Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World

By Gail Kasper

I’m excited to share this story with you. I’ve had the privilege of years of mentorship from a Master Salesman named Hank, the secrets to sales success that you won’t find anywhere else.

In this book, Hank the Cockatoo shows you how to seamlessly move the sale forward with passion, knowledge, and a connection that can’t be broken. You’ll learn how to catch customer cues, respond, and redirect. Relationship selling isn’t dead, but with Internet-wise customers, new tools are needed to regain control. Cockatoo Selling–with almost 50 body language and tone of voice tips—will give you those tools and teach you how to dance with the customer right through the close—and at a faster rate.

Attendees of the Sell Like A Cockatoo Training Program were asked to identify
the most impactful techniques they learned. Their responses:
“It’s an advanced sales methodology—it breaks down the barriers of resistance and change.”

“It’s new! It’s different! It works! Sell Like A Cockatoo goes beyond the traditional sales process, taking your sales game to a whole new level. It’s fun, insightful, inspiring and challenging.”
—Bryan Post, 8-figure serial entrepreneur, best-selling author, and world-renowned clinician

• Language: English
• Publisher: AuthorHouse
• Release date: Apr 22, 2024
• ISBN: 9798823024013

Gail Kasper

From humbling beginnings to working with Top 100 and multi-billion dollar companies, Gail Kasper’s systems have reached millions of people whether through a speaking or corporate event or a national television appearance. A semi-finalist on The Apprentice and tested to have an IQ in the top 5% of the population, Gail is an author, television host, producer, Ms. Continental America 2009, and creator of SAD-T (Systematic Attitude Development-Technique), a technique she utilized to get logical and take steps in her life, after years of being immobilized. Appearing with heavy hitter Donald Trump, Gail earned the status of being named a Top 40 Power Player, according to South Jersey Magazine. She has also been featured on the cover of South Jersey Business Magazine as one of the top 25 female business leaders and has been awarded Top-In-Biz for Executive Coaching. A former Contributing Editor to Success Magazine with the "Ask Gail" column and host/EP of her own late-night show, Raw Reality and the "Ask Gail" segment on the Comcast morning show, Gail is the author of the self-help parable Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE through the Systematic Attitude Development-Technique (SAD-T), multiple audiobooks available on Apple Books, and the children's book series Apollo and Winslow. With national media appearances that include Inside Edition, The Today Show, FOX Business News, and Oprah and Friends, Gail has earned the ranking of an in-demand media personality who has been the topic on Regis and Kelly. The current host of PhillyVision and FerryVision, she has also appeared on network affiliates across the country that include ABC, FOX, CW11, Comcast, and CBS, where she co-hosted the Emmy award-winning America's TVJobNetwork. As a professional speaker, Gail is known for customizing at the highest level. Audiences have stated repeatedly, Gail speaks with the passion and clarity of an industry and company employee! She raises the bar for the most skilled and tenured employees and offers high-content, real-world experiences with a dynamic and energetic feel. A human behavior specialist, trained in body language and interrogation techniques, Gail is known for her ability to read people and can easily identify a person's strengths as well as any obstacles that would prevent them from achieving a goal. As a humanitarian, Gail has donated thousands of hours to empower challenged adults and students to find the greatness within themselves. A strong supporter of our Troops, over 21,000 posters have been personally signed and shipped overseas. She has also supported multiple charities, including the Police Athletic League, the American Cancer Society, the USO, Pennsylvania's Dog Law Enforcement Team, and multiple rescues and animal groups. A Mom to two rescued Basset Hounds, Apollo and Winslow, Gail is the founder of Pawtographs®, a foundation whose focus is animal welfare and rescue issues. In 2008, with her tireless efforts, Gail was awarded the distinguished honor of Woman of the Year, based on her accomplishments and contributions to society by the ABI International Board of Review, which represents over 6000 panelists in over 75 countries. Gail's other accolades include being selected as a Top-5 national finalist for the 2010 Wilhelmina-Shape Magazine fitness competition and has graced the cover of multiple magazines. Gail is FIRO-B certified, a member of the National Speakers Association, and a Certified Fitness Trainer.

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© 2024 Gail Kasper Television LLC. All rights reserved.

No part of this book may be reproduced, stored in a retrieval system, or

transmitted by any means without the written permission of the author.

Published by AuthorHouse 04/17/2024

ISBN: 979-8-8230-2402-0 (sc)

ISBN: 979-8-8230-2401-3 (e)

Library of Congress Control Number: 2024905795

Back Cover Photo © 2023 Roby Fabro. All rights reserved – used with permission.

Because of the dynamic nature of the Internet, any web addresses or links contained in

this book may have changed since publication and may no longer be valid. The views

expressed in this work are solely those of the author and do not necessarily reflect the

views of the publisher, and the publisher hereby disclaims any responsibility for them.

CONTENTS

What People Are Saying

Legal Disclaimer

In Honor Of The Salesperson

Author’s Note

Dedication

Introduction

PART I: QUALITIES OF A COCKATOO— THAT’S YOU!

Chapter 1     The Cockatoo, the Sales Pro, AND the Need for Consistency

Chapter 2     The Cockatoo, Like the Sales Pro, Says, Don’t Bore Me!

Chapter 3     The Cockatoo Can Be Heard for Miles! And So Can You!

Chapter 4     The Cockatoo is Passionate! You MUST Be Too!

PART II: THE COCKATOO SALES CYCLE— THE DANCE!

Chapter 5     The Cockatoo Can Dance—Can You?

Chapter 6     Sell Like A Cockatoo— The Overview

Chapter 7     RAPPORT and the Cuddly Cockatoo – Step One

Chapter 8     Questioning—Step Two

Chapter 9     Presenting Value and the Trial Close—Step Three

Chapter 10   Closing the Deal, Negotiating, and Fear—Step Four

Conclusion: The Cockatoo and Attention!

Appendix 1 : The Complete Dancing Summary Guide

Appendix 2 : 10 Steps To Get To Know Your Customers On The Phone

Services Available

About the Author

Online Resources

WHAT PEOPLE ARE SAYING

If you’re ready to positively transform your life, then read and absorb the strategies in this brilliant book by Gail Kasper! She truly cares about helping others and her ideas will make a positive difference in your life!

- James Malinchak

Featured on ABC’s Hit TV Show, Secret Millionaire (Viewed by 50 Million+ Worldwide)

Authored 25 Books, Delivered 3000 Presentations and 2000 Consultations

Best-Selling Author, Millionaire Success Secrets

Founder, www.BigMoneySpeaker.com

Gail Kasper is an exceptional human being. She greets the world with a deep and resounding sense of compassion and openness. I’ve been a fan of all of Gail’s combined works for well over ten years and with Sell Like A Cockatoo she has delivered her best work yet! Who would have ever thought to use the Cockatoo as a metaphor for sales... only Gail. This book is meant for any salesperson or business owner who wants to learn the advanced sales skills of a master salesperson. It’s new! It’s different! It works! Sell Like A Cockatoo goes beyond the traditional sales process, taking your sales game to a whole new level!

-Bryan Post, 8-figure serial entrepreneur, best-selling author, speaker, and world-renowned clinician

LEGAL DISCLAIMER

This book is presented for informational purposes. The contents herein are the views and opinions of the author. The information provided herein may contain errors or omissions, or discrepancies. The author accepts no responsibility for any action taken by the reader or any results gained. Testimonials and examples used are exceptional results, do not apply to the average purchaser, and are not intended to represent or guarantee that anyone will achieve the same or similar results. Each individual’s success depends on his or her background, dedication, desire and motivation.

Additionally, reader results will vary based on their skill level and individual perception of the contents herein, the plan designed, and the efforts and actions taken. As in any business and life endeavor, there is an inherent risk of effort, or loss, with no guarantee of return.

Therefore, no guarantees are made.

IN HONOR OF THE SALESPERSON

To the risk-takers, the grinders, the ones who put their reputation, their hearts and their self-esteem on the line. To those who are committed to the product, to making others’ lives better, to improving someone’s image, to making anyone feel good about who they are. People have turned their backs on you, hung up on you, walked away from you, and stood you up. But it doesn’t stop you. Those of us who manage you, revere you. You are a monarch, our hero. You are the reason we come to work every day, our reason to believe in the future of our company; because you, who are strong enough to withstand the fight, drive us to be number one.

- Gail Kasper

AUTHOR’S NOTE

So how did this new way of selling, the Cockatoo Sales Cycle, begin? It didn’t magically appear. The bud of this process comes from a hero just like you. His name is Hank Kasper. He was my dad. And he was a natural salesman. The sales skills he portrayed are timeless, and they sustain, no matter how the sales process changes through the decades. He could sell anything to anyone but was never sneaky or greedy. He was genuine and smart, so he’d notice product benefits other sales representatives missed. He believed desperately in whatever he sold and would sell with such a passion that you couldn’t ignore him, whether he was earning a paycheck to do it or selling you his own personal possessions. My dad was so convinced about the greatness of whatever he was selling, that you had to be too. You couldn’t resist. You were even willing to pay hundreds of dollars over market value to get it.

And his sales talents weren’t exclusive; they defined the way he lived. When I was a teenager, my family sat down to dinner one night. My sister’s new boyfriend, John, came by to meet my family and joined us. In this midst of conversation, my mom asked my dad, How are we going to get the hutch upstairs? Having never spoken to John before about it, my dad said, very upbeat, John and I are going to take it up after dinner. My dad assumed that this would be the case. And John, like so many who knew my dad, just shook his head up and down, and agreed. When you translate these skills into the sales world, my dad didn’t give a customer’s hesitations time to sink in. It was as if my dad moved them through every step of the process, secretly saying, I’ve got you…you’re good. This is a Cockatoo trademark. The customer trusts you completely. You’re moving and adjusting with the customer to the close. Your confidence and guidance are so strong that the customer feels they are making a good decision.

On top of this, my dad’s body language, tone of voice, and words were so powerful and consistent that you were compelled to listen. If you had a problem, my dad cleared the dense fog that was clouding your perspective. You’d become unstuck, sold on what you needed to do – whether in life or business.

Enter me. I’m picking up where Dad left off. I’m an entrepreneur, meaning I am a salesman—and I’m proud of that. I started my business on unemployment with no money in the bank; yet I had to go into companies and convince them that I could help their sales teams sell. I’ve signed $100K, $200K, $600K contracts. I’ve been put on a stage by a client who asked me to pitch their product to thousands of their customers. I’d like to think I have a little bit of my dad in me. But I’ve also earned my own track record. My business is about corporate training and human behavior. I’ve had the chance to study and consult with people from all walks of life. I’ve worked with women trying to understand their spouses or children, managers wanting to know why employees don’t seem committed to the job, entrepreneurs trying to figure out why sales professionals are unenthused about their product, and sales professionals who can’t understand why a customer is hesitating to buy. I can walk into any company, even one with decades of experience and success, and open their minds to an entirely different perspective that raises the quality of what they offer and delivers a greater return for them and their customers. I help people look at customers from a new perspective or help a company reinvent themselves, and they perform better. That’s that.

This deep level of understanding of people is what creates success in sales. It enables a powerful real negotiation—because you get the other person. We live this every day. We are ALL salespeople. Just ask your kids. We sell them on brushing their teeth, taking a bath, or doing their homework. We sell our boss on an idea, a promotion, or a raise. We sell our partner on a new restaurant we want to try, a vacation, or a relocation. A sale is made or lost all day long and it’s your understanding of the other person—who they are and what drives them—that proves a successful negotiation.

You must understand people—why they do what they do. There is no judgement in that and there can’t be judgement in sales. This book is about connecting with people but for real. You have to mean it—or you will be limited in your sales success. People don’t like to be sold. In the back of your mind, you know this, but you must live it. That’s the real deal. Say it again! People don’t like to be sold. If you can accept that one fact, you will not allow yourself to sell. You will instead be a present partner in a conversation who guides, educates, and acts in the best interest of the customer—and yes, that might mean giving the customer a well-needed nudge to close the deal. That’s okay.

Most customers today are creating their own transparency by doing the research prior to interacting with you. They’re doing your homework for you. They go online and then show up at your store knowing the price, the features and the competition. Tried-and-true relationship-selling isn’t foolproof anymore—it is antiquated. If you don’t have a plan, you are following the customer, instead of them following you. When this happens, you lose credibility and control of the sales cycle; you’re limited in your ability to build relationships, and the sale becomes about price. In the customer’s eyes, they have all the power; the value of you and the company has diminished. When you add curbside pickup to the equation, a customer doesn’t have any idea who you are. Loyalty is lost.

And with so many buying online, a storefront has seemingly become a relic. But that’s not the truth. Physical store locations are not going anywhere—if owners are smart. The only difference is that now everyone in the store, from the greeter to those who stock the shelves, must be a salesperson and they must be trained with that mindset. That’s where this book comes into play. It’s