CSG 118 | New Sales Process


Connie’s motivational quote for today – Mark Roberge: It’s no longer about interrupting, pitching, and closing. It is about listening, diagnosing, and prescribing.”


Check Out These Highlights:

Lately, I feel like many sales trainers and consultants speak about building deep-rooted, transparent relationships as if this is a new concept in sales.

I know 40 years ago, when I started my sales career in the financial service industry, there was a ton of pitching and pushing going on without much interest in the actual person, family, or organization that was being sold to.  It made me sick to my stomach that this type of bad selling was happening all around me.

I still see some of this same behavior, except now, buyers can do a ton of research, read reviews, and buy from a place of more confidence due to their research. So what’s changed in sales today, and how do we close more deals quicker in this transparent world where the customer has researched everything?  Glad you asked!


Watch this episode on YouTube: https://youtu.be/qj-6C-WesrA


About Gail Kasper: 

Gail is a two-time TEDx speaker, TV host, sales trainer, and author who has worked with leading and billion-dollar companies across the country. She has reached millions, appearing nationwide on various morning and new shows, sharing her strategies.


How to Get in Touch With Gail Kasper: 

Website: http://www.gailkasper.com/

Email: gail@gailkasper.com


Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

Download Free Communication Style Assessment: https://www.changingthesalesgame.com/communication-style-assessment

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community


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Gail Kasper – The New Sales Process: Adjusting To Today’s Transparent World

I hope as you read the show, that clearly you feel my passion, and that I am on a mission to change the word sales from this icky, sleazy manipulation perspective of pushing, versus coming from a place of love, care, and respect. When we do it well coming from that place of love, care, and respect, true magic happens. We make more sales. Clients come to us. We get more referrals. To help you on that journey, I have a free Communication Style Assessment for you.

You get two reports. One, your natural communication superpowers, how people perceive you. You want to know that, lean into that, and leverage that superpower. On the flip side, we have blind spots. You get your lowest score. You get a report for that shining a light there so that you don’t miss opportunities because your message isn’t landing for the other person. I hope you take that. It’s my gift to you to help you on this journey of changing your sales game.

In this episode, my motivational quote is by Mark Roberge. Mark says, “It’s no longer about interrupting, pitching, and closing. It’s about listening, diagnosing, and prescribing.” I don’t know if you guys have seen it too, but many sales trainers and consultants out there are speaking about building these deep-rooted, transparent relationships as if this is a new concept in sales.

Many years ago, when I started my sales career, it happened to be in the financial service industry. There was a ton of pitching and pushing going on without much interest in the actual person, the family, or the organization, depending on what the platform was that people were selling. It made me sick to my stomach that this type of bad selling was happening all around me and a lot. It was happening frequently.

I still see some of this these types of behaviors, except buyers can do a ton of research, read reviews, and buy from a place with more confidence due to their research of what they’re looking for. What’s changed in sales? How do we close more deals quicker in this transparent world where the customer has done some research?


CSG 118 | New Sales Process


I’m glad you asked because I have an amazing guest. I’m excited to chat with my amazing friend and guest, Gail Kasper. Gail is a two-time TEDx speaker. She’s a TV host, sales trainer, and author who has worked with leading and billion-dollar companies across the country. She has reached millions of people appearing nationwide on various morning and news shows sharing her strategy. Gail, thank you so much for being on and an important conversation.

First of all, I appreciate everything that you said. It’s so critical that we are part of our customer’s world. We are listening to them and being attentive in the process. Things have changed. It’s an honor to be on your show. I told you I waited for months for this. I know how valuable your information is and I’ve listened to it so I’m thrilled to be here and be a part of it. Thank you for having me.

Thank you for your patience. The show is popular. It’s booking out further, which I don’t like to do. On the same token though, I hate to say no to people, especially if they have valuable content. You’re kind to be so patient. I appreciate you hanging in there with me. Let’s start our conversation. Gail, what’s different in sales? It’s changed but has it?

First off, I want to back up to where sales used to be, that Glengarry Glen Ross hard push, make the sale, push it forward. We then learned something called relationship selling. You build rapport, uncover the needs, present the solutions, and then go for the close. It is a process that is there. It came into play when we have this high technology.

Customers are like, “I can do the research before I even go there. I’ve explored the competition. I know what the prices are. I’m going to walk in the door, command what I want and take control of that conversation.” This means the relationship-selling process has come to a halt because what do you do? The customers are in front of you. They know all of this information.

You can’t be like, “I’m going to build a rapport with you. Let’s start it off warm and fuzzy.” The customers are like, “Come on. Let’s go. I want to close this sale. I want to buy it. This is what I want. I want to get the best deal.” Those are some of what I see as the biggest changes. Along with that is, “How do we adjust to the customer quickly then? How do we take that control back in that process?”

We’re still leading the customer versus them leading us. As soon as that happens, we’ve lost control. We’re feeding them information. They’re making a decision whether they want to stay or want to go. The relationship-selling process was all about getting to know the customer, uncovering those needs, and asking those questions. They have to feel comfortable with you.

Now, it’s about reciprocity because people are moving so quickly. They have to have a chance to get to know you as a sales rep. How do we do that? How do we do it subliminally and quickly so that we’re not in a spot where they don’t know us well enough to say, “I’ll sign the big deal with you?” Those are some of the things I see. I’m going to add one more thing to it to keep our conversation full.

Through the relationship selling process, it was all about getting to know the customer, uncovering their needs, and asking questions. They have to feel comfortable with you. Today, it's about reciprocity. Click To Tweet

It would be the ability to build stronger value. Meaning, you’re the customer. You walk in to see me. All of a sudden, you know more than me. Have I done my homework? Am I fully prepared? Have I been doing the training I need to do? Do I know my product or service so well that I know it at the level of a designer? I’m so comfortable with that. I have something to give you. If I can give you information, I can make you more comfortable with me right off the bat. That can happen right away. That rapport process can start.

It’s funny because I agree with everything you said. Here’s the critical thing. When I teach my clients, I talk about your pantry. Think about your pantry of food. You have flour, baking powder, whatever the ingredients are, pasta, or noodles. In your freezer, you know what you have. If you have to make dinner tonight, you know if you have to run to the store or not.

What’s in your pantry? As we’re delivering a service or a product, whatever it is that you’re selling out there, you know what all your assets are and how you can serve and help that client. They’re in your pantry if you will. When you sit in front of this educated client and they come in and say, “Gail, I need that.”

CSG 118 | New Sales Process
New Sales Process: When you’re delivering a service, a product, or whatever it is that you’re selling out there, you have to know all your assets and how you can serve and help that client.


You still have to ask questions and listen. As you start asking them questions and digging a little bit deeper than that superficial, “I need X,” you start to realize, “They need X but they need X plus Y and Z.” Through that questioning, you know what you have in your pantry. After you uncover what’s going on with that client, they’re super educated on you, we can fast forward and say, “This is amazing. I can package these three pieces of the puzzle. It could get your results faster. We can move your needle. We can help save you money, time or whatever it might be.”

That’s the piece of the puzzle where we still have to ask the questions to “listen and be present with the client’s situation fully.” We then know how to customize that package. For me, it’s never about, “I have this product. This is what you need. You saw it on my website.” We have to customize and truly serve the client. I agree with everything you said.

I’m going to add to what you’re saying there because I agree with the uncovering needs part. Sometimes we have to slow the customer down. They’re at a fast pace. Even if you said to the customer, “Can you give me fifteen minutes? Give me a timeframe. I know you want to run. You’re in and you’re out. You want to buy and go but give me fifteen minutes.”

“I want to confirm, number one, that we’re on the same page and what it is you’re looking for is right for you. We’ve had some new developments and something new that’s coming out that I want you to be aware of.” Keep in mind that we can take that control and I don’t see that enough with sales reps. Be assertive rather than run with the customer to say, “I get where you’re coming from. Give me a few minutes if you would.”

The other piece of that is in the sales presentation. We learn rapport, uncovering needs solutions and closing. That hasn’t changed. There might be parts that are shorter or longer but when you know your presentation so well, you know the questions. They’re all in your head. You’ve got that presentation and product down. Any question that you’re going to ask them about where they are or where they’d like to be, then you are in a spot to add yourself to it. It’s the piece that would be missing in a presentation if you’re trying to follow a script. “My boss told me I have to say this and if I don’t say it, I’m going to get in trouble.” Learn it. Know it. Make it a part of you so you can add yourself in.

The other thing too, when I teach, people go, “I want to say it like you.” “Don’t say it like me because you’re not me. That’s ridiculous. I could never say it as you would say it. Here’s the framework of what you want to achieve but it has to be your vibe, words and zest in there. Not how I would say it.” When your boss tells you to say this, that might be the structure of what you should do or how they want you to roll out the request or the answer but make it yours because you cannot be a cookie-cutter and be someone else.

That’s why I start giving my gift away of the Communication Style Assessment because I cannot communicate like you. You can’t communicate like me. What’s your secret sauce? That’s the piece you’re talking about where you can inject that into that client conversation so they feel comfortable with you and they know you’re present and you’re there for them.

You have to earn that trust and respect during that conversation, no matter how prepared or researched they’ve done on you and what you can offer. I love that. You have to insert yourself into that equation. They’re buying the product and organization but they’re buying you. You’re going to be their relationship manager going forward. You are the secret sauce in everything we do out there in sales.

You have to earn their trust and respect during that conversation, no matter how prepared or researched they've done on you and what you can offer. Click To Tweet

One of the things I love about your assessment is that once I knew who I am and I’ve done that assessment, I can look at the world and my customers a little differently and better understand and communicate with them. That’s brilliant because that’s what it comes down to. Depending on the area, territory or region I might go to in the United States, some people are judgmental that are not getting what this customer might walk in and they’re in a bad mood but maybe it has nothing to do with you. Maybe they’re carrying something else with them and it’s up to you to break through that to make them feel comfortable and more relaxed.

CSG 118 | New Sales Process
New Sales Process: A customer might walk in and be in a bad mood, but maybe it has nothing to do with you. It’s up to you to break through that to make them feel comfortable and more relaxed.


To form judgment doesn’t help us. As soon as we put that in our head, then we are going to handle the sales call in a way that’s not going to be productive for anyone. I love and admire sales reps. They don’t get enough credit in this world. They’re not respected enough in the businesses and they should be paid more. That’s where I come from when it comes to sales reps. It’s the hardest job in the company. Stand up there and pitch and believe in what it is that you are selling and offering and get somebody else to buy into you and what you’re saying.

You said something important too. Whatever you’re selling or the company you’re working for, for you to show up and be yourself authentic with the client and believe in what your offer is, the values of the organization, product or service have to be in line with yourself. Through the years I’ve been doing this, I walked away from business. I went in and I thought, “Their values don’t meet mine.”

I cannot get in front of their salespeople and say, “This is a great organization. Your CEO was amazing,” when I knew the values were off. I wouldn’t come across as authentic. I would walk away from the business because here’s the other thing. I knew it would be a real pain in my neck. I wouldn’t be able to deliver what they were seeking because it’s not me. It wouldn’t be worth the money. It would be soul-sucking for me. That’s another piece of the puzzle that we forget about.

I admire you for that but I get it. If the values don’t match up, then it’s a battle constantly because you’re still being you and you’re still wanting to be you and they’re still them. Nobody walks away happy. What you did was brilliant because there’s not going to be a win here anyway so let me cut it.

My reputation would hurt because their values and how I would teach would be a mismatch. They wouldn’t get the expected results that they thought they would get because we’re on two different pages. It’s like, “Connie Whitman’s not doing a good job and I will never take a risk with my reputation.” It’s about values. We have to know what our values are and be true to ourselves.

It’s one of the things I talk about in my new book, Sell Like a Cockatoo. I have a little section in there that’s about managers that hire sales reps and ask the question. In other words, if they know their core values as an organization, my main question to a sales rep is, “Why are you here? Not because you live close to the building or you’re going to make more money here but are you here because you believe in the product and the service? If you don’t know about my product and service, I’m happy to tell you. If you’re not here for that reason, I don’t want you here. Get out.’

You don’t want people chasing the money. You want them to believe in what they’re out there offering. You mentioned the word cockatoo. My next question is why cockatoo? Where did that come from? I love it.

You don't want people chasing the money. You want them to believe in what they're offering. Click To Tweet

That means a lot coming from you, Connie. I always imagined that sales reps have to dance. They have to be able to move and shift with the customer and cockatoos dance. The more that I research the cockatoo, they’re also loud. We know sales reps should be loud. They need attention. They don’t like to be bored. The last thing you want to do is leave a sales rep sitting in a corner.

You want to make sure that they’re either training, working on things or their presentation, learning their products, cold calling, whatever it might be. We want to make sure that they’re actively working. They know how to dance and build those 60-year relationships. That’s what a cockatoo is all about. I took all of those tools and broke them down throughout the book.

The first half of the book is about why the cockatoo. The second half of the book is about body language and tone of voice. I’ve been trained in body language and interrogation. “You’ve got this person in front of you. What are you seeing in them? How do you need to shift your body language and change what you’re saying or doing so that you can move that sale closer to a close faster?”

Hence the reason I say, know your sales presentation is because you want to be able to be alert with the customer. You don’t want to be thinking about anything else, wondering what you’re going to say next and anticipating where they’re going. You want to be in that spot where you can watch them and move and shift with them as you need to.

CSG 118 | New Sales Process
New Sales Process: Know your sales presentation. You want to be alert with the customer. You don’t want to be thinking about anything else.


I don’t know that I studied interrogation. I don’t have your background over there. I was like, “I want to hear more about that in a second.” It’s so funny because being in sales for so long, you do start to watch the body language. It’s almost a subliminal thing that happens because I’ve studied it for so long. It helped me with my body language as well as being receptive that they’d receive me and I’d receive them.

I remember in one of my classes, I’m saying who I am and what we’re going to do for the day. I set the expectations and objectives. I walked over and handed a pen to this young man. He looked at me and I knew. I stopped talking and said, “I’m sorry. Did you not need a pen?” He goes, “I did. How did you know that?”

I go, “I don’t know. It’s your body language. Something told me you needed a pen.” Everybody’s like, “What?” I go, “That is the power of body language. I anticipated something that he needed.” We have to do that with our clients. Here’s the thing. You’re not going to get good at that your first time out on a call. It’s practice. It’s paying attention. It’s that whole reiteration piece of it.

You're not going to get good at closing a sale your first time on a call. It's about practice and paying attention. Click To Tweet

That’s what it tells me too. Some people have that natural ability to be present. They’re great listeners. It’s few and far between because listening is a learned skill but you have that. If you are present, I get back to you. If you know your sales presentation and product, you’re ready to go. You can be more present with that customer to say, “Something seems off.” Check in with them and ask them a question. That’s where you want to be. You can’t get to that space, especially if you’re new. You got stress on your shoulders, “Am I going to say this the right way? I’m not sure I know everything about the product but if I’m new, I’m taking all of that into the sales call with me.”

Got to get past those steps so that you can be there at one with the customer and excited. Sales reps that show up for work are like, “I got somebody coming in at 9:00.” Instead of worried about, “They’re coming in at 9:00,” who is this person? If you talk to all of them on the phone, what are they about? Do you have a coffee or a glass of water ready? What are they coming in for? Are they dropping the kids off in the morning and then they got to show up to you and then they have to get to work?

We know something about this person and what their schedule is. We can empathize a little bit with them but we want to be ready for the customer. We don’t want to be in our minds and spaces. I get it. Sales reps, I love you to death. It’s one of the hardest things to do because you got your crap to deal with. Everybody does. Sales reps do too. They got to be on. I’m sorry for saying that but I get it. It’s hard.

It’s funny too because there’s no reason to not show up prepared, knowing a little bit about that client. If your organization has a CRM system and they came in through that, you should do your recon. If you’ve connected with them through LinkedIn or some other source, you should be vetting them out. What charities do they belong to? Are they on a board of directors? Is that a charity that’s near and dear to your heart? If they play a sport, is that a sport maybe your kids are playing that you can talk about?

CSG 118 | New Sales Process
New Sales Process: There’s no reason today not to show up prepared and know a little bit about a client. If your organization has a CRM system and they came in through that, you should do your recon.


We should be vetting and there’s no reason not to with the technology. I agree with that. Use your time wisely. That’s going to make you shine. As soon as you’re in front of that client, you shine super brightly because you show up. You’re all in. Go back to the cockatoo with me. How does a sales rep become that full-fledged amazing cockatoo that can build that 60-year relationship?

It’s all in the book but let me give you some highlighting. The thing is I get back to being present with the customer, knowing your presentation and the value piece of it from the beginning to the end, which includes when you get to objections. That’s a very emotional space for sales reps to be in because you’ve got to take it to a spot where you’re going to be able to follow the steps.

That’s the one part of the sales presentation that I say to sales reps, “Get to logic and know what you’re going to say and do to handle those objections. Take the emotion out of it. Your emotion isn’t going to help the situation. They’re already emotional and they’re probably afraid to make the purchase or they shouldn’t be spending the money or whatever their situation is.” On our end, we’ve got to be logical.

Part of the cockatoo book is who you are. I love those things. Be the one that seeks attention. Be the one that gets in your boss’s ear for, “I want more training. Let’s talk about my goals.” In other words, the bosses or managers that leave you to sit and let you be are the ones to be afraid of. They’re the ones that you want to say, “What more can I be doing? How can I be getting better?”

CSG 118 | New Sales Process
New Sales Process: Be the one who seeks attention. Be the one that gets in your boss’s ear and says, “I want more training. I want to talk about my goals.”


Be assertive. I know one sales rep in a company that started with the company and they weren’t training them for the first month and it was sales that were difficult to sell. I said to him, “Go in there and be up their butt. Go after it. Tell them you want the training. Fight for it. Fight for you because, otherwise, you’re a sitting duck to go down.” Cockatoo book is about being who you are. Take the assertiveness and bring it to another level. Command the attention where you need it. Train at the highest level to that level of a designer. Bring out the value in your product and service bigger than what that customer will know.

What are the inside secrets that are happening inside the organization that nobody else is going to know about? When that customer walks in the door, you can be like, “I know my crap. I’m good. I’m on it. I’m here to build rapport and trust with you.” Finally, be able to read and adjust to their body language. There are over 50 body language tips in Sell Like a Cockatoo to help the sales rep work and adjust to the customer. There are over 30 tone-of-voice elements because someone’s tone of voice is 38% of what they’re saying to you.

What is their tone of voice? Sometimes it’s who the person is. You need to ask more questions to make sure it’s not about you or the sale but other times, there’s an issue. Does their tone of voice raise an issue with you that you need to ask a question? It goes through from start to finish. How do you take control back of the call? How do you be like a cockatoo? Learn everything that you need to and then follow the customer, mimic the customer or dance with the customer to get them moving forward to close. It takes it from beginning to end.

It’s all about motion. The other thing you said is to be assertive. Here’s the thing. I know what you mean because people have called me aggressive but I’m aggressive in a good way. I’m aggressive with my follow-up. You will not fall through the cracks with me. I am diligent. That to me is being aggressive with my skill, not that I’m attacking the client because that’s the ick factor.

When we say assertive or aggressive, we say, “Do it with grace and respect, not within your face, over the top pushing the client.” It’s not about pushing. It’s making your voice be heard to help the client. The other thing I wanted to comment on is our clients show up prepared because we have websites, LinkedIn and stuff out there that shows us our products and organization. It’s marketing content though. It’s not the essence of who you are. It’s not the depth below what the obvious product or service is. There’s so much more that goes underneath.

Marketing opens the door. You are the one who has to make that sale. I hate the words, “Close the sale.” I say that you are the one who builds that long-term dynamic, profitable relationship for you and the client over and over again. They keep coming back. You have to earn. It goes back to earning that right and privilege.

Marketing opens the door, but you're the one who has to make that sale. Click To Tweet

The last thing I wanted to comment on was the tone of voice is 38%. Fifty-five percent of our communication is done through body language. For those of you doing the calculation, 93% is tone and body language. It’s not the word you choose. Even if you get lost sometimes and you go, “I can’t think of that word,” you share with the client what you’re feeling or what you’re trying to have them understand. They got you because of your body language and your tone of voice. Don’t curse or use bad words but sometimes you’re like, “What is that word? It’s on the tip of my tongue.” Don’t worry. Don’t get hung up on that and lose your rhythm because the client still does feel and understand you.

Connie, I would never view you as aggressive even in your follow-up. I would say assertive. Meaning that it’s done with respect. Let me give you an example. When I follow up with people, let’s say, I’m on a phone call. I’ll say, “When is a good time to follow up with you?” I will ask them. If they say Tuesday, I’ll say, “What’s a good time on Tuesday? I don’t want to interrupt your day or you’re getting in the morning.”

It’s the same through email. I’ll do the same process. That, to me, is assertive. Anyone that is going to tell us that we’re being aggressive, people do. Sometimes people don’t want to even do that, “It’s okay. Come on. I’m asking the question. It’s up to you. If you don’t know, that’s okay too.” You go with them. If we’re asking questions about what’s working for them, it’s not an aggressive follow-up. It’s necessary.

You will not build those long-term relationships that you can build if you’re going to sit back and wait for them to come to you. You have to be part of the process. Sometimes they’re scared or sometimes they’ve got two people they’re talking to and they’re not sure. Help them. Be a part of the process. Jump in and let them know you’re there for questions and you want to work with them or whatever it might be.

CSG 118 | New Sales Process
New Sales Process: You will not build those long-term relationships if you’re just going to sit back and wait for clients to come to you. You have to be part of the process.


They have their life. You’re not the most important thing in their life. Even though we have a need, there are other priorities. A kid who is sick is going to trump to have a meeting with you. I call my follow-up CPR. You keep the paddles to keep them alive. It’s consistent. I am a dork with this. I geek out. I love it. It’s consistent, persistent, respectful follow-up and people do appreciate it.

My clients say, “Thank goodness you follow up with me twenty times. I was so busy and you stayed on my radar.” I did it respectfully, not in their face in an obnoxious way. It’s all about balance. Go back one more thing for me. Body language is 55% of our engagement and receptivity. What are the biggest mistakes you see sales reps and sales folks do with body language?

Number one is if you are standing with a customer, do not be standing to the side. You want to be facing them. In other words, you’re in a position where you have so much going on. Maybe you want to go handle something. Go take care of something. Whenever you are with the customer, you be with them. Don’t be turning away from them.

The other thing is if you’re sitting and managing objections with them and they’re getting distant with you but we start to keep talking and try to push it versus sit back, shut up. It is another way to utilize our body language and not say a word. Let the truth come out of them. What is holding them back without interrupting them along the way? That’s another one.

Covering our faces if we’re sitting there or leaning back in our chair shows that we are not interested. Even if there’s a reason that you’re doing it physically, you have a back problem or other issues, explain things like that to the customer so that they understand that you’re not disinterested in the process. If you lean forward, don’t be covering your mouth at all in any way or touch your nose.

If you talk to them and you touch your nose, maybe you have a scratch but it comes across as though you are lying. The big thing is when you are filling out paperwork or looking down at something, do not continue to talk to them if you are in some other space. Ask them for a moment to finish reading what you need to read to look them back in the eye to finish that conversation. Thirty-eight percent of that trust comes from that eye contact. Don’t lose it. Keep it there.

I’ve been podcasting for many years and I tease Gail, “I’ve been podcasting when dinosaurs were still roaming. Nobody even knew what a podcast was.” I’m joking around a little bit but with the body language piece, the eye contact. Years ago, my producer said, “You are ready to do it with eye contact and use video. I was like, “I don’t do video.” “I’m not doing it. I’m comfortable. Thank you very much.” She says, “You need to do it because you have the YouTube channel and then people can watch you and your guests see the eye contact and your eyes.” It accelerates that authority building but it also accelerates the know, like and trust factor because they can see your body language.

It’s hard during a show for a long period of you not coming through. You can’t be a put-on or a fake for that long of a period. It was the best thing I ever did because people follow me on YouTube. They’ll say, “I’ve been following you for a year.” When they get into a workshop and I have my offer at the end, they sign up and I go, “How’d you find me?” “I’ve been following you for a year. I’ve been following your show. I love you. It’s like you’re talking directly at me.” It builds that know, like and, trust factor. When they are ready, they’ve seen my body language, my vibe and all of those pieces of the puzzle.

The eyes are the windows to our souls. People can read a lot about us. You don’t want to make too intensive eye contact but it’s important that you remain present and let them know that you’re there with them. The other comment was leaning forward. When I coach my teams and managers on coaching on the sales process, I observe them in a sales conversation. You see the client and the individual lean in.

Most times, people don’t even notice. I’ll say, “Did you see at the moment where you said this and they said this, you both leaned in?” That’s a beautiful thing. That’s full engagement. Watch for those cues. Are they sitting back and pulling from you again? It’s another quick little clue. We are out of time. I can’t believe this. I feel we covered a lot but we didn’t cover a lot.

I could have talked to you all day, Connie.

This is my favorite subject. Gail and I are going to have to do a sequel to this episode. Last question though, what do you see in your world working with sales reps? Where do you see the biggest misstep or is there a common place where they falter or lose their way?

Getting complacent, you get into it and fall through the process. Push for continuous learning, push to learn more and push to take risks. That means training that’s outside of sales, which could be public speaking or other types of training that are going to get you to be more confident in who you are. One of the things I do in one of the organizations that I’m working with is this. I have a production background. I’ve been in front of the camera. I put them on video for their social media videos.

I get them in a place that’s uncomfortable for them. They’re a little bit scared. They’re sales reps but anything that they will do to build confidence in themselves to take those risks is going to make them better salespersons and be more comfortable with the customer. Communication skills are going to elevate and they’re going to surpass others. Confidence comes through in who you are as a sales rep.

The biggest thing that I would want to see with anyone and that’s why with my training, whether it’s communications or sales, it’s about ripping them down and building them up. Meaning, you want to take your skills to the next level. You’re doing it in a safe place where I can take you, tell you what’s not working for you and then help you build that back up again.

It doesn’t mean you’re doing anything wrong. It means we can do it better. I don’t know about you. I want to get better every day. I want to comment on the faculty for Financial Leaders Institute. It’s another organization and I teach one class for them on change management but it’s a year-long program. In the end, they have to work on a project, deliver the project and share it as an executive review so they could go back and share their idea, their concept with the CEO and hopefully, get it implemented It’s to enhance the organization.

This one gentleman, Mike, is my buddy. I love him. Shout-out to him. When he did his presentation, everybody gave feedback on the faculty. I said to him, “Have you taken your public speaking?” He looked at me and goes, “Why are you asking me that?” I said, “You’re too good up there.” Not that his peers did anything wrong. This was the cutest thing. He said, “I’ll tell you. When I was twelve years old, my mother made me take a Public Speaking class.” I said, “What?”

He said it was because he stuttered or something. His mom said, “We’re going to go to public speaking.” He goes, “I screamed, cried, and rebelled every time we had a go.” I said, “When you get in the car, call your mom and thank her for those lessons because you hit this presentation out of the park.” Everybody was like, “He did.” The next time I saw him, I looked at him and he goes, “I called my mom to thank her. I promise.”

The mom, whatever her career was, knew to help him build his confidence, even at a young age. If he could get up and do this public speaking, it would serve him and look fast forward to how it did him as a young man. He had family and all those things. It’s a cool story. It shows when you have that confidence behind you.

I love that you said that it doesn’t always have to be sales skills, communication skills, observing body language, learning about that, neurolinguistic programming or whatever it is. You should always be growing. Everyone, I don’t know about you but you need more Gail in your life. I’m just saying. Go to her website, which is GailKasper.com. If you have a specific question, please email Gail at Gail@GailKasper.com. If they go to your website, you have some little goodies on there. Do you want to share that, Gail?

I do. Fill out the newsletter form and you’re going to get three free things from me. 1) The three most overlooked sales tools that close more deals. 2) Three things that will light your ass on fire to achieve your biggest goals. You can’t do without that. 3) A poster, which is an honor of the salesperson, all about all the challenges that we’ve been through and how much respect we should have within organizations. They are yours. Fill out the newsletter form and they’re yours.

Your book is available and discounted on your website, correct?

I do because it’s in for publishing. The softcopy is going to be coming out. I have two different books. One is UNSTOPPABLE: 6 Easy Steps To Find And Achieve Your FIRE and the other is Sell Like A Cockatoo. They’re half-price. They’re on the website. Get the digital copy of it and go get them, Cockatoos.

I love the title of both of them but I love the whole cockatoo thing. I couldn’t wait for us to get in because we are visual learners. We’re all visualizing that cockatoo dancing on the little perch there, talking, singing their songs, and all of those things. That’s what we should be doing, shining our light so brightly. Thank you so much, Gail, for being on and amazing information. Thank you for all the resources. Everyone reading is going to want to get on that newsletter and get that information. Thank you so much for being on and being a great guest.

Thank you for having me. Thank you to everybody reading.

I hope you’ll join me every episode as we question, build, and discover together. No matter where you are in your sales game or career, I hope my guests and I provide some tips, strategies, and tools that you can use immediately. Information is a beautiful thing. If you do nothing with it, it’s information. When you put that information into action, that’s when great things happen.

It’s like having an invisible magic wand. Take 1 tip or 2. Start to play with it. Read the book. Join the newsletter. Use the downloads. Whatever it is for you, put it into action. I will see you all in the next episode. Have an inspired time. Pick one thing, go and put it into action, and be a great cockatoo. I love you all. Have a great one.


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