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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An Alternative To Calling To “Check In”

by Paul Castain on February 26, 2015

I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”.

I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling to ‘check in’ so I can sell you something” you are going to bore the sh*t out of a lot of people!

Having said that, let me ask you a question . . .

When was the last time you offered an idea to a client or prospect?

Many times (actually too many times) we only offer our ideas when there’s an active order on the table.

When the proverbial meter is running!

Even then, we might only think within the confines of our product or service or in a manner that is completely self serving.

Don’t ever underestimate the power of an idea . . .

Offered with no strings attached!

It has the ability to make someone look like a rock star to their team . . .

And the ability for YOU to differentiate!

Think I’m kidding?

Ask anyone who does the purchasing on behalf of your company how many ideas they’ve received from their suppliers over the last 12 months. Follow that question up with “How many ideas have you received from suppliers over the entire span of your career?” Take note of the confused look on their face as they try to think of one. Or Perhaps you can take note of how quickly they were able to think of the one supplier who cared enough to do this.

And no one is suggesting that you give away the store in the process, I’m just suggesting that you demonstrate to others that you CARE more about them than your commission check!

I’m also suggesting that in a world where we cling to stupid, used and abused “salesisms” like “I deliver value” that this might be a cool way for you to actually put your money where your mouth is.

Oh, and did I mention that . . .

Calling a prospect or client with an idea sounds so much better than “calling to check in”!

Your Turn . . .

What are your thoughts with regard to offering an idea as an alternative to “Calling to check in”?

For those of you who already embrace this concept, how do you go about it and how do people typically respond to it?

Did you like this tip?

I’m hoping you said “YES” because 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

March course

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100 Ways To ROCK Your Sales!

by Paul Castain on February 25, 2015

Man in suit playing air guitar

I have over 100 sales tips I’m going to be sharing starting March 4th!

Here’s The Deal . . .

Starting March 4, 2015 we’ll meet once a week for 45 – 60 minutes (via webinar)  for 8 weeks. We deliver each session “live” (as opposed to dead) and record each session in case you can’t make it or just want to listen to it again because you feel I’m a hoot and want to hang out with me again!

Here’s what we’ll cover . . .

Session 1: Meticulous Pre Call Planning. We’ll talk about 5 really bad “Google” mistakes most sales reps make and how you can use Pre Call Planning to warm up those “cold calls”!

Session 2: Prospecting Part I In this session, we’ll talk about  phone techniques, overcoming objections etc. We’ll even get into some really cool things you can do to help you with nervousness and call reluctance . . . You’re welcome!

Session 3: Prospecting Part II In this session, we’ll talk about how you can leverage things like email, social networks and creative things to help you stand out with your prospect’s!

Session 4: How To Create A More Productive Prospect Meeting. We’ll talk about how you can immediately take control of your meetings (without being controlling), an absolutely killer question you need to start asking and the 5 “insurance” policies you must take out during your time together! We’ll also talk about some really important stuff you need to do to keep your deal alive after that meeting ends!

Session 5: Determining Needs. You’ll learn 5 awesome questioning techniques with a guarantee from yours truly not to regurgitate any of that “open questions/closed questions” crap. Been there, done that and I bet you have too! Instead, I’ll show you how you can emotionally charge your prospects to get them off the old fence of “no decision” and over to something we like to call “A decision” I know . . . cool concept, this is why I make the big bucks!

Session 6: Presenting Your Solutions With IMPACT You’ll learn how to bring a certain part of your offering to life that 99.9% of the sales population misses entirely. We’ll talk about how you can eliminate  hesitations your prospect might have and maybe even set the rules of engagement  so your competitors have to play a defensive game!

Session 7: Gaining Commitment That old “Always Be Closing” thing is a tad antiquated these days so we’ll explore techniques designed to have them “buying” without you having to use any of that really awful “If I could show you a way to ___________ would you seriously consider . . . “ monkey style kung fu!

Session 8: Turning A “No” Into A “Yes” Let’s face it, as good as we all like to think we are, people are going to tell us “no”. Now what? I’ll give you a little hint (don’t tell anyone) You need a plan from the word “No” and Uncle Paul has you covered!

Between sessions there will be assignments and reinforcement emails!

Here’s what you’ll get . . .

(8) 45-60 minute sessions via webinar.

Access to the recordings for 60 days.

A downloadable worksheet for each session.

A reinforcement email each week during the program.

Email support for any course related questions!

Plus there might just be a surprise or two along the way because that’s I how I roll! Guilty as charged baby!

Who should attend?

Anyone in the B2B space who would like to gain some ridiculous sales chops! Veterans, beginners, people who are struggling and people who simply want to get better!

So What’s The Investment Paul?

$595

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

How Do I Begin My Jedi Training?

Click the handy/dandy orange button below and then give yourself a high five for investing in yourself!

register here

Here’s What Your Peers Are Saying

I recently completed your online sales training. I just wanted to thank you for all of your help. I found the sessions entertaining, insightful and most importantly very practical.

The strategic and tactical advice provided was  very easy to immediately implement into my daily sales activities.

I will be recommending my colleagues attend your next round of online sessions – so watch this space for more FTI attendees.

Worth every penny!

Jessica Turner, FTI Consulting, London

After enjoying and seeing results from Paul’s advice, I decided to take his online sales course. The course takes you from start to finish. Whether it’s a review to get back on course, or you need some serious help this is a powerful 8 sessions.

I would recommend this course highly for rookies all the way to veterans. Paul reminds us that you should never stop learning and never stop improving. This has been a beneficial investment and I am pleased to provide this recommendation letter for your consideration.

Heidi R Matthiensen, Lewis Label Products

Your sales course allows people to attend at their own convenience and review the notes as many times as they want.  The topics were bang-on and the curriculum you put together flows through the sales process.  The investment is certainly worth it and I refer to my notes at least weekly to keep me focused on what I want to accomplish for the day, week, month and ultimately, the year.  Your course is a “must-do” for not only freshly minted reps, but 20 year veterans who may have misplaced or “taken for granted” some of the basics  we learned so many moons ago.

Thanks for putting this together.

Adam Russell, City National Bank

Paul’s training techniques  are from extensive research as well as his own first hand experiences in the sales field.  He is committed to his “product”, his customers as well as making a difference in people’s lives.

We took his Training Session as a group here at Keys and each of us sales reps had “aha” moments in improving techniques, questions, being a “RESOURCE”  for our clients, etc.

Paul is a pure and compassionate individual and would enhance ANY company’s sales force!  He truly makes a difference in lives and companies!  And THAT affects the bottom line of any company.

Anita Barrett, Keys Printing

“Insightful with no-nonsense, real world tips!

Paul Castain’s Sales School is an excellent resource for new and seasoned sales people.  You can expect a wide range of tips that are relevant TODAY, presented in a friendly and humorous atmosphere.  I especially like Paul’s delivery style and his tips on using social media alone make the course worth every penny.  Each session leads you through a comprehensive strategy to guide you from prospecting to closing the deal.  Paul lays out how to succeed and which mistakes to avoid, then he backs that up with great follow up activities to keep you on track and a wealth of additional links and materials.  Paul doesn’t hide the fact that he has made his own mistakes along the way and freely shares his experiences.  I personally feel more confident and have increased the effectiveness of my daily activities.  I have also changed my mindset from “I know that” to “I’m DOING that”.  I highly recommend this course to anyone in sales or anyone considering sales.”

Roger Demas, The Personal Insurance, Canada

register here

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