A Heart To Heart About Your Paycheck! Please Read!

by Paul Castain on February 12, 2016

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Do you believe that your ability, to contact potential clients, via phone will impact your paycheck?

I’m guessing, that the majority of my readers said “YES” but sadly;

Less than 2% of cold calls result in an appointment.

Said another way . . .

98% of those calls you’re making, cold, get you a whole, lotta NOTHING!

So what does the average sales rep do about this?

Either they kid themselves into thinking “I know, I’ll just make more calls, because sales is a numbers game” or, most probably, they choose not to think about it. Kind of like when you were a kid and you closed your eyes and said to the people around you “You can’t see me”.

I’m here to tell you that both of these, are what experts call . . .

A sh*tty strategy and if you DO want a bigger paycheck, then I’m afraid you’re going to have to do better than that!

First of all, most sales reps, haven’t been trained properly to hunt for business via the phone.

How do I know this?

Because I’m the guy who gets the call to retrain people who aren’t getting the results.

I see a ton of sales reps missing higher probability suspects because they’re to busy contacting people who turn out to be glorified tire kickers at best.

I hear call openings that are typical, boring and that lose the person on the other end of that call in seconds.

I usually hear no “evidence” being proactively offered to reduce the doubt of the potential client.

Questions? Hardly any and the ones being asked don’t do much to emotionally charge the potential client and move things forward.

Handling objections? I hear a whole lot of typical,  salesy “Feel, Felt, Find” type of rebuttals that potential clients are sick of hearing, and typically make the person spewing them sound like a tool.

I’m not here to beat anyone up who’s struggling with the phone. Again, this goes back to how you were trained and even IF you were even trained at all!

Back in December, we closed registration to a new program we launched called Prospect Like A Pro.

We had over 800 participants and received rave reviews, like this one from Deirdre;

“Every session during this course I took away something that I was able to apply that SAME day.  I took the tips and started getting through, or using gatekeepers to my advantage, got my voicemails returned and  while using the reverse call to action, actually had customers apologizing to ME for missing MY call.  By the end of every week, I’d have the recording to go back and listen to again, or at a convenient time for me, so it was easy to keep up week to week.  Lastly, you feel like you are the only one of Paul’s students.  He does a perfect job of welcoming your questions, encourages you to send him things that you are working on and will give you feedback, and lastly is such a cheerleader for his students.  We all know that sales people have a high need for approval, and you WILL get it from Paul.  As well as a kick in the you-know-what when necessary.  if you e-mail Paul that you tried something new, you will get an e-mail back saying Great job and that’s sometimes all we need to keep on going and to try even harder.  Invest in YOU, and you will quickly see the monetary return.”

Deirdre McArdle, Inside Sales Representative at Specialty Silicone Products, Inc.

We just opened up enrollment again but will be closing it within the next few weeks.

Why?

Because part of what our participants pay for is access and support from me and I can only handle so many.

And, if we’re being completely honest, if I keep this open forever, many of you will procrastinate and blow it off.

So, if your paycheck is at least, in part, a reflection of your ability to ROCK the phone;

Why aren’t you doing something about that?

Today, I’m offering you just that!

Click HERE to learn more and to reserve your seat while enrollment is still open.

 

click here

 

 

 

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Don’t Ever Open A Cold Call This Way

by Paul Castain on February 11, 2016

self centered

If your potential clients are worth pursuing, they’re getting a lot of calls, emails etc from other people trying to sell them stuff.

And if they’re getting a lot of calls, emails etc from other people trying to sell them stuff, they’ve mastered the art of deciding, withing the first few seconds, if the people trying to sell them stuff, are worthy of their attention.

Said another way . . .

Most Cold Calls Crash And Burn Within Seconds

There are lots of reasons for this, but for now, let’s look at how the first few seconds of a cold call typically go.

A typical cold call begins  with a greeting and then an immediate launch into something about the caller’s company, product, service etc.

The only thing worse than launching immediately into something about your company, product or service is when you spew marketing speak like . . .

“We’re a full service ___________

“We offer comprehensive__________”

“Our one source ____________”

Just for the record, nobody talks like that, and the next time someone tries to make you say dopey sh*t like that, take your palm and gently strike them in their forehead while saying “I command you out demon”.

But seriously . . .

The problem, the REAL problem, is that you just tried to get, a potential client’s attention with their LEAST favorite subject;

YOU!

Forgive me, but nobody cares about you, especially someone who just had their day interrupted with your call.

Instead, and this is why I’m a genius with a capital J, begin with their favorite subject which is, wait for it, wait for it;

THEM!

In our Prospect Like A Pro online course, we talk about a real simple phrase that dramatically changes the trajectory of your calls;

“I noticed that . . .”

 

After the greeting, say “I noticed that” and then fill in the blank with something about them (and even their world), that you can tie to your solution.

“I noticed that you have a product launching this June”

“I noticed that your company is opening a Chicago plant”

“I noticed that you like to wear your beard Abe Lincoln style” Just seeing if you’re paying attention.

“I noticed that you just started with ABC Company”

“I noticed that your X-1000 product line _____________”

“I noticed that two of your competitors _______”

There’s obviously a lot more to this like . . .

What to look for in your research so you can use this technique.

How to find these things in your research without becoming a full time research analyst.

What to say once you’ve made it about them (you do know, you can’t just stop there, right?)

I talk all about crafting a better message in our Prospect Like A Pro course.

Please click HERE to learn more and to bring your phone skills up a notch or three!

What are you waiting for?

Cold-Calls-Just-Got-Warmer.2

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Timing

Sales, for many of us, is a balancing act between several activities;

Prospecting

Retaining and “Wowing” Clients

Growing and Developing Clients

Oh, and let’s not forget about all the admin activities we need to do to support the other activities.

Needless to say, it can become really challenging to squeeze all of these things in and stick to a regular prospecting schedule.

There are several things you can do, but today, I want to focus on just one that pays multiple dividends.

Presenting Uncle Paul’s “222” Formula

Everyday,  BEFORE “game time” send 2 emails, to two potential clients.

Everyday, BEFORE “game time” send 2 pieces of “snail mail”, a Fed Ex etc to two potential clients.

Everyday, DURING “game time” make 2 calls, to two potential clients.

That wouldn’t take you long to do, right?

Before I tell you how you’ll benefit from this, let’s both agree that this is the bare minimum you’ll do everyday. We also need to agree that if you want to be a sales rock star, you’re going to have to do much more.

Having said that, if you commit to this minimum, at the end of a year, you’ll have 1,440 more “touches” than you do now and;

Unless you’re telling people to kiss your a$$ in those touches, a few more doors are going to be opened and;

You’ll have given yourself the gift of working on your prospecting muscles EVERYDAY!

My guess, is that you aren’t doing that now?

I’m also guessing that you get this sh*tty feeling like you aren’t doing what you’re supposed to be doing?

Well this is going to help.

Oh, and you’ll start each day feeling AWESOME because BEFORE the day even started, you’ve emailed and snail mailed your potential clients . . .

While your competitors are hitting the snooze button on their alarm clock!

We talk about finding the time to prospect during our  Prospect Like A Pro online course in Session 1.

Why?

Because the 100+ tactics I share during the program will be useless to you if you don’t have the time to do them!

Have you downloaded the course yet?

If not, here’s what you’ll discover once you enroll . . .

  • How To Triple The Amount Of Referrals You’re Getting And Get More Warm Introductions
  • How To Find Buyers Who Are 400% More Likely To Buy NOW
  • 6 Places To Look For Business That You’re Missing Right Now
  • How To Create A Communication Plan That Gets Your Prospect’s Attention
  • How To Replace “Gatekeepers” With Willing Assistants
  • How To Create A More Compelling/Objection Resistant Opening Statement
  • How To Engage Your Prospect In A Conversation Instead Of A “Pitch”
  • How To Handle Typical Objections To Get MORE Appointments

Here’s what one of our recent graduates had to say about the program;

“Every session during this course I took away something that I was able to apply that SAME day.  I took the tips and started getting through, or using gatekeepers to my advantage, got my voicemails returned and  while using the reverse call to action, actually had customers apologizing to ME for missing MY call.  By the end of every week, I’d have the recording to go back and listen to again, or at a convenient time for me, so it was easy to keep up week to week.  Lastly, you feel like you are the only one of Paul’s students.  He does a perfect job of welcoming your questions, encourages you to send him things that you are working on and will give you feedback, and lastly is such a cheerleader for his students.  We all know that sales people have a high need for approval, and you WILL get it from Paul.  As well as a kick in the you-know-what when necessary.  if you e-mail Paul that you tried something new, you will get an e-mail back saying Great job and that’s sometimes all we need to keep on going and to try even harder.  Invest in YOU, and you will quickly see the monetary return.”
Deirdre McArdle, Inside Sales Representative at Specialty Silicone Products, Inc.

For more information, Click HERE

For special pricing on 2 or more participants, click HERE to contact me!

Registration is only open for a short time so be sure to reserve your spot today.

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How’s It Going?

by Paul Castain on February 9, 2016

Reminder From Paul Castain

A few weeks ago, we began the new year and you had all those goals.

How’s it going?

Have you given up?

Are you trying different things this year or have you reverted back to . . .

The same things you’ve always done and meanwhile;

Expecting a different result?

Are You Ready To Make A Better Cold Call?

Then you might want to check out our Prospect Like A Pro course.

Enrollment is only open for a short time so reserve your spot in this program today.

Click HERE or the handy/dandy banner below!

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100 Ways To Unsuckify Your Cold Calls

by Paul Castain on February 8, 2016

Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client!

And since those potential clients are overwhelmed with the high volume of calls;

They have assistants filtering them, voicemails stopping them and if you’re lucky enough to get through;

You’re dealing with a person who will make a split second judgment as to whether or not you’re worthy of being heard, let alone granted an appointment!

Sadly, less than 2% of cold calls result in an appointment!

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. If you’re like most people, you think that the old “Sales is a number game” philosophy fixes that when all you’re really doing is more of something that was ineffective!

That’s why I thought it might be time to ROCK your phone calls with a special online sales program!

I have over 100 tactics I’m going to share to help you (if I might be so bold) Unsuckify Your Cold Calls!

Click HERE or the cool banner below to have a look, but do it soon because we are only making this available through March 9th!

unsuckify-your-cold-calls

 

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