You Had Better Be Armed With More Than Just A Phone!

by Paul Castain on March 30, 2015

 

Here are 5 solid reasons to have more than just a phone in your sales toolbox.

1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I think many people misunderstand that “Sales is a numbers game” thing!

2) Everyone has their own preferred method of communication. If you put all your eggs in the “cold call” basket, you miss out. Oh, and you do know that it’s what your potential customer prefers and not you, right?

3) If all you’re doing is calling, you become very typical and in many cases, predictable with gusts of boring and antiquated.

4) If all you do is cold call, and you’re not a huge fan of it, chances are you’re finding things to help you avoid doing it like administrative tasks and running to see Lumbergh about those TPS reports!

5) You’re most probably working against the way you’re wired.How? Salespeople function better when we have a variety of activities and not just one.

So right about now, all the hardcore sales traditionalists are getting their panties in a bunch because it appears as though I just “dissed” the cold call.

Nope, in fact I think the phone is an important part of our “sales mix” of activities.

I just think that many of you are forgetting that there’s a whole world of touches out there that can truly complement (not replace) the “cold call”.

In other words . . .

Your Cold Call Is Lonely And Needs Companionship From OTHER Forms Of Outreach!

Your turn . . .

What are your thoughts? Aside from the phone, what else is in your sales toolbox?

Please weigh in with your thoughts!

Want Better Sales Results? Try Hunting Differently!

We just announced the dates for our next How To Hunt More Effectively online program.

Want to save $100? Register BEFORE April 2nd!

Click here for all the details. Email me for discounts (and extras) when you enroll 2 or more!

paul@yoursalesplaybook.com

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A Quick Tip To Start The Week STRONG!

by Paul Castain on March 29, 2015

a quick tip from Paul Castain

It should come as no surprise to you that buyers can be skeptical and cautious at times.

It should also come as no surprise to you that  skepticism and cautiousness show their ugly faces in the form of objections, stalls, rejection or just disappearing because they lack the stones to tell you “No”.

This week, I rapid fire 11 tips inside of 4 minutes to help you establish greater credibility and hopefully give your prospects a gentle nudge “off of the fence”; to your side of the fence!


Download this episode (right click and save)

Enroll BEFORE April 2nd And Save $100!

We just announced the dates for our next How To Hunt More Effectively online program.

Want to save $100? Register BEFORE April 2nd!

Click here for all the details. Email me for discounts (and extras) when you enroll 2 or more!

paul@yoursalesplaybook.com

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Richie D

In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco.

Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells!

Richie has built a powerful personal brand and has established quite the leg up on his competitors.

He is known in his industry as “The Mayor Of Hardware” and he shares over 15 tips during my interview with him from branding to how sales reps can use platforms like LinkedIn, Twitter, Facebook etc to drive sales results.

Oh, and he shares a rather personal story that made him get a better handle at this whole “Work/Life Balance” thing!

Trust me when I tell you that you’re going to need a pen and paper for this one because there’s just way too many tips, resources and websites that he shares for you to commit them all to memory!

He blogs on his websites themayorofhardware.com and constuctingyourbrand.com

You can find him on LinkedIn and Twitter and in a whole bunch of places if you take a moment to Google him!

Go ahead and have a listen to this week’s podcast!


Download this episode (right click and save)

Want Better Sales Results? Try Hunting Differently!

We just announced the dates for our next How To Hunt More Effectively online program.

Want to save $100? Register BEFORE April 2nd!

Click here for all the details. Email me for discounts (and extras) when you enroll 2 or more!

paul@yoursalesplaybook.com

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Do You Disrespect Your Clients Like This?

by Paul Castain on March 23, 2015

nasty

I recently facilitated a group coaching call that was comprised of Vice Presidents of Sales and small business owners.

I asked everyone how they felt (as customers) when . . .

Their cellular company offers a really cool special to new customers and existing customers get nada.

Their cable company does the same thing or worse yet . . .

They both offer something really cool to someone to come back to them and meanwhile people who were loyal all along get, wait for it . . .NOTHING!

Needless to say, this comments  struck a nerve with my participants.

Then I dropped several bombs!

I asked if any of of them had ever . . .

Run some kind of “end of month” special to land a new client but existing clients were given nothing

Let a prospect negotiate the pricing lower than what  existing clients were paying

Let a prospect negotiate some kind of “extra” that existing clients weren’t getting

You could have heard a pin drop when I followed up with “How is this different?”

I didn’t stop there . . .

I asked if anyone was giving away free webinars as a lead gen tool.

A few people proudly admitted that they did this.

I asked what kind of webinars existing clients received.

The call went silent again.

Here’s the thing . . .

Sometimes, our priorities need a course correction.

It seems that we are so busy doing whatever it takes to land new business, that we completely disrespect those who enable us to put food on our table.

A few thoughts on how I run Castain Training Systems

I don’t offer new clients better deals than existing clients.

My existing clients get special links to my online programs and they pay less than you would. Tough sh*t, they’re my clients, they get preferential treatment!

I don’t negotiate! Never have in the 4 years of owning my business.

Why? Because it’s disrespectful to my clients who pay full price. And ALL my clients pay full price!

Everyone is offered an equal opportunity to reduce their rate. It’s called “volume”.

I’ve lost 2 deals in 4 years and my clients love that I don’t reward better pricing based on one’s ability to negotiate.

I’ve given 1 free webinar away to the general public and to keep it fair, I gave one away to my clients too.

My clients get ideas and resources that I don’t offer the general public. Why? Because they’re my clients. Again, tough sh*t if that doesn’t sit well with you.

My clients get access that I don’t offer the general public and . . .

I make it very clear to them that as much as I enjoy new business . . .

THEY are the ones I am loyal to because . . .

They’ve been loyal to me!

This may sound corny but do you remember that scene at the end of Jerry Maguire when Jerry gets that hug from his client?

I strive for the “Jerry Maguire hug” with my clients and I get them too!

You’ll never get that kind of love and loyalty by treating prospects better than clients!

Want your clients to love you?

Stop showing them that you love everyone else more!

Thoughts?

If You Think Cold Calling Sucks

Perhaps It Isn’t The Cold Call That Sucks?

Click HERE to learn how you can leverage 40 ways to warm up your cold calls!

ice cubes falling on water surface

 

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A Quick Tip To Start The Week STRONG!

by Paul Castain on March 22, 2015

a quick tip from Paul Castain

In this week’s quick tip we talk about two people who were rejected over 140 times and then embraced a really simple philosophy that helped them go on to build an empire valued at over a billion dollars.

The best part, is that YOU can embrace this philosophy immediately!


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Not Every Call Needs To Be Of The COLD Variety!

IBM’s Preference Study indicates that 97% of cold calls are ineffective.

Leap Job released a similar report that indicated 98% of cold calls are ineffective.

In September 2014, LinkedIn conducted a study of 1500 members, in a B2B buying role. Here’s what they found;

59% stated they would think less of a sales person who cold called them.

53% stated they would think less of the sales person’s company.

To top this all off, you have God knows how many “experts” pronouncing the cold call dead!

Here’s the problem with all of this . . .

Sales people read stuff like this and think they don’t have to pick up a phone but;

Sooner or later, everything comes down to a phone call and!

And that’s why on March 24th we’re going to discuss 40 Ways To Warm Up Your Cold Calls!

Here’s what I’m going to share . . .

  • How to leverage 4 missed opportunities via phone!
  • 9 “Triggers” that can dramatically increase the probability securing of an appointment. Oh, and I’m going to show you how you can find those ‘triggers”!
  • How you can research better than your competitors, without spending a dime and without spending all day researching instead of calling!
  • How to create a much more compelling message that’s objection resistant and more likely to move them to the land of “Sure let’s set up an appointment”!
  • 5 things you had better be doing with your LinkedIn network!
  • How to create a “3 Touch Mini Campaign” that will help you to immediately stand out!
  • 3 ways to avoid something your prospect immediately picks up on that kills your chances within seconds.
  • 3 things you can do after the phone call to make your next “touch” a heck of a lot more productive

There’s actually going to be over 40 ideas that I share during this 90 minute webinar and every one of them is designed to help you warm up your cold calls!

When?

Tuesday, March 24th at 11:30 EST

Where?

Your computer screen. Join us from your favorite chair!

Here’s What You’ll Get . . .

(1) 90 minute workshop with over 40 ideas to dramatically improve your outbound calls!

A 10 page downloadable workbook

A reinforcement email after the workshop is completed with a special bonus PDF and a recording of the workshop.

Email access to me for any questions you might have.

What’s The Investment?

$99 and the best part is that you don’t have to sell off a kidney or rush to the store to cash in your deposit bottles to join us!

You don’t have to have a PayPal account to pay with PayPal. Simply select “Pay with a debit or credit card or Bill Me Later” after hitting the “Buy Now” button!

Registration Ends Monday, March 23rd

As always, I look forward to learning with you!

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