by Paul Castain on June 17, 2013
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For many people (here in the US) the summer selling season can be challenging.
Some people feel that it’s pointless to try and reach out to buyers they believe are either on vacation or “mentally checked out” others are too busy with their own vacations and “mentally checking out”.
What’s an aspiring sales rock star to do?
In this week’s podcast, I’ll share over 11 ideas to help answer that question!
Here’s What You’ll Gain By Listening Today . . .
A decision you need to make, right now that will dramatically affect your result and give you some peace in the process!
A summer time stalling technique that you need to be prepared for and an assignment to help you and your team ascend to new levels of badass!
Why you might want to actually accelerate your efforts.
Why you absolutely (as in it’s non negotiable) need to email during the summer months and any peak vacation/holiday season.
A certain type of client meeting that can give you multiple rewards.
A summer “social” strategy.
A way you can generate a few extra phone appointments each week.
Some thoughts on specific “events based marketing” to support your sales efforts.
One thing you CAN do over the summer if you find you never have time to do it when you’re busy.
And a few other thoughts that I’d just rather have you discover for yourself!
Resources Mentioned In This Week’s Podcast . . .
1) My free report How To Generate At Least 3 New Phone Appointments Each Week.
2) How you can surprise your customers.
3) 5 Free Sales Resources To Help You Sell More.
4) At the end of the podcast, I mention our 2nd annual “Sales Camp” program. Details here.
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I could really use your help . . .
If you’ve been loving, what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review . . . You’d make this aspiring sales rock star’s day!
Instructions on how to write a review on iTunes:
Step 1 Click on this link
Step 2 Look to the left and there’s a button that says “view in iTunes” click it.
Step 3 Scroll down to where it says “customer reviews” Directly under that it says “write a review”
Step 4 Write an awesome review for your Uncle Paul
by Paul Castain on June 16, 2013
I remember watching (and don’t give me hell for this) Mr Rogers.
The dude would arrive at his home in his suit and tie and then change into his sweater and sneakers . . . leaving the office behind and fully prepared to give us his full attention.
That’s easy to do on the set of a Television Show, but a tad more difficult to do in real life. Plus who the hell changes into a sweater and sneakers while still wearing their suit pants? Imagine the reaction the Police would have if you had to call in the description of someone like that?
But seriously . . .
We all have stress and challenges with clients and bosses.
We have bills to pay and grown up problems and grown up drama but . . .
We blink our eyes as I did, and we watch our children go from this
To this
To this
And as much as our view of them passes with a blink of an eye . . .
Their view of us shall pass in the same way.
So Dads . . . let’s not ever get so caught up in life, our business or in a moment of anger that our children ever doubt our love.
When we are spending time with them, let’s do so without taking calls or checking emails!
Let’s listen to our children without judgment and simply love them . . .
Unconditionally!
Oh, and let’s continue to tell them we love them . . .
No matter how uncool they think it is or how embarrassed they get. If they don’t like it, they can get even with us by doing this to their children!
And somewhere between getting that brand spanking new tie, that homemade card from the kids (I really miss those by the way) or torching up the bbq, lets continue our pledge as fathers to make this business of fatherhood our top priority.
Wishing all our dads (and father figures) an awesome Father’s Day.
Peace!
by Paul Castain on June 14, 2013
Weekends!
Please make the most of yours!
Slow down if you can.
Do something that brings you joy and . . .
By all means, catch yourself enjoying your life!
I think you’re worth it!
Cheers!
by Paul Castain on June 13, 2013
There are several free resources that I offer that I want to make sure you’re taking full advantage of.
Here they are in no particular order . . .
1) The Sales Playbook Podcast
This, to me, is the #1 thing you should be taking full advantage of because it’s basically a free 25-40 minute sales lesson coming at cha 2-3 times per month. Once I record this week’s session, there will be 80 episodes with mucho tips for you to bring your skills up a notch or 3. My suggestion would be to click here to subscribe via iTunes this way you won’t ever miss a free sales lesson from your Uncle Paul!
PS We now have over 41, 5 star ratings on iTunes. An all caps THANK YOU to all who have taken the time to review us and leave comments on iTunes!
2) My Free Stuff Page On yoursalesplaybook.com
This is were you’ll find all kinds of free eBooks and PDF’s like “70 Totally Random Phone Tips” and “75 Qualities of Sales Rock Stars” “15 Ways To Facilitate A LinkedIn Discussion” etc. You’ll want to bookmark that page and check back every now and again for additional freebies!
3) Facebook Community
Our Facebook community is growing rapidly with over 1900 aspiring sales rock stars just like you. Each day, I try to ask our Facebook community a different sales related question and we usually get a nice response. Please click here to have a look and remember to “like” us so you can continue to get updates and interact with this awesome sales community!
4) The Sales Playbook Community On LinkedIn
There are over 35,000 aspiring sales rock stars in our LinkedIn community and it’s very different than the bulk of the groups you’ll find on LinkedIn. How? For starters, we actually manage the community and allow absolutely no spam, self promo or pissing contests you’ll find in the other groups. You’ll also find that when someone has a need, our community is quick to jump in and offer their ideas and expertise.
Please click here to check it out for yourself!
5) This Blog
I offer free sales tips here several days per week and if you really want to rock your sales, you might want to check out the more than 800 posts I have here waiting for you!
One other thing, if you haven’t done so already, click here and subscribe to this blog so you never miss a single post.
Already subscribed? Then please hook a Jedi up and forward this to your network so we can get them to embrace a little free sales development!
Lots of free stuff from Paul Castain on his blog today
So there you have it folks . . . Mucho free things for you to assist in your acquisition of ridiculous sales chops!
If you found value in today’s post (and all these freebies) would you please forward a link to my blog to your sales team?
by Paul Castain on June 13, 2013
I had this client that we’ll call “Sally” because that was her name. Sally used to call me and thank me for the thank you cards I would send her. Crazy, I know, but this is going somewhere . . .
One day, Sally called me to thank me and said the following “You really must have been in a hurry this time, because you never signed your name on the note” I found it odd that she would know it was from me because I never sent a company branded card. “Sally, is my handwriting that bad?” I asked inquisitively. “Nope! I knew it was from you because you’re the only one who ever thanks me for my business!”
I was completely dumbfounded! Not one person thanks here for her business and yet she bought a tremendous amount of products and services each month from various vendors.
Where’s the love?
Funny thing about love . . . ‘tis the absence of love that makes us crave love more . . .
And should someone come along willing to give that love when you don’t, well you become history. Cool thought but why was I compelled to use the word “’tis” I never talk that way.
Gratitude is such a simple emotion. We all crave it. We all know we should express it but then life shows up and moves us along at the speed of light!
Here are a few ways for you to leverage the power of the “Thank You”
1) Use it as an opportunity to brand yourself. Is there a unique way you can express gratitude to your client? And no, sending an email “thank you” isn’t the answer. You’re better than that!
Here’s a copy of the card I send my clients (and prospects too)
Here’s a copy of the branded gift card I send on amazon.com.
2) Get creative with your “thank you”. Go to your local bakery and have them make a giant cookie with “Thanks for letting us take a bite out of your business” Perhaps you could send them a singing email “thank you” or maybe you could use that camera on your smart phone and record a quick video thank you from not only you but behind the scenes support staff who work on your client’s behalf?
3) Use a thank you card as a way of giving written confirmation of a verbal agreement. When you are prospecting and no matter how hard you try, they want you to call back next month, remind them of that agreement in a thank you card. Heck, you don’t even have to wait for something like that. How about sending a thank you to someone who took the time to hear you out and you were able to engage in a brief conversation? How many do you think they get from reps trying to get an appointment? Methinks zip!
4) While you’re at it, show some love to the assistant that was very helpful to you. They could use some gratitude too! Oh, and pretty much everyone forgets the assistant.
5) Go out and get some funny cards. We’re all wound way too tight these days. If you’re the creative type, create your own!
6) When was the last time you expressed gratitude to your team? The best stars always thank their best supporting cast. My friend Fant Smith is a great example of someone who does this at levels of awesome. He has been known to randomly give out Starbucks cards to teammates. We’re not talking about big bucks here folks and yet it means so much to be appreciated!
7) Thank people for opportunities, even when they go with someone else. How many of those do you think they get? Way to make yourself look professional dude!
8) Give thanks to those who have inspired you, helped you & kicked you in the rear! Doing so encourages them to continue to help others! Psst . . . it makes you feel good too 
And in your own personal way, give thanks for another day. Kind of a cool gift when we really stop to think about it.
Your turn . . .
How do you say thank you? Have you ever been on the receiving end of a really cool one?
Want to learn more about how I help people attain ridiculous sales chops? Download my free PDF “10 Ways I Rock With My Clients” by clicking here or the painfully obvious graphic below.
