Same Game, New Rules

Same Game, New Rules is for anyone in the sales and marketing profession searching for an easier more effective way to build their income. Each day in the US, 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:

• 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.
• People who want their selling method to support their personal strength, yet not compromise their dignity or that of their prospects.
• 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. As a new breed of seller, 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.