The Advanced Selling Podcast The Invisible Dimension of Sales
12 snips
Oct 23, 2025 Bill Caskey dives into the 'invisible dimension' of sales, prompting introspection about whether prospects would miss you if you vanished. He discusses two levels of customer evaluation—skills versus the deeper impact of your unique presence. Caskey shares techniques for connecting with your authentic self, such as inventorying your experiences and clarifying your unique assignment. He emphasizes daily practices like meditation and journaling to maintain presence and encourages a shift from selling to becoming someone clients can't afford to lose.
AI Snips
Chapters
Books
Transcript
Episode notes
Two Levels Of Customer Evaluation
- Prospects evaluate two levels: the visible pitch and an invisible, primal question about your absence.
- That invisible question asks what penalty they pay if you are not part of their life.
Presence Outweighs Technique
- Mastering technique isn't enough when you're disconnected from your unique self.
- When you operate from deep self-knowledge people lean in because your absence creates a felt void.
Document Your Hard-Won Experiences
- Inventory your unique experiences and document especially the hard ones in a Google Doc.
- Use these stories to show how your pain shaped specific ways you serve people.
