The Parable Of The Closed Store

by Paul Castain on August 29, 2014

One day, a businessman stopped by a local store but noticed there was a sign that read “Sorry We’re Closed”

A few days later, while passing by, he noticed that they were now open so he made a note to self to stop by later.

When he returned, there was a sign that read “Sorry We’re Closed”

For the next three weeks he noticed they were open, but he had no need during that time.

He stopped by again and noticed they were once again closed but this time they were closed for 3 months until they reopened.

The businessman moved on and never thought about them again.

When we look at this simple parable, we see a store owner who seems a bit inconsistent with their business hours.

Kind of silly when you think about but then again, many sales reps are very much like this business owner . . .

Showing up today with a phone call when a potential customer doesn’t need their services

Disappearing while they might in fact need that rep.

Then comes a random email a few months later, then they disappear again.

They’re here, they’re gone, they’re here, they’re gone.

Then they are forgotten about permanently.

Many of you do this with your social networking activities, that blog etc!

What message do you send to your prospects?

One of being open (consistently)?

One of being closed?

Or one where you aren’t showing up enough to even be regarded?

Reason #10,000 why you need to schedule your hunting activities and then RESPECT that appointment the way you would any other appointment.

Want To Get Better At Hunting For New Business?

Then you might want join us for our new online program How To Hunt More Effectively!

We’re going to be talking about everything from better places to hunt to how you can mix up your “touches” with things like email, snail mail, networking, social networking, creative door openers, Fed Ex, video, and of course, the phone.

The best part is that we’re also going to talk about how to marry ALL of these things into an effective communication plan!

Actually that isn’t the best part . . .

The best part is that you can participate in this program right from your office or home and if you want to miss a session, I got you covered because we always send out a recording after each session. Go at your own pace!

If you ‘d like to learn more about this program, click here or the handy dandy button below. But you better do it soon because we launch on September 17th!

Sales managers, email me for special pricing on 2 or more or if you’d like to discuss customizing this program for your team! paul@yoursalesplaybook.com

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I see it (and experience it) time and time again.

A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back.

Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself over and over again.

There Are Several Things Wrong With This Approach

1) It’s typical, it’s boring, it’s predictable and there’s nothing about it that makes you stand out since you and everyone else is doing it. I also believe that because everyone else is doing it, there is nothing about it that breaks the recipient’s pattern of blowing it off.

2) When you approach a prospect in the same way, over and over again, you are conditioning a “non response”. Think about it, after a while, a prospect sees your name on an email and if you’ve basically sent the same lame message forever, why would they open it? The same holds true for voicemails. They hear your name, they start to hear the same message you’ve left forever and they delete your ass.

What’s An Aspiring Sales Rock Star To Do?

Mix it up with a “Sales Mix”!

Think about everything you can do besides the phone and email.

There’s snail mail, Fed Ex, drop offs, drop ins, traditional networking, social networking, creative things, etc.

Once you get done with your list, I want you to imagine a drop down menu for each category where you think of several options within that category.

Let’s take email. There are different types of emails you can send. Right?

There are intro emails.

Emails where you are sending along something useful (an article, resource, study etc)

Daniel Pink and Guy Kowasaki talk about brief emails with no more than 3-5 sentences. That could be one of the types of emails you send.

So Imagine This . . .

You come up with at least 10 different types of “touches” for your sales mix.

Then you create an imaginary drop down menu with at least 3 different touches within that category.

That’s at least 30 different things and . . .

30 different ways for you to become less predictable!

Want To Get Better At Hunting For New Business?

Then you might want join us for our new online program How To Hunt More Effectively!

We’re going to be talking about everything from better places to hunt to how you can mix up your “touches” with things like email, snail mail, networking, social networking, creative door openers, Fed Ex, video, and of course, the phone.

The best part is that we’re also going to talk about how to marry ALL of these things into an effective communication plan!

Actually that isn’t the best part . . .

The best part is that you can participate in this program right from your office or home and if you want to miss a session, I got you covered because we always send out a recording after each session. Go at your own pace!

If you ‘d like to learn more about this program, click here or the handy dandy button below. But you better do it soon because we launch on September 17th!

Sales managers, email me for special pricing on 2 or more or if you’d like to discuss customizing this program for your team! paul@yoursalesplaybook.com

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Finishing The Year Stronger

by Paul Castain on August 27, 2014

Kind of a weird topic to be tackling when it’s August, huh?

The funny thing about time is that it’s one relentless S.O.B.. I mean you blinked and you went from New Year’s Eve to Labor Day and you will blink again and 2015 will be introducing itself to you!

Now you could embrace a Scarlett O’ Hara approach, and tell yourself “I can’t think about that right now; I’ll think about it tomorrow” but quite frankly your “tomorrow’s” are limited and you are running out of them!

Activities and Skill

Sometimes we get so caught up in our day to day that we fail to put significant artillery fire on the three drivers of sales success.

Getting New Clients

Wowing Our Existing Clients

Growing Our Existing Business

If you’re like the majority of sales reps I work with, your day is being robbed from you little by little. The problem with that is all that “little by little” stuff amounts to weeks and months of lost selling time by the end of the year. You need to find a way to liberate your time back to the activities that make you money!

My suggestion would be to track your time for the next two weeks paying careful attention to how many times a day you are being interrupted,getting bogged down with “administrative stuff” as well as time waster activities. The goal, obviously, is to spend as much of your day on the three drivers of sales success.

Freebie From Paul

If you’d like a free downloadable Time Tracker, email me paul@yoursalesplaybook.com and I’ll send you one right away. But actually send an email and not some lazy ass subject line request like “Free Time Tracker” with no other message. Complete sentences and good human relations skills are a good thing!

Skill

When was the last time you really thought about ALL the tools you need to have in your toolkit to be successful?

My guess is that’s it’s been a while and in too many cases the answer is “Never!”.

If you were to think about a sales rock star, what qualities should they possess?

You know what, I’m going to spoil you today . . .

Email me paul@yoursalesplaybook.com and I will send you a free PDF with 75 qualities of sales rock stars. I’ve designed it in such a way that you can rate yourself on each quality so you can get to work on those weaknesses (and strengths too by the way)

Two Free Audio Lessons

Here are two free audio lessons to help you develop your sales skills.

Audio Lesson #1 We talk about things that get in the way of your learning and some critical things you might need to change as far as your attitude.

Audio Lesson #2 We discuss how to quickly and efficiently acquire knowledge to bring your skill level up a notch or 3!

2 Things That Aren’t Freebies

If you want to embrace a good, solid, easy to deploy sales process, then you should consider joining us for our online sales program on September 24th. Click here for details.

If you’d like to get better at hunting for new business, then you should consider our online program  How To Hunt More Effectively starting up on September 17th. Click here for details.

So there you have it folks, several ways for you to do the things you need to do NOW, so you end this year stronger and start the next year locked and loaded!

All useless by the way . . .

Until you get off your ass and stop consuming and start acting!

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Sad But True

by Paul Castain on August 26, 2014

I’ve mentioned this before and I’ll say it again . . .

If I put up a post about cold calling or hunting for new accounts or closing, you guys jump on it like it’s going out of style.

Put something up about how you can learn and everyone hightails it for the door.

On one hand. I s’pose I could be like that parent that hides peas in their kid’s french fries in order to get them to eat them or I could simply tell you that . . .

You’re hurting yourself!

There are a lot of reasons why you want to get better at learning new things but perhaps the most powerful reason I could offer would be so that the image below never stares back at you when you look in the mirror!

Here’s the link to the post I did earlier today. . .

I promise you that a post on learning won’t harm you :)

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Getting Back To School With Your Selling Skills Part II

by Paul Castain on August 25, 2014

In this week’s episode of The Sales Playbook Podcast,  we continue with our 3 part series on Getting Back To School With Your Selling Skills.

With the average person consuming 34 gigabytes of information each day it can become easy to focus on the the wrong things from a personal development perspective!

That’s why I have several ideas to help keep you focused on things that will truly accelerate your skill development!

During the podcast I mention last week’s podcast which you can access here.

I also mentioned another podcast we did a while back on Post Call Planning. Click here to check it out.

We also talked about the importance of keeping a journal. Click here for 50 Ways To Rock Your Journal.

Download this episode (right click and save)

How Are You At Hunting For New Business?

If you’re like most people, you could always use a few more accounts but you’re either looking in the wrong places or you’re doing the same old tired things ALL your competitors are doing!

If you caught yourself giving your Uncle Paul a head nod of agreement to those statements, you might want to check out our new online course designed to help you hunt differently and hunt better!

Click HERE to have a quick look at an awesome new program!

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