John and I discuss the business to business sales classic Same Game, New Rules by Bill Caskey, especially how it relates to aviation sales. Featuring a "top ten" list by Jeremy Cox of Jet Brokers.

1. Book Club Discussion-
Same Game, New Rules

2. ABCI

3. This Month
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4. Same Game, New Rules
• First Impressions?
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5. Same Game, New Rules
• The fundamental shiF -
• Zig vs. Bill
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6. Same Game, New Rules
• Change Starts with a Look in the Mirror
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Old Thinking New Thinking
“That psychological
babble is for wimps.
Popeye said it best: I
y’am what I y’am! If
that’s not good
enough, tough!”
“I understand that I
have to take inventory
of my skills and
shortcomings.
Change is up to me.”

7. Same Game, New Rules
• Process makes perfect
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Old Thinking New Thinking
“My prospect decides
what, when, and how
much.”
“I decide what, when,
and how much.”

8. Same Game, New Rules
• You only have one chance at a clean beginning.
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Old Thinking New Thinking
“If I can just talk to
enough people, the
law of numbers will
eventually pay me
dividends.”
“My >me is my most
precious asset. I must
start with a masterful
beginning with each
new prospect.”

9. Same Game, New Rules
• The commodity dungeon
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Old Thinking New Thinking
“My outstanding
features and benefits
will be clear enough
to jusGfy my price.”
“My approach and
selling method - not
my features and
benefits - propels me
out of the commodity
dungeon.”

10. Same Game, New Rules
• The More You Talk, the More Likely You Are to
Say Something Stupid.
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Old Thinking New Thinking
“If I do all the talking,
I’m in control and
people see how smart
I am.”
“If I listen more, I’m in
control. I’m also less
likely to bring up
something to which
my prospect will
object.”

11. Same Game, New Rules
• Your Need for Approval Will Cost You
Thousands.
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Old Thinking New Thinking
“If I can get them to like
me, they are more likely
to buy from me.”
“The selling profession is
to help my prospects
solve problems. The only
approval that maEers to
me is my own, when I
successfully carry out
that mission.”

12. Same Game, New Rules
• Your Need for Approval Will Cost You
Thousands.
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Old Thinking New Thinking
“If I can get them to like
me, they are more likely
to buy from me.”
“The selling profession is
to help my prospects
solve problems. The only
approval that maEers to
me is my own, when I
successfully carry out
that mission.”

13. Al the Insurance Guy
• Prior year commissions $65,000, Goal $120,000
• Difference - enough high
quality leads that could
“fire them” if they didn’t
qualify.
• Not being “held hostage”
for deals.
• “CMA”
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14. Your Turn - Jeremy Cox - Jet Brokers
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15. Go Sell More Stuff!
• America Needs the Business!
- Zig Ziglar
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