3 Better Alternatives To Phone Scripts

by Paul Castain on March 2, 2015

I’m not a fan of using phone scripts.

While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script.

Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales person’s unique voice, they execute poorly.

And yes, there’re some who like to say that actors use scripts and they come across natural but then again, perhaps they’d feel differently if they’d seen Arnold Swarzenegger and Sylvester Stallone act. Oh,and how about Sofia Coppola in Godfather III, she was awful but there I go digressing.

I do believe there’s a good compromise. Actually 3!

1) Pretend you’re at the kitchen table, simply talking through your typical call. Turn on that handy dandy voice recorder on your smart phone and talk it through as if you were having a conversation. Just talk from the heart, no marketing speak just talk. Run it through a few times trying your best to forget that the tape is running. Stop the tape and review and either keep practicing what you said until you feel comfortable or step away, return tomorrow, and the next day etc until it flows.

2) Use The “Stacking” Technique! The brain thinks in pictures and the more vivid and crazy the picture is, the higher the probability of retention. Stacking is a memory technique where you use pictures that represent each part of something you want to remember and then link them together in a crazy story to help you.

Example: I want you to picture the Verizon “Can you hear me now” dude and he’s holding holding a finger gun pointed sideways (Gangsta Style) at the end of the finger gun dangling from the barrel is a beautiful golden question mark etc

Those 3 pictures all represent memory cues to help me through each part of my typical call.

The “can you hear me now” dude represents the greeting

The finger gun pointed sideways, is a reminder to lead with something called a “trigger event”

The golden question mark is a reminder to ask a compelling question so the call transitions into a dialogue while I maintain control.

There’s obviously more but you get the idea.

As a bonus, the stacking technique helps remove some phone anxiety because your focus is now on some goofy story and not on your nerves.

3) Use visual memory cues to help you through each part of your phone conversation. Some people like to post bulleted words to help them through that part of the conversation and even for rebuttals to objections. My suggestion would be to use one word cues. They flow better than a sentence and once you start with the sentences I feel like we’re getting back to that script again.

The other visual cue you can use, if you choose that stacking technique, is to stack pictures vertically on a sheet of paper. This way you see the picture, it cues the memory. Keep it by your phone to keep you on track.

So there you have it, 3 really fun and easy alternatives to using phone scripts.

Paul Castain helps sales reps, sales leaders and business owners sell more. For more information on his coaching program, click here, for more information on his customized training programs click here. Paul is also skilled at speaking in the “third person”.

We’ll Be Talking About Cold Calling In Our Upcoming Course

I have two sessions dedicated to this very topic. We’ll discuss how you can create a more compelling message and how you can counter objections and stalls. We’ll also need to have a little heart to heart on how you can mix the phone in with additional forms of outreach.

I’m also going to share how you can stand out and position yourself apart from those pesky competitors of your’s!

And we’re also going to help you update mucho plays in your playbook that might be a tad on the tired side!

Click HERE for details and to take the first step in taking your sales skills up a notch or three!

For special pricing (and extras) on 2 or more participants, email me  paul@yoursalesplaybook.com

Either way, NOW is a particularly good time to sign up because registration ends this Tuesday, March 3rd!

Castains-Sales-School6

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A Quick Tip To Blow Away Your Clients This Week!

by Paul Castain on March 1, 2015

a quick tip from Paul Castain

In this week’s quick tip, I share an example of something I just did that resulted in over $36,000 in new business in just about 3 weeks.

The best part is that it cost me next to nothing to do!

In addition, I provide several other  ways you can work this little gem into your playbook without breaking the bank!

Oh, and aside from costing you next to nothing to do, you can pretty much run this play immediately!

Go ahead, spend a few minutes on a free tip from your Uncle Paul!

I triple dog dare ya!


Download this episode (right click and save)

The Deadline Is Here!

We’re going to be talking about how you can stand out and position yourself apart from those pesky competitors of your’s  during our upcoming online sales program starting March 4th!

And we’re also going to help you update mucho plays in your playbook that might be a tad on the tired side!

Click HERE for details and to take the first step in taking your sales skills up a notch or three!

For special pricing (and extras) on 2 or more participants, email me  paul@yoursalesplaybook.com

Either way, NOW is a particularly good time to sign up because registration ends this Tuesday, March 3rd!

reserve your seat now

 

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Last Week In The Sales Playbook Communities

by Paul Castain on February 28, 2015

Here are a few of the things you may have missed last week in our Sales Playbook communities.

On Facebook

Tell us about the most awesome place you’ve ever visited on business.

What time is acceptable to start calling decision makers?

As we wind down the week, I just have to ask “What are you grateful for?”

Please click the banner below to see these discussions and more. Please “like” us so you can continue to receive updates! Be sure to get involved too!

LinkedIn Sales Playbook Group

Jene’ Brown asks . . .

How do you make an impression when manning a booth at events/tradeshows?

Shanna Bechtel is curious . . .

Leaving a compelling voice mail to prospects. How do you do it?

Michele E. Siewert, MBA would like to know . . .

Do you use text messaging for sales prospecting? If so how does it work?

Please click here to catch up on the rest of the great discussions!

This week’s podcast is a very different one for me and I can promise  you’ll hear your “Uncle Paul” as you’ve never heard him before!

I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess my ability to do this for a living! Then I take you step, by step through how I turned this setback into a MASSIVE success!

The best part (aside from learning from my mistakes) is that the steps I share are easily applied to any setback, lost business, a rut etc even things you are experiencing in your personal life.

You’re going to want to pull the car over for this one and take lots of notes because I hold nothing back!

One warning, I was being extremely frank in this podcast and my language got a little colorful at times. I’m not going to apologize to you for that but out of respect, I wanted you to know that I really open up and some of you might be offended. If that’s the case, today’s an awesome day to go check out someone’s else’s free audio tip for you!

It’s my hope that the ideas I’m about to share with you (and there are quite a few) help you the way they’ve helped me!

Before you scroll down and listen to this week’s free audio sales lesson, have you downloaded my mobile app yet?

Click here from your smartphone so you never miss these free resources!


Download this episode (right click and save)

A Quick Tip To Start Your Week Strong

A few years back, I was absolutely blown away by something that happened in my classroom.

In this week’s quick tip, I not only share it with you, I tell you about the lesson that comes with it and guess what?

This one silly little lesson can change the trajectory of your career!

Think I’m bluffing?

Then I triple dog dare ya to scroll down and give this a quick listen!

What’s the matter, chicken?


Download this episode (right click and save)

Right Here On This Blog

How To Have Better Client/Prospect Interactions

One Simple Way To Warm Up A Cold Call

100 Ways To ROCK Your Sales!

An Alternative To Calling To “Check In”

How I Failed In 2011 And Turned It Around Completely By 2015

Are You Dealing With The “Score” At The End Of The Week?

What Are You Doing To Capture A Busy Prospect’s Attention?

We’re going to be talking about how you can stand out and position yourself apart from those pesky competitors of your’s  during our upcoming online sales program starting March 4th!

And we’re also going to help you update mucho plays in your playbook that might be a tad on the tired side!

Click HERE for details and to take the first step in taking your sales skills up a notch or three!

For special pricing (and extras) on 2 or more participants, email me  paul@yoursalesplaybook.com

Either way, now is a particularly good time to sign up because registration ends this Tuesday, March 3rd!

reserve your seat now

 

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what is the score

Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation.

Results are obviously the number that we’re graded on and the number that affects our bank account in the near future but . . .

It’s always a delicate balance between bringing home the bacon and putting more in the pan.

The problem (and chances are you’re doing it right now) is that nobody wants to admit that what I just wrote has their name on it.

They want to believe that I must be talking about someone else or maybe they know I’m talking about them and they just refuse to deal with reality.

At the end of each day you really need to have a reality check.

You need to look at what you did well and make a note to self to repeat your awesomeness!

You then need to tell your ego to go wait in the car and look at what you didn’t do so well. You’re going to need to make another note to self.

You also need to ask yourself if you gave it your best. Being totally honest with yourself means that sometimes your heart is going to tell you something your ego isn’t going to enjoy!

At the end of the week, you need to tally the score and once again tell your ego to “grow legs”.

And that split second where you puss out and decide to think about something else, is probably the moment you need to deal with things!

Take a moment to look back at your week,right now.

As you look at your activity and your results . . .

What’s the score?

What are the lessons?

While you’re thinking about that I want you to realize something . . .

Time is one sneaky S.O.B.!

It’s already the end of February

We always think we have “tomorrow” to get back on track or maybe just do the things we keep putting off.

Then we run out of “tomorrows”!

If you just had a productive week . . .High Five!

If you didn’t, don’t feel bad just acknowledge a lesson that you might be missing and do what you need to do to get the score back to where you deserve it to be!

Your Prospect Is Distracted And They Don’t Have You On The Brain!

We’re going to be talking about how you can stand out (in a really noisy world) during our upcoming online sales program starting March 4th!

Click HERE for details and to take the first step in taking your sales skills up a notch or three!

For special pricing (and extras) on 2 or more participants, email me  paul@yoursalesplaybook.com

Why hover your mouse over this when you should be clicking on it dude?

 

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failure

This week’s podcast is a very different one for me and I can promise  you’ll hear your “Uncle Paul” as you’ve never heard him before!

I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess my ability to do this for a living! Then I take you step, by step through how I turned this setback into a MASSIVE success!

The best part (aside from learning from mistakes) is that the steps I share are easily applied to any setback, lost business, a rut etc even things you are experiencing in your personal life.

You’re going to want to pull the car over for this one and take lots of notes because I hold nothing back!

One warning, I was being extremely frank in this podcast and my language got a little colorful at times. I’m not going to apologize to you for that but out of respect, I wanted you to know that I really open up and some of you might be offended. If that’s the case, today’s an awesome day to go check out someone’s else’s free audio tip for you!

It’s my hope that the ideas I’m about to share with you (and there are quite a few) help you the way they’ve helped me!

Before you scroll down and listen to this week’s free audio sales lesson, have you downloaded my mobile app yet?

Click here from your smartphone so you never miss these free resources!


Download this episode (right click and save)

Your Prospect Is Distracted And They Don’t Have You On The Brain!

We’re going to be talking about how you can stand out (in a really noisy world) during our upcoming online sales program starting March 4th!

Click HERE for details and to take the first step in taking your sales skills up a notch or three!

For special pricing (and extras) on 2 or more participants, email me  paul@yoursalesplaybook.com

Why hover your mouse over this when you should be clicking on it dude?

 

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