Selling Like a Cockatoo: Insights from a TV Host Turned Sales Guru

The Modern Selling Podcast

Are you ready for a mind-blowing revelation that will completely change your perspective on modern selling techniques? Get ready to uncover the unexpected truth that will revolutionize the way you engage with your customers and close more deals. Stay tuned to find out how to transform your sales approach and elevate your success to new heights.

Do you want to increase your sales effectiveness and build stronger relationships with your customers? If you're ready to discover the solution to achieving that result, stay tuned for an engaging and insightful approach that will transform your selling techniques and resilience. Let's dive in and elevate your sales game together!

Have you ever felt like you're putting in all the effort but not getting the results you want? Maybe you've been told to smile and push through, but deep down, you're feeling the frustration of not making real connections and closing deals. If this sounds familiar, you're not alone. Let's break through the ineffective advice and turn your sales game around for increased effectiveness and stronger relationships. It's time to shake off the old ways and embrace a new approach that brings real results. Are you ready to transform your sales game?

This is Gail Kasper's story:

Gail Kasper's initiation into the world of sales was an unexpected fusion of family influence and personal experiences. Growing up with a father who possessed a natural knack for sales, Gail observed and absorbed the art of selling from a young age. However, it was her hands-on experience on the front lines, starting as a receptionist and later evolving into a managerial role, that truly cemented her understanding of the sales process. From selling appliances in California to navigating the complex world of training programs, Gail's journey is a testament to perseverance and adaptability.

Overcoming abrupt career transitions, including a sudden leap into entrepreneurship after being let go from a job, Gail learned firsthand the significance of agility and continuous growth in the fast-paced realm of modern sales. Her narrative not only showcases her sharpened sales acumen but also underscores the pivotal role of effective leadership in driving sales success. Gail's compelling journey serves as a guiding light, illustrating how embracing change and unwavering commitment can pave the way for triumph in the dynamic landscape of sales.

Stop selling. Back up. Slow down. Take control of the call. Position yourself as not ready to jump, but actually pulling back on the sale. - Gail Kasper

My special guest is Gail Kasper

Gail Kasper, an accomplished TV host, author, and master sales trainer, brings her dynamic expertise to the Modern Selling Podcast. She has empowered teams within Fortune 500 and multibillion-dollar companies, enhancing their sales and public speaking skills. Gail's journey, which began with her dropping out of college at 19 and working her way up the corporate ladder through resilience and determination, provides a unique perspective on the sales profession. Her recent book, "Sell Like a Cockatoo," showcases her innovative approach to sales techniques, offering valuable insights for sales professionals seeking to strengthen engagement and resilience. With her blend of experience, authenticity, and success, Gail Kasper is poised to offer a fresh and impactful perspective on effective sales techniques for modern selling.

In this episode, you will be able to:

• Master modern selling techniques to close more deals and boost your sales performance.

• Cultivate genuine customer relationships that drive loyalty and repeat business.

• Overcome sales objections with savvy strategies that turn challenges into opportunities.

• Harness the power of personalization to make your sales outreach stand out and resonate with prospects.

• Adapt your sales strategies for virtual environments to thrive in the digital marketplace.

The key moments in this episode are: 00:00:00 - The Importance of Genuine Communication in Sales 00:01:11 - Gail's Background and Expertise 00:03:18 - Gail's Book "Sell Like a Cockatoo" 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story 00:07:04 - The Evolution of Sales and the Modern Buyer 00:13:14 - Building Strong Relationships in Sales 00:14:26 - Climbing the Ladder in Sales 00:15:34 - Utilizing Modern Sales Techniques 00:20:10 - The Concept of "Sell Like a Cockatoo" 00:25:14 - Overcoming Sales Challenges 00:26:30 - The Art of Sales as the Art of Helping 00:28:38 - Selling to the Business Pain 00:29:02 - Helper Mode in Sales 00:31:53 - Sales Process on Steroids 00:37:44 - The Future of Selling 00:40:53 - Impact of Automation on Social Media Platforms 00:42:27 - Functioning vs. Engaging in Sales 00:43:20 - How to Connect with Gail Kasper 00:44:11 - Favorite Movie Discussion 00:46:18 - Conclusion and Call to Action

Timestamped summary of this episode: 00:00:00 - The Importance of Genuine Communication in Sales Gail emphasizes the need for genuine communication in sales, advising salespeople to listen actively to customers to understand their needs and provide tailored solutions. 00:01:11 - Gail's Background and Expertise Gail shares her journey from dropping out of college to becoming a TV host, author, and master sales trainer. She highlights her experience working with Fortune 500 companies to enhance their sales and communication skills. 00:03:18 - Gail's Book "Sell Like a Cockatoo" Gail discusses her recent book release, "Sell Like a Cockatoo," and encourages listeners to explore its insights into modern sales strategies and techniques. 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story Gail reveals her surprising introverted nature despite her public persona and shares the intriguing story of meeting her first husband through a wrong number call, leading to a unique relationship. 00:07:04 - The Evolution of Sales and the Modern Buyer Gail and Mario discuss the changing landscape of sales, highlighting the need for sales reps to adapt to the preferences of modern buyers and engage with them through various channels to build meaningful connections and secure sales opportunities. 00:13:14 - Building Strong Relationships in Sales Gail discusses the importance of building strong relationships with customers and suppliers, emphasizing the need to elevate relationships, focus on building rapport, and maintain a positive mindset towards sales interactions. 00:14:26 - Climbing the Ladder in Sales Gail emphasizes the importance of getting educated in sales leadership and management, highlighting the shift in responsibilities from pursuing business to managing people. She stresses the need for leaders to relate to their teams and provide the necessary tools for growth. 00:15:34 - Utilizing Modern Sales Techniques Gail discusses the importance of adapting to modern sales techniques, such as personalized communication on LinkedIn and the use of prospecting videos. She emphasizes the significance of visual and auditory cues in video communication. 00:20:10 - The Concept of "Sell Like a Cockatoo" Gail explains the concept of "Sell Like a Cockatoo," drawing parallels between cockatoos and sales professionals. She highlights the importance of adaptability, building long-term relationships, and maintaining consistency in sales efforts. 00:25:14 - Overcoming Sales Challenges Gail emphasizes the need to shift from a sales-focused approach to a customer-focused approach. She advises sales professionals to take control of sales calls, prioritize understanding the customer's needs, and engage in genuine conversations to build rapport and trust. 00:26:30 - The Art of Sales as the Art of Helping Sales is about building strong relationships and solving business problems. Gail emphasizes the importance of understanding and addressing the customer's needs and pain points. 00:28:38 - Selling to the Business Pain Gail discusses the significance of selling to the business pain and problem-solving approach. She emphasizes the importance of understanding the value proposition and addressing objections with value statements. 00:29:02 - Helper Mode in Sales Gail highlights the challenge of maintaining a helper mindset while dealing with financial pressures and stresses the importance of focusing on the bigger picture to foster a helpful approach in sales. 00:31:53 - Sales Process on Steroids Gail emphasizes the need for elevating the sales process and incorporating patience in the process. She stresses the importance of multiple touchpoints, building relationships, and maintaining positive energy momentum throughout the sales cycle. 00:37:44 - The Future of Selling Gail predicts a shift towards emphasizing live human interaction, communication skills, and relationship-building in the future of selling. She warns against excessive automation and advocates for personalized touchpoints and genuine engagement in sales efforts. 00:40:53 - Impact of Automation on Social Media Platforms Gail and Mario discuss how automation has reduced the effectiveness of social media platforms. They talk about the saturation of social media with seemingly perfect lives and the need for personalization in sales. 00:42:27 - Functioning vs. Engaging in Sales Gail shares a social media post about "functioning" and relates it to sales, emphasizing the need to move beyond just functioning and truly engage with buyers in a meaningful way. 00:43:20 - How to Connect with Gail Kasper Gail provides her social media handles and website for connecting with her. She also offers a special download for the audience related to closing more deals. 00:44:11 - Favorite Movie Discussion Gail and Mario discuss their all-time favorite movies, with Mario revealing his love for "The Goonies" and Gail mentioning "Shawshank Redemption." They talk about the impact and inspiration from these movies. 00:46:18 - Conclusion and Call to Action Mario wraps up the podcast, encouraging listeners to leave a review and download FlyMSG for productivity. He thanks the audience and signs off with a "good selling."

Building Genuine Customer Relationships Building genuine customer relationships is crucial in today's sales environment. Gail Kasper emphasized the importance of personalization and authenticity, stressing the need for effort and the absence of shortcuts in connecting with potential clients. Understanding the customer's needs, providing value, and maintaining strong relationships are key elements in effective sales techniques.

Mastering Effective Sales Techniques In the realm of modern selling, mastering effective sales techniques is essential for success. Sales professionals must adapt and continuously learn to stay ahead in the ever-evolving sales landscape. Gail Kasper's experiences highlighted the challenges of sales, emphasizing the need for resilience and determination in building a successful business.

Overcoming Sales Objections Overcoming sales objections is a critical aspect of successful selling. Sales professionals need to be resilient and persistent in their approach, similar to a broken sink that keeps functioning. Gail Kasper's insights on perseverance and consistency underscore the importance of resilience in addressing challenges and objections in the sales process.

The resources mentioned in this episode are:

• To connect with Gail Kasper, visit her on Facebook and Twitter at Gail Kasper Fans, and on Instagram at Gail Kasper.

• For a special download of The Three Most Overlooked Sales Tools That Close More Deals, visit offer.GailKasper.com/podcast-gift.

• To save 20 hours or more in a month and increase productivity, download FlyMSG for free at flymsg.io.