Could You Imagine A Sports Team Doing This?

by Paul Castain on October 30, 2014

So imagine if you will, turning on your TV to watch your favorite sports team but they aren’t playing.

At first you think there’s some kind of minor glitch but the camera shows you something that shocks you.

Some of the players are reviewing plays.

Others are still warming up.

Some are even pissing and moaning about their contracts but . . .

Nobody is playing and yet . . .

It’s game time.

Kind of crazy to think like that since . . .

As sales professionals we never . . .

Plan or prepare to prepare or piss and moan about our comp, our boss, clients, prospects, operations etc . . .

During game time . . .right?

Game time is for playing the game, NOT the other stuff!

Here’s the crazy part . . .

Something would be seriously wrong with you if you didn’t respond to this earth shattering revelation with “DUH” but . . .

Do you  live this and . . .

Is your team on board?

Perhaps this is a topic for your next team meeting?

Oh, and something else for your consideration . . .

Come join all the cool kids on December 3rd for the first day of school . . . Castain’s Sales School that is! The investment is minimal and the 100+ tips you’ll get during the course can bring you to new levels of awesome! Besides, I’ll deliver the material to you in a fun, entertaining and in a “that nut Castain just taught me something” type of way :) Click here and let’s finish the year stronger!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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4 Things To Do If You Suck At Cold Calling

by Paul Castain on October 29, 2014

My first suggestion is so important that you can literally take this advice and throw out the other 4 and still get amazing results.

It also comes with an all caps warning . . . THIS IS NON NEGOTIABLE!

1)   Make A Decision Already And Stop Stalling! Dr Piers Steel conducted a 10 year study on procrastination (I know what you’re thinking . . . he probably procrastinated for 9 ½ years so let’s just get that out in the open) and he found that at the core of procrastination is a fear that we can’t do the task in the first place. So if you find yourself in a continual, “I’ll do it later” mindset, perhaps it’s time to stop stalling but not necessarily doing the old “Just Do It” thing either. I think it’s better to decide what role (if any) outbound calls will make in your sales mix. Decide, be at peace with your decision and get to work already. The other way (perhaps the way you were doing it) puts you in limbo by clinging to lots of safe activities . . . that put a whole lotta nothing in your pocket!

2)   Tell Your Ego To Wait In The Car and go ask someone for help! Is there someone on your team who’s getting the results you want? Perhaps you could observe and listen in? Perhaps they could listen to you and offer some tips. How about your manager? Could they offer some help? Have you asked them for help? And of course you should seriously consider getting outside help too!

3)   Support Your Ground Assault with other items from your sales mix. Think about a military strike where ground forces go in. They typically won’t do so without air and sea support. Calling should be no different so make sure you are supporting your phone efforts with other efforts.

4)   Focus On Areas Where You Kick Butt. Somewhere, in some ancient self improvement manuscript, we were all sold a bill of goods that we have to focus on areas where we suck. I agree only partially but overall, I think it’s a dangerous philosophy because if I’m always focused on areas where I’m just not good, the areas where I kick ass suffer. In other words . . . why the heck would I dedicate an inordinate amount of time to the phone if I bring home the proverbial bacon quicker and better through referrals or through my social network? For you it might be through creative things or webinars or your blog.

Time Out: I’m not saying we should avoid opportunities for growth, I’m saying that we need to be realistic and NEVER hold strengths hostage while we focus too much energy on weaknesses.

So there you have it folks; 4 things you can do if you suck at making cold calls. I think there’s lots of other things we could have added but . . .

It’s your turn . . .

What can someone do if they just aren’t good at the phone?

Oh, and something else for your consideration . . .

Come join all the cool kids on December 3rd for the first day of school . . . Castain’s Sales School that is! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome! Besides, I’ll deliver the material to you in a fun, entertaining and in a “that nut Castain just taught me something” type of way :) Click here and let’s make you lethal!

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Is Your Email Getting The Attention It Deserves?

by Paul Castain on October 28, 2014

Photo Credit: Gizmodo

Most emails are DOOMED at the subject line!

Do you have any idea, how many of those emails you’re sending to potential, clients go UNREAD?

Care to guess!

Gold star if you said “60-80%”

Yep, open rates are only about 20%-40% . . . and that’s on a good day!

Now if you’re fortunate enough to have your email opened, they are going to scan it quickly to see if there’s anything of value.

Sadly, most emails, will go to the land of the deleted within seconds of opening them!

And with 250-350+ emails a day being sent and received by the C-Level, it’s really easy for you to get lost in that sauce!

And yet, as sales professionals, aside from the phone, guess which platform we typically embrace?

That’s why I thought it might be time to ROCK your emails with a special on-demand webinar!

Here’s what I’ve prepared for you . . .

  • Two, non negotiable things you MUST do BEFORE sending an email to a prospect!
  • 4 Ways to get email addresses without spending a dime on lists.
  • 10 words and phrases you should never use in a subject line
  • 5 Ways to capture someone’s attention in the subject line
  • How to leverage internal/external “peer pressure” to pique interest
  • 10 ways to make your email less salesy and a hell of a lot more interesting
  • How to dramatically increase your response rates and . . .
  • How one really simple thing increased my response rate by over 400%

When?

Whenever you like! It’s an on-demand webinar you can watch at your leisure!

Where?

Your computer screen. Join us from your favorite chair!

Here’s What You’ll Get . . .

(1) 90 minute workshop with over 30 ideas to dramatically improve the emails you send

A 10 page downloadable workbook

A special bonus 25 page eBook!

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 in order to purchase it!

Click HERE or the handy/dandy “Download” button below!

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A Salesman Walks Into A Networking Event . . .

by Paul Castain on October 26, 2014

A salesman walks into a networking event and approaches someone.

He doesn’t say a word, no greeting, no “Hi my name is ______” he simply hands the person a piece of paper with one sentence written on it and walks away.

He approaches someone else and does the same thing!

He continues doing this for the duration of the networking event and then wonders why no one responded to him.

He leaves and returns to another networking event the next day and does the exact, same thing.

Eventually he writes off networking as unproductive!

Want to know what he had written on that piece of paper?

“I’d like to add you to my professional network!”

Kind of silly for him to think that he could just walk over to a stranger and hand them a piece of paper, never greet them or interact and expect results, right?

Well that’s what you’re doing on LinkedIn when you send those lazy ass invitation templates.

You know . . .

“I’d like to add you to my professional network”

No note!

No greeting!

And not a very SOCIAL approach to SOCIAL Networking!

People like to blame this on the LinkedIn app or the “People you may know”feature because they don’t allow you to customize the invite.

Here’s a crazy thought. . .

Don’t use those things!

Somewhere along the line someone sold you a bill of goods that made you think its acceptable NOT to be SOCIAL when you embrace SOCIAL networking.

Maybe they told you that this is a numbers game and that you should amass a large collection of names instead of taking the time to connect properly?

Perhaps its time to rethink that philosophy and politely call out those people sending you that God awful LinkedIn template disguised as an actual invitation to connect?

When I get them, I respond with “What prompted you to want to connect with me?”

No answer? No hard feelings but I won’t connect with you!

Like you, my time is valuable and its a poor use of my time to spend it on those who lack manners and who make it a habit of remaining silent with their network.

Any way, how’s that for a rant and a half? :)

The Emails That ROCK Webinar Is Now On-Demand

For those of you who couldn’t make our Emails That ROCK webinar on the 16th, you can now catch it on-demand.

Click HERE for the details and to ROCK those emails you’ve been sending!

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A Quick Tip To Start The Week Strong!

by Paul Castain on October 26, 2014

This week’s quick tip could dramatically change your trajectory!

Why?

Because if you’re like most people, you aren’t doing this one simple thing as a matter of fact, I’m willing to bet you will fail to do it unless, you take a few short minutes to listen to this free audio tip!

Go ahead . . . I triple dog dare ya to scroll down and listen to it!

The Emails That ROCK Webinar Is Now On-Demand

For those of you who couldn’t make our Emails That ROCK webinar on the 16th, you can now catch it on-demand.

Click HERE for the details and to ROCK those emails you’ve been sending!


Download this episode (right click and save)

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