskey writes that our level of success in business is dependent upon how well we translate our value to our customer. With this intent, we raise our odds of success.
It therefore is no great leap to change the shape of his thought to think in terms of our success with others being dependent upon how well we translate ourselves to them.
Bill Caskey: “If you want to change your results, you must change your actions. And if you hope to change your actions over a sustained period of time, you must change your thoughts.”
http://www.samegamenewrules.com/
http://billcaskey.com/
In his book Same Game New Rules, Bill Caskey takes a different look at how we sell ourselves, our goods and our services, proposing a deeper level of thought about how we conduct these business relationships. Its not about features and benefits; its not about trying to do more or work harder. Its about facilitating the clients sharing of information with you that he wouldn't ordinarily share. And to do it in a way that is helping him do three things: understand his real problem, understand the value we bring in helping him solve those problems and getting his problem solved.
Caskey writes that our level of success in business is dependent upon how well we translate our value to our customer. With this intent, we raise our odds of success.
It therefore is no great leap to change the shape of his thought to think in terms of our success with others being dependent upon how well we translate ourselves to them.
Bill Caskey: “If you want to change your results, you must change your actions. And if you hope to change your actions over a sustained period of time, you must change your thoughts.”
http://www.samegamenewrules.com/
http://billcaskey.com/
October 28, 2015
This book taught me why the sales techniques I've been using for the past 15 years haven't been working and how to change my mindset to be more successful in sales. My anxiety during sales calls is gone and I feel more confident and comfortable in my role as a consultant rather than a pushy salesperson. Thanks to my friend, Derek Hunter for bringing this book into my life.
January 31, 2014
This book is a rip off of the Sandler selling system by an ex franchisee. It offers nothing new
Displaying 1 - 3 of 3 reviews