Sometimes, we make the sales process harder than it needs to be. If common sales methods aren’t working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don’t forget to check the resource section for a freebie! (No, it’s not a free apple pie.)  

Meet Gail Kasper

• Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams. 

• With experience working with Fortune 500 companies, she sets the gold standard in sales training.  

• As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide.  

Why Another Sales Book?  

• With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect.  

• Gail shares innovative methods to help new sales reps stand out and guide buyers through the sales process to close deals. 

• She also emphasizes the importance of getting back into networking and making phone calls to build human connections with buyers and other sellers.  

Cockatoo Selling: What Is It?

• Cockatoos build momentum during their dancing routines, moving their body language and tone in sync to capture their mate’s attention.  

• Similarly, successful sellers must build momentum with their prospects, taking time to connect and avoiding the rush to close a deal. 

• Building strong relationships leads to long-term partnerships and opportunities to ask for referrals down the line.  

The Role of Questioning  

• During the discovery phase, effective questioning is vital for building rapport and closing deals. 

• Gail explains that asking thoughtful questions keeps potential customers engaged and fosters trust.  

• By understanding a customer’s unique challenges and goals, you position yourself as a problem-solver—not just a vendor. 

“Put everything aside and just be present with the customer. That is going to get you closer and faster to a deal than if you're worried about all these other things and you're not present with that customer. Get to being present. You can find you to close more deals faster.” - Gail Kasper.

Resources

Gail Kasper on LinkedIn

Gail Kasper

Free Gift

Sell Like a Cockatoo

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.