The Advanced Selling Podcast It's Transformation, Not Features
Mar 13, 2025
Bill Caskey challenges traditional sales methods that may hinder your success. He points out that a low closing rate often signals the need for change. Instead of focusing on features, effective selling is about understanding the transformation and results that prospects seek. Caskey encourages initiating conversations by asking prospects about their goals. He emphasizes adapting to modern buying processes with multiple stakeholders for greater impact.
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Outdated Sales Paradigms Fail
- Traditional sales approaches often hold sellers back and need reconsideration.
- Modern B2B sales involve more stakeholders and take longer than before.
Focus on Customer Transformation
- Start thinking about who your customer wants to become using your product, not just what it does.
- Focus on their desired future state and mindset shift, not merely accomplishments.
Create Customer Vision Together
- Help customers articulate and create language around their future vision after using your product.
- If they struggle, guide them to expand what's possible and shape that vision verbally.