Same Game, New Rules [Paperback]

Bill Caskey (Author)

Book Description

Publication Date: January 16, 2003

As the rules of selling change, thinking must change as well. For the sales professional, antiquated thinking will lead to way too much work for way too little money. This book raises the professional seller to a new level of awareness about selling and achievement. It does it by giving the reader new ways to think about the old game of selling.

Editorial Reviews

From the Author

Tired of The Same, Worn-Out Sales Training? As President of Caskey Achievement Strategies, I've had the opportunity to coach, train, and speak to over 10,000 Sales Professionals and Executives, and I've personally given over 3,000 workshops. I've seen people come through our programs, learn our method, learn about psychology, learn about human behavior and about themselves, and go to the market place and blow the lid off of their revenue and income numbers. And they would have no trouble eating the big guys for lunch with whom they were competing.

After graduating DePauw University in 1978, I spent a great deal of time watching weak, almost sad sales approaches and tactics being used by what you and I would consider Top Flight companies. I watched these people and their selling approaches-then I would look at the training they were getting and the books that most of corporate America was reading, and it became apparent that as a society, we aren't teaching much value to today's sales force. I didn't like the manipulative approach forced upon me in Selling 101. It just didn't fit. I was tired of the same, worn-out sales training that seemed so pervasive in the market place.

So, for the last 10 years, I've been on a personal mission to write sales development content with not only mass appeal but with integrity. In Same Game, New Rules, I've documented a contemporary strategy and philosophy that gives the power to you without sacrificing your dignity in the sales process. You will learn how to think about selling, achieving, negotiating, and communicating. Each of the 23 Insights within the book are pulled from actual workshops with clients and comes with an action plan to help you implement them in your world. My goal for you is to work smarter, not harder... earning more income, not less. And it's not just for sales people. In fact, over 50% of people in business have client contact and do their part to translate corporate value. If you're in front line sales, customer service, or technical support, you will learn by reading this book.

Why You Should Read This Book Same Game, New Rules is for anyone in the sales and marketing profession searching for an easier, softer, more effective way to build their income. Each day in the US alone, more than 25 million people are responsible in some way for their company's revenue or client satisfaction. These are the sales people, account developers, attorneys, engineers, managers, accountants, project heads, doctors and thousands of other professionals. Every day these people have conversations with their prospects and clients about their business.

Same Game, New Rules is also for people in one or more of these categories. o Those who have seen the one-day seminars, have bought the books, have listened to the tapes of the greatest speakers in the world - and yet, are still looking for that one philosophy or approach that will fit their style. o People who want their selling method to support their personal strength, yet not compromise their dignity or that of their prospects. o Companies with sales people who are, in a large part, responsible for the success and future of their companies. Same Game, New Rules is for those who want to help manage themselves and their sales process by using a systematic and contemporary method. Quite simply, it is for those pioneers who dare to be different. 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. --This text refers to an out of print or unavailable edition of this title.

About the Author

As President of Caskey Achievement Strategies, I've had the opportunity to coach, train, and speak to over 10,000 Sales Professionals and Executives, and I've personally given over 3,000 workshops. I've seen people come through our programs, learn our method, learn about psychology, learn about human behavior and about themselves, and go to the market place and blow the lid off of their revenue and income numbers. And they would have no trouble eating the big guys for lunch with whom they were competing. After graduating DePauw University in 1978, I spent a great deal of time watching weak, almost sad sales approaches and tactics being used by what you and I would consider Top Flight companies. I watched these people and their selling approaches—then I would look at the training they were getting and the books that most of corporate America was reading, and it became apparent that as a society, we aren’t teaching much value to today's sales force. I didn't like the manipulative approach forced upon me in Selling 101. It just didn't fit. I was tired of the same, worn-out sales training that seemed so pervasive in the market place. So, for the last 10 years, I've been on a personal mission to write sales development content with not only mass appeal but with integrity.

Product Details

• Paperback: 201 pages
• Publisher: Jack Emden (January 16, 2003)
• Language: English
• ISBN-10: 061511217X
• ISBN-13: 978-0615112176
• Product Dimensions: 8.9 x 6 x 0.6 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 4.8 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #1,071,317 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

8 of 8 people found the following review helpful:

4.0 out of 5 stars Paradiagm Shift, October 18, 2000

By 

Ben Huser (Indianapolis, IN) - See all my reviews

This review is from: Same Game, New Rules (Paperback)

I have read sales and motivational books, listened to 'success' tapes, and taken sales training courses before and they were all the same. They all dealt with techniques and tricks to use on a prospect. The insights in this book deal with the sales professionals "Inner Game," a psychological restructuring of how to see and approach the marketplace. I have a whole new mindset and philosophy as a sales professional after reading this book. The insights are quite simple yet strong. I found myself physically shaking my head yes to numerous passages. I would recommend this book to any sales professional, period.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Offers the corporate marketeer twenty-three new insights, March 2, 2001

By 

Midwest Book Review (Oregon, WI USA) - See all my reviews

This review is from: Same Game, New Rules (Paperback)

Same Game, New Rules: Contemporary Insights For The Advanced Sales Professional offers the corporate marketeer twenty-three new insights that will provoke serious thought into the philosophy and mechanics of selling. Bill Caskey draws from psychology, philosophy, and basic human nature to produce an invaluable handbook for achieving a heightened and productive awareness about selling and business achievement. Highly recommended reading for the novice entrepreneur as well as the experienced professional marketeer of goods or services, Same Game, New Rules will transform the reader into new ways of thinking about the ages old game of selling.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Account management for results, January 28, 2002

By 

Bill Beglin (Indianapolis, IN United States) - See all my reviews
(REAL NAME)   

This review is from: Same Game, New Rules (Paperback)

Many of the sales 'How to' books on the market are formula based and would like you to think selling was simply a matter of memorizing the right phrases and smiling at the right times. I found Mr. Cakey's book, Same Game, New Rules to be refreshing and from my experience exactly on target for developing the right thought processes for account management in today's fast paced and competitive marketplace. This isn't a book on just making a sale. It's about doing the right things for both your company and your customer. This means profit for your business (not just low margin sales revenue) and a customer that recognizes the 'value proposition' your organization brings over your competition. Logically organized and well written.