Same Game, New Rules: 23 Timeless Principles for Selling and Negotiating [Paperback]

Bill Caskey (Author)

Book Description

Publication Date: December 2004

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 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.

Editorial Reviews

About the Author

Bill Caskey is a business and sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He has coached sales professionals and executives since 1990 and his philosophies and strategies have fueled explosive growth in sales and profits.

Bill has given over 3,000 workshops to groups in over 100 B2B Industries – and has invested over 14,000 hours consulting and training these companies.

Product Details

• Paperback: 207 pages
• Publisher: Winpointe Publishing; 2nd edition (December 2004)
• Language: English
• ISBN-10: 0975851039
• ISBN-13: 978-0975851036
• Product Dimensions: 8.9 x 6 x 0.6 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #486,645 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

4.0 out of 5 stars Decent Book - Podcast is better, July 6, 2007

By 

D. jones (Boise, ID) - See all my reviews
(REAL NAME)   

This review is from: Same Game, New Rules: 23 Timeless Principles for Selling and Negotiating (Paperback)

I've become a big fan of the authors Podcast which airs his views of how the modern high achieving sales person thinks and treats customers, prospects, and co-workers.

His basic view is that the most important driver of sales achievement is honesty, integrity, and non-coersive interpersonal behaviors and attitudes. Many of us have heard this over and over from our managers but when push came to shove and the end of the quarter far too many managers have pulled out every "trick" in the book to try and help them make the teams number.

I discovered the author's Podcast while searching through the iTunes store for items of interest to me. It is consistently helpful and informative and is presented in an entertaining way. It really is great.

I decided to buy the book in part because the author's Website promotes it heavily. I found the book to be "OK," but not great. It does contain the major themes of the Podcast but it isn't nearly as entertaining.

I'm a big fan of Mr. Caskey but I would recommend that you download iTunes and subscribe to his Podcast (Advanced Selling) and work on absorbing his unique take on selling. Remember that you don't need an iPod to use iTunes and the many free Podcasts... just download it and listen on your computer.

If you want to have something to read in addition to the Podcast this book does an adequate but not great job of presenting his principles.

3 of 4 people found the following review helpful:

5.0 out of 5 stars Golden Rule selling., May 26, 2005

By 

Dave (Indianapolis, Indiana) - See all my reviews

This review is from: Same Game, New Rules: 23 Timeless Principles for Selling and Negotiating (Paperback)

As a consumer/buyer/shopper, this is how I want sales-people to treat me. As a self-employed compu-geek, even I can understand the principles taught in this book. Caskey obviously understands righteous principles of interaction between buyer and seller, approaches, problem solving, "pain" resolution, common sense, and the philosophy of buying-and-selling. There's some good philosophy in this book without being preachy or religious.

This book lets me know I was right all along about those pushy high-pressure salesmen that seemed to always turn me off. They don't have to be that way. You don't have to manipulate people into doing business with you.

Caskey presents a whole new mind-set and framework for sales-person/customer interaction, which not only gets the work done, but also makes it pleasant and smooth for all parties. And not only for sales-people, but for anyone who deals with the public or customers.

3.0 out of 5 stars Descent book..., May 9, 2010

By 

Danail Stanev (Varna, Bulgaria) - See all my reviews
(REAL NAME)   

This review is from: Same Game, New Rules: 23 Timeless Principles for Selling and Negotiating (Paperback)

You can read this book and it is no doubt you will learn useful skill.

On the other hand it is not a read which you can say it is "wonderful" or "the most amazing book ever" or " it changes my point of view' etc. In my opinion it is just a descent book for selling.