An Informal Poll Regarding The Best Day To Cold Call

by Paul Castain on July 29, 2016

I asked several groups of sales reps, to ask the people who buy from them a simple question;

“What day(s) of the week do you get the LEAST amount of calls, emails etc from sales reps.”

Just about everyone came back with “Mondays and Fridays”.

Now while this wasn’t an official study, conducted under the strictest of guidelines, its still very telling.

These buyers were getting the least amount of calls on Mondays and Fridays because;

Some sales reps think buyers don’t want to get calls on Fridays and Mondays

Some sales reps tend to make Fridays and Mondays “Admin Days”

Some sales reps are in “Weekend Mode” come 9 am Friday and remain there until after lunch on Monday.

Actually, who gives a sh*t why many reps aren’t hitting it as heavy as they should on Fridays and Mondays.

The only thing YOU should care about . . .

Is that there seems to be LESS noise and;

That spells opportunity for those of us who actually work Monday through Friday.

As I’ve said many times before;

This stuff really adds up.

If you’re part of the crowd who trashes your Friday and half a day on Monday, multiply that by 52 weeks and you’ve lost 78 selling days!

If you tend to blow off the summer, because you feel buyers don’t want anything to do with what you sell, then you’ve lost another 50 days.

If you’re one of those who mentally checks out at the beginning of December each year, you’ll lose another 20+ days

The average person (according to a study done by NYC Research Firm, BASEX) loses 2.1 hours per day due to interruptions. Let’s be kind and say, you only lose 1 hour per day (kind of light when you’re in sales but WTF) At the end of a year, you’ve lost another 30 days

You’re going to legitimately lose another 100 days because of the weekend (and I’m not one of those assholes running around saying you have to “hustle” 24/7, so this one is non negotiable)

Add a few of the necessities like sick days, vacation days, emergencies, holidays, and;

You’re only giving yourself about 70 actual selling days every year.

And here’s the worst part;

You never saw it coming.

So in my book, EVERYDAY, is a good day to hunt for new business but;

I’m a big fan of getting my message out there when my competitors slack.

So Fridays, Mondays, summer and Christmastime, get more artillery fire as far as I’m concerned.

Would You Like To WIN More Deals?

Then you should join us for our next webinar on August 17th

It’s called “How To Dominate In A Competitive Environment” and we’re going to be taking a much deeper dive into the tip I shared today.

Here’s What You’ll Gain By Joining Us . . .

15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!

What To Say/Do When Your Prospect Wants To Take 3 Bids.

5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!

How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!

How To Competitor-Proof Your Book Of Business

You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!

Click HERE (or the banner below) to learn more, and to reserve your seat for this important online training session.

click here

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1) “It isn’t fair to my other clients who pay full price!”

I put that one in quotes, because that’s what I say, word for word, when someone wants to play “Let’s make a deal with Uncle Paul”

When you think about it, it really isn’t fair to reward people based on their ability to negotiate.

I do, however believe in giving reduced pricing based on volume.

In other words . . . want a better price?

Have me coach or train more of your team and you’ll see the pricing I gave you go down.

Everyone get’s the same opportunity. I find things are fairer that way and my clients agree!

2) Quite selfishly, I don’t want to condition that type of behavior with my clients.

I know, I sounded like a real ass when I said that but I’m being straight with ya;

DON’T want to condition that type of behavior!

Why? Because I don’t want to haggle over every deal going forward, nor do I want clients who want to think it’s “Castain’s Bargain Basement Training Emporium”.

I don’t like cheap people so I don’t keep them around.

I also know something about myself that others might not be so quick to admit;

I won’t be excited about doing work for you if you aren’t paying me what I’m worth!

If I’m not excited about doing work for you,  I have no business taking you on as a client.

Which leads us to . . .

With the exception of a handful of people in 5 1/2 years of owning Castain Training Systems;

3) I’m hardly ever asked to lower my price. By the time I’m in front of the bulk of my opportunities, my prospect is 95%-98% sold already because of the amount of content marketing I do via this blog, my podcast, my social networks, YouTube and the communities I manage like my LinkedIn groupFacebook Fan Page etc.

By the time we talk about my services, I’ve demonstrated my expertise, and value, via my content, and there is a high level of trust.

When there is a high level of trust, the need to dance on the “price” thing, diminishes to almost nil!

And I guess we could add a fourth reason . . .

Call me standoffish, but if I know negotiation ISN’T an option, and I’ve predetermined it as being “Out of Bounds”, then . . .

I’m forced to be a damn good sales person vs. the cheapest!

Do you feel that what you do (and how you do it), for your clients is awesome?

Go ahead, you have my permission to be arrogant.

Do you feel, that what you do, (and how you do it), for your clients is awesome?

If you do, then please understand that AWESOME, comes with a higher price.

And by chance, you DON’T feel that what you do for your clients is AWESOME, it might be time to change something!

Would You Like To WIN More Deals?

Then you should join us for our next webinar on August 17th

It’s called “How To Dominate In A Competitive Environment” and we’re going to be taking a much deeper dive into the tip I shared today.

Here’s What You’ll Gain By Joining Us . . .

15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!

What To Say/Do When Your Prospect Wants To Take 3 Bids.

5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!

How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!

How To Competitor-Proof Your Book Of Business

You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!

Click HERE (or the banner below) to learn more, and to reserve your seat for this important online training session.

click here

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If you happen to sell in a competitive industry, then here’s a webinar that can help you!

It’s called How To Sell In A Competitive Environment and it will be coming to you, live, on August 17th, at 11:30 am EST!

Here’s the plan . . .

15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!

What To Say/Do When Your Prospect Wants To Take 3 Bids.

5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!

How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!

How To Competitor-Proof Your Book Of Business

You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!

Mark your calendars for August 17, 2016, at 11:30 am EST.

The webinar is 90 minutes and I’ll also record it, just in case you can’t make it, can’t stay for the full 90 minutes, or just want to review all the nuggets I share!

What do you get?

(1) 90 minute, interactive webinar

Worksheets

Recording

eBook reinforcing the material (sent 1 week after the webinar)

Email access to me, for any webinar related questions.

How much?

$99

Click the button below to register!

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doh

So there you are in a situation, where you know, definitively, that you are one of several companies, competing for an account.

Beware of these 5 mistakes;

  1. Don’t assume that you have to sharpen your pencil (even if you are told you need to). This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for starters, you might short change the needs analysis step or miss opportunities to truly help your prospect. And besides, why should someone get a better price, just because they told you they want one? How is that fair to your actual clients? You know, the ones who’ve been there for you all along?
  2. Don’t Badmouth (Duh), Educate Instead! Please note, that when I say “educate”, I’m not taking badmouthing and simply giving it a nicer suit, I mean help them to make the RIGHT decision. Do you ever feel like people make sh*tty buying decisions? Of course they do! This is why you have to assume the role of “teacher”. Teachers (unlike any of my algebra teachers in High School) are respected and appreciated because they HELP! In what ways can you HELP your prospect make an informed decision?
  3. Lack Of Balls. There’s a famous story about advertising legend, David Olgivy. When Ogilvy, first hung out his shingle, he found himself in a really competitive situation, with a first degree AHole. The person was demeaning and pompous and told him ( I’m paraphrasing a tiny bit) “When I ring this bell, you will have x amount of time, to pitch us. At the end of your allotted time, I will ring the bell again and you’ll be on your way. From there, will be in touch. Anything you’d like to say before we begin?” David stood up and said “Yep. Ring the bell” and he walked out. While that’s an extreme example, you need to remember that as much as your prospect is going to judge you . . .You have every right to judge back. Not everyone is going to be a good fit for you and your company, but you can easily lose site of that, if your inner competitor is too busy trying to win.Part of the “lack of balls” thing, is also our hesitation in asking the questions, that need to be asked, but might be more intrusive.

    The proverbial “elephant in the room” doesn’t go away just because someone told you they’re taking other bids.

    Sometimes we need to tell people (respectfully of course) that the way their going about their selection process, or just the way they currently do things, isn’t in their best interest.

  4. Allowing The Prospect To Over Simplify or Over Complicate The Selection Process. Many times, during a competitive situation, a prospect will oversimplify the process by shutting you down during the needs analysis step. They’ll say things like “There’s no need for a bunch of questions because we know exactly what we want” and then they proceed to tell you. That’s awesome but, imagine a Doctor that allowed their patients to tell them “Dock, let’s save some time today. Looks like I need heart surgery so just give me your best price”Now prospects can also over complicate the selection process when they create some of these ridiculous RFPs. They want to know your financials, the blood and urine samples (sometimes) and all kinds of other irrelevant things; instead of focusing on things that actually matter.

    Sometimes they complicate it by adding a kazillion unnecessary meetings, conference calls and steps.

    I once had someone considering me to be their sales coach. They laid out this ridiculous process they wanted me to go through that included speaking with 3 different people, filling out a 30 question questionnaire, they wanted to speak with 3 of my clients. While I appreciate their thoroughness, we’re not buying a billion dollar mega corporation here. I tried to meet them halfway, when they wouldn’t budge, I showed them the door.

    Understand, that you are allowed to (politely) ask why they need certain information and then educate them on how to REALLY make the right choice.

    My experience has been, that many buyers include some of this ridiculous criteria, simply because some consultant told them to do it.

  5. Don’t Let Your Competitors Force You Into Playing A Defensive Game. This can happen when they badmouth you and you feel a need to defend yourself. It can also happen when your competitors are educating the buyer and you aren’t.

One of the things we’re going to be talking about, in our upcoming Selling In A Competitive Environment webinar, is how YOU can set the rules of engagement.

We’re also going to be talking about how you can outmaneuver your competitors and have them play defense for a change.

Have you taken a look at the webinar yet?

Have you enrolled?

Please click HERE and have a look.

I have a ton of ideas and tactics I’m going to be sharing and perhaps its time for YOU to bring your sales skills up a notch.

 

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The “YOU Differential”

by Paul Castain on July 26, 2016

There are so many things  that could be considered a competitive edge, but unfortunately, they can also be duplicated.

We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . .

Until someone else came along and found a way to do it quicker, better and cheaper.

Here’s A Crazy Thought . . .

Are you offering YOU as a selling point?

I’m talking about your “know how” experience, creativity, awesomeness etc.

When you really think about it, unless your competitor has wicked cloning skills, nobody else can offer YOU?

4 Simple Ways To Do It

  1. You have to have the balls to say it. Most don’t!
  2. You have to say it in a way that resonates with your prospect! Don’t ever underestimate the “packaging” of your words and phrases.
  3. You need to get them to visualize it.

Why? Because you’re dealing with something that’s intangible and intangible things are easier to comprehend when you make them TANGIBLE.

One thing you could do, is include your bio (include your photo too) in with your proposals or price quote.

What else could you do to make YOU more tangible?

NAPA Auto Parts Rocks This!

Have you ever seen the NAPA Auto Parts commercial, where some dude is making a purchase, and the guy behind the counter says, “And with your order you also get this” and he places a can on the counter. The can says “NAPA Know How”.

He goes on to explain that the “Napa Know How”  is all the experience,  advice and tips that’s included with the purchase.

In that crazy moment, they gave us a visual of something that is otherwise intangible.

They also get a gold star for having the balls to say that to a customer;

Most sales reps feel that the statement is unnecessary, and that it is always implied, but that’s a huge mistake in my book!

Last, but not least, you really have to prove it, otherwise you really aren’t doing much, to move someone off the fence of indifference.

In fact, without the “evidence” it just sounds like you’re saying a bunch of cute sh*t you read on someone’s sales blog.

Let’s go back to that idea of including your bio.

One of the things I do with my bio, is I include several testimonials from my clients as a form of “evidence”. It sort of answers the question “Who says so besides you Castain?”

What can YOU do to prove your “know how” and sheer awesomeness?

I mean, if YOU are included with the purchase, how can you get your prospect to see the value in the “YOU Differential”?

Was This A Valuable Tip?

Then you should absolutely, positively, join us for our next webinar on August 17th

It’s called “How To Dominate In A Competitive Environment” and we’re going to be taking a much deeper dive into the tip I shared today.

Here’s What You’ll Gain By Joining Us . . .

15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!

What To Say/Do When Your Prospect Wants To Take 3 Bids.

5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!

How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!

How To Competitor-Proof Your Book Of Business

You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!

Click HERE (or the banner below) to learn more, and to reserve your seat for this important online training session.

click here

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