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This Thursday, October 19th, we’re going to take a look inside your prospect’s thought process from how they judge you to how they doubt sales reps in general.

We’ll talk about things like how to use 2 really powerful psychological tactics in a cold email to 12 ways you can put a skeptic at ease.

I’ll show you a tactic I use when overcoming an objection that ISN’T in your prospect’s playbook.

We’ll talk about advanced rapport building techniques that will position you apart from all those other “me too” sales reps.

We’ll discuss the emotional impact of the questions you ask, the words you use and;

How to condition certain behaviors while modifying other types of behavior;

All without being sleazy, shady or manipulative!

Oh, and we’re also going to “take a look under the hood” and talk about why we say and do certain things in sales and;

How we can access peak performance states more regularly and consistently.

I’ll be sharing my thoughts during our 20 Psychological Tactics That Drive Sales webinar.

When?

This Thursday, October 19th at 11:30 am EST

IMPORTANT . . .

Can’t make it this Thursday? Sign up anyway and I’ll send you the replay Thursday afternoon. View it at a more convenient time!

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

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How Use Context To Accentuate Your Selling Point

by Paul Castain on October 16, 2017

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When it comes to describing all those bells, whistles and the things that make your widget different;

Use context to really drive the point home.

There are two flavors to this “context” thing;

  1. Reduce To The Ridiculous
  2. Expand To The Extreme

Reduce To The Ridiculous has been around for a while and quite frankly, there was even a time when it was listed as part of a once long list of “closes” like “The Ben Franklin”, “The Puppy Dog” etc.

One way to “reduce to the ridiculous” is to break down the cost to not only the smallest conceivable, you put it in a context by comparing it to an every day item.

Example: “Less than the cost of a cup of coffee each day”

To make a point about sales reps NOT wanting to invest a few bucks to buy a magazine to or online subscription, I wrote a blog post “Are You Worth More Than A Visit To Starbucks?”

So that’s the typical use of this type of tactic.

Here are some ones that aren’t so typical;

Art Sobczak give the example of an SDR looking to convey how light their solution is. The rep asks the prospect on the other end of the phone to “Pick up a pen. It actually weighs less than that”

“Tone Your Lower Body in Less Time Than it Takes to Watch a Friends Rerun”

“Qualcomm’s Quick Charge 3: 0-80% battery in less time than it takes to hate yourself for watching Keeping Up with the Kardashians”

Expand To The Extreme is a great tactic to dramatize your idea, offering, etc.

Examples:

Lets say you have a solution that saves clients 30 minutes a day.

You could certainly tell them that or;

You could expand that to the extreme and say that your solution saves your users, on average, 3 weeks per year.

In a commercial designed to attract drivers, Lyft expanded to the extreme and mentioned that their drivers earned over 250 million dollars last year.

H&R Block “We’ve prepared more than 720 million tax returns”

I knew of a 100 year old printing firm that instead of just saying they’ve been in business for 100+ years, they mentioned that they’ve seen x amount of presidents,2 world wars, depressions, etc. Nice way to dramatize 100 years and put that bad boy into a context.

In a keynote address several years ago, I wanted to make the point about innovating, so I expanded the concept to the extreme.

I asked everyone to picture boarding a plane with 1,000 refrigerators.

Then I told them that back in 1956 the hard drive was invented and it was the size of a refrigerator and could store the equivalent of 1 song.

To bring it back to the point, I held up my phone and said, “Today, we can store a lot more, in a heck of lot less space”.

So how can YOU use context to help drive home your point?

There’s quite a bit more to this, and several more examples that I will be sharing this week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll gain by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

This Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

Castain Training Systems

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There are these things in sales that we know we SHOULD do but we’ve never really thought about why (beyond the obvious).

And heck, there are things we just aren’t talking about, but should, when it comes to testimonials!

In this week’s episode of The Sales Playbook Podcast, we dive headfirst into this topic and;

I offer several ACTIONABLE tips to help you provide this valuable form of evidence to your prospects!


Download this episode (right click and save)

There’s quite a bit more to this, and several more examples that I will be sharing next week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

99

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underestimating the power of your questions

Many times we look at questions solely as a way to get information but;

There’s quite a bit more!

Great questions allow YOU to take control of the conversation without being controlling or manipulative.

Great questions jump start emotions. Emotions get prospects off the fence.

Great questions lead your prospect on a path of self discovery instead of being exposed to a sales pitch. Which one do you think is more believable from your prospect’s perspective?

Great questions lead to better communication. Better communication leads to better relationships (Kind of important in sales, no?)

Great questions create rapport and credibility. Do you think people judge us based on the questions we ask?

I guess I could go on and on but since we’re talking about questions;

When was the last time you took a good look at the questions you’re asking prospects and;

Made sure they’re so good;

That they help you create some of the things I just mentioned instead of;

Only helping you get some information?

There’s quite a bit more to this, and several more examples that I will be sharing next week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll gain by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

This Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

99

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How To Leverage The Law Of Reciprocity In Sales

by Paul Castain on October 14, 2017

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I stopped by a local bakery the other day and maybe all the good stuff had already been purchased, but I really didn’t see anything that caught my eye except;

One thing but quite frankly, I was on the fence about it.

The kind lady behind the counter sees me staring at the cookie, reaches in and gives one to me;

For FREE!

I remember thinking “Sh*t! Now its kind of awkward to just leave without buying something!”

So I buy a bunch of the cookies (and something else that looked edible) and I was on my way.

Like it or not, I just experienced The Law Of Reciprocity!

In Social Psychology, the Law Of Reciprocity is a social rule that states that people ought to repay, in kind, what another person has provided for them and;

You’ve been around this unspoken “rule” your entire life.

Examples;

Someone buys you lunch, next time you pick up the tab.

Someone gives you an unexpected gift for your birthday, you buy them one for theirs.

But The Law Of Reciprocity ISN’T just about cookies, lunch and birthdays;

It’s about sales!

Examples;

Give referrals; its one of the best ways to get referrals.

Provide content to help your potential clients.

Do a favor for someone.

Offer a no strings attached resource.

Offer a no strings attached idea.

I want to be REALLY clear about something;

The Law Of Reciprocity ISN’T about being shallow, shady or keeping a scorecard;

Its about understanding that human beings have a natural need to reciprocate.

Oh, and its about being totally at peace with the idea that sometimes when we give;

People will just take :)

There’s quite a bit more to this, and several more examples that I will be sharing this week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

This Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

register me for this event

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