Customer Reviews

Same Game, New Rules

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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.

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.

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.

From the very first time I picked up the book, it amazes me, how many of the points the author makes, that I was unintentionally guilty of actually commiting.

Initially, I was apprehensive to even speak to a suspect, prospect, or an existing client, until I finished reading the book at least once. I was fearful that if I had not, I may say or do something that would prove fatal to yet another sales call.

In all the years of education, self help books, seminars, and motivational speakers, I have finally found an author who hit the mark for me. Thanks Bill.

When I first read the philosophies in this book, I was excited and relieved. It was what I had always been looking for as a sales professional. Selling, with intention and integrity. I see all the ways that I got in my own way and sabotaged my own sales success. By implementing the insights in this book, I have already closed new business and am working smarter than ever before.

The author presents the best thinking about selling. I liked this book for its very professional approach to customer satisfaction and segmentation rather than the link between number of cold calls and number of appointments. The CD does a great job of presenting the basic concepts of the book and is so sensible for those of us that are on the road so much of the time. Basic concept -- get referals by being a professional and dealing honestly with your customers.