Getting Back To School With Your Selling Skills

by Paul Castain on August 19, 2014

Years ago,I heard something that I’ve never forgotten!

It was a study that found that the average person pretty much stops learning by the time they finish their formal education!

Because I’m an ass, and love to dramatize a point, I can’t help but think . . .

If people are living longer and with the cost of living being what it is, they are now working longer then . . .

If the average person is starting to work well into their 70’s and meanwhile the bulk of their learning stopped in their mid twenties then that’s a crazy amount of time to spend rusting! No?

So I figured, it might be time for us to talk about how you can get back to school, accelerate your learning and continually hone your sales craft.

I have lots to share with you including . . .

The incredible attitude of “humble student” I learned from someone who continually outsells his coworkers and competitors and who was actually just promoted to Vice President of Sales of a 100 million dollar a year printing company!

A lesson I learned from a group of sales reps who didn’t have the balls to ask the #1 rep in the company (2 years in a row) how he did it and how I jumped from top 60 (out of 350 reps worldwide) to 12th worldwide by simply ditching my ego.

We’ll talk about the things that keep you from wanting to learn, the excuses you tell yourself and how you can overcome them.

Download this episode (right click and save)

How Are You At Hunting For New Business?

If you’re like most people, you could always use a few more accounts but you’re either looking in the wrong places or you’re doing the same old tired things ALL your competitors are doing!

If you caught yourself giving your Uncle Paul a head nod of agreement to those statements, you might want to check out our new online course designed to help you hunt differently and hunt better!

Click HERE to have a quick look at an awesome new program!

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How To Outsell Your Competition!

by Paul Castain on August 19, 2014

I’m going to win the brevity award for this one and I suspect that most people will dismiss this simply because of its simplicity.

That’s actually a good thing if you do . . .

Because there will be more business for the rest of us :)

Painfully obvious “I know that” moment coming at cha in 3,2,1 . . .

Care More!

Now that you know that and we’ve all acknowledged that you know that . . .

Please get back to work and make sure you do that . . .

Better than anyone else!

Oh, one last thing . . .

I’m fairly certain that most of us can sniff out a bullsh*t artist . . .

Do you think someone can sense when we truly care vs going through the motions?

How Are You At Hunting For New Business?

If you’re like most people, you could always use a few more accounts but you’re either looking in the wrong places or you’re doing the same old tired things ALL your competitors are doing!

If you caught yourself giving your Uncle Paul a head nod of agreement to those statements, you might want to check out our new online course designed to help you hunt differently and hunt better!

Click HERE to have a quick look at an awesome new program!

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Stop Looking Solely For “Pain” With Your Prospects

by Paul Castain on August 18, 2014

From the beginning of time, we were taught that we have to uncover the “pain”.

So, being the good law abiding aspiring sales rock stars that we are, we put all this artillery fire on searching for pain . .

that may or may not be there!

I see  two flaws to this logic.

1)   If there isn’t any pain . . . we’re screwed!

2)   If there is pain . . . we might walk away from that meeting with limited information.

Why?

Because we were so busy focusing on pain that we, most probably didn’t probe (my inner third grader is laughing at that word) for opportunity.

Have you ever really thought about the opportunities that your prospect is looking for?

I’m talking about things like . . .

Happy Customers (internal and external)

Happy Shareholders

Happy Employees

Increasing Productivity

Increasing Profitability

Being first to market

Time Out . . .

You might, very well be probing those areas, but . . .

Are you doing it in the context of pain or opportunity? In other words, if you ask a question that is framed to uncover pain and your prospect doesn’t feel pain in that area . . . you missed the opportunity to see if its an opportunity that they’d really like to embrace.

I could go on and on and obviously I’m being incredibly general but . . .

You should know the specifics in your business.

Here’s  a quick assignment . . .

Think about this as your prospect does. In order to do that, I want you to mentally fire yourself and rehire yourself as your prospect.

Think of as many of the opportunities as you can.

Start this off as just a general exercise then . . .

Try it with a specific client, then a few more, then move on to your prospects.

Doing this silly little exercise will give you fresh insight into other areas you need to probe and we can even back this up a step and say that these are areas you might want to include in the research portion of your meticulous pre call planning.

Sales Managers . . .

Might be a really cool thing to get your team discussing in your next sales meeting.

Your Turn . . .

What other “opportunities” can we add to that list (general or specific to your industry) Let’s see if we can get a substantial list going so we can help spark additional thoughts!

Click Here For 200 Ways To Go “Back To School” This Fall!

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Do This And Sell More Instantly

by Paul Castain on August 13, 2014

Sorry gang, but I caught you!

Looking for a quick fix!

Instead of being lured in by the title, why don’t you go back and actually read the post from this morning on Taking Action.

Then go do it and . . .

Stop looking for quick fixes and concentrate on getting your uniform dirty instead!

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A Simple Challenge For You Today

by Paul Castain on August 13, 2014

Do Something!

That means . . .

When you read something and it appeals to you . . .

Take some kind of action.

When you come across an idea or see something someone else is doing that makes sense;

Try it.

The world has quickly become a place where we consume massive amounts of information and then;

Promptly move on to the next gigabyte of information so . . .

DO SOMETHING!

Action is a good thing

Massive action is an awesome thing.

Doing nothing, well I’m of the opinion that you might just deserve better than that!

STOP!

Before you go running off to read the next blog, email or dive headfirst into the information pool;

GO DO SOMETHING WITH THIS!

Click Here For A Quick Audio Message From Paul

Starting September 17, 2014 I’m going to be “mixing it up”. Click HERE to see how!

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