6 Reasons Why You Should Pause Before Responding

by Paul Castain on May 28, 2016

Here are 6 benefits of pausing before opening one’s mouth

1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone (especially a cell) because you don’t have the benefit of visual cues.

2)    It’s A Really Powerful Continuation Technique: A “continuation technique” is something you add to a discussion to encourage someone to continue or expand upon their thoughts. I think this is of particular importance to my sales friends. We’ve all been guilty of asking a question, getting a reply and then racing on to our next question. A pause is an amazing thing because people will generally fill silence out of nervousness. It’s in those moments that you can get some absolute gems of information.

3)    It Keeps You From Filling That Silence With One Of Those “Did I Just Say That Out Loud” Statements.

4)    It’s A Partial Antidote Against A Dumb Remark: In all fairness, there are times when that little filter from brain to mouth is temporarily in off mode. The next time someone makes a dumb remark to you, look them right in the eye (or both if they have two) and become one with the pause. I wish I could advise you that the dumber the comment, the longer the pause but you could easily fritter your life away with someone who’s parents might very well have been brother and sister.

5)    It Gives You An Extra Second or Two To Formulate A Response: It would absolutely blow your mind to see what the mind can do with only an extra second or two. Those extra seconds can make the difference between an OK response and the one that will seal the deal! Just for the heck of it, watch how many people have a habit of answering their own questions. :)

6)    Helps You To Demonstrate Confidence

Pauses can really serve you well in the online world too. Sometimes we get so caught up the immediacy of the internet that we fail to partake in what experts call “thinking”.

Also . . . please take note of people patting you on the head during one of your pauses . . . that means you’re pausing too long dude.

Want Better Sales Results? Try Hunting Differently!

Our How To Hunt More Effectively online program, is now available for instant download!

Click here for all the details. Email me for discounts (and extras) when you enroll 2 or more!

paul@yoursalesplaybook.com

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learn your lessonFor many of you, today was a wasted day.

You might have tried to reach a few people and gave up.

Or maybe, you just didn’t try and decided to just do admin activities.

For those of you who struggled this week . . .

What will you do differently next year?

Memorial Day wasn’t just invented and unless I didn’t get the memo, it’s coming back again next year.

This holds true for summer, Christmastime and any other peak holiday/vacation season.

A few years ago, I made an absolute ROOKIE MISTAKE going into summer.

The next thing you know, I was living off my bank account because business dried up.

It was my first year owning Castain Training Systems, and I allowed myself to get caught up in activities that didn’t overfill my summer funnel.

I was scared, angry and as a bonus, I got to watch my bank accounts do a disappearing act but;

I chose to take the LESSON so history WOULDN’T repeat again the following year.

What will you do differently next year?

One little trick that I do, leading up to a holiday weekend, is book that Thursday and Friday with as many appointments as possible.

Then I try to fill any gaps in my schedule with “getting to know you” type calls with my LinkedIn network.

I fill the remaining slots with calls to wish clients and prospects a great holiday and have a quick “phone visit” with them.

And, because the weather is typically AWESOME in New York right about now, I do all this, from my patio.

I try to follow the same schedule the day after a holiday.

The result, is that I don’t have to waste these days as “admin days” and;

It makes me feel great knowing that I didn’t buy into some limiting “holiday myth”

But enough about me . . .

This is an opportunity for YOU to learn . . .

While everything is still clear.

And this is extremely timely folks, not just so you can learn your “Memorial Day Lesson”;

But so you can take those lessons, and be better equipped for Fourth of July week and the summertime in general.

Here’s a whole page of resources that can help you!

Provided you’re ready to try something different!

And if I can personally help you to sell more, please email me paul@yoursalesplaybook.com

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No slacking today

I’m hoping that you decided to take my advice and ramp things up today while your competitor slacks.

Sadly, some of you are going to default to an “admin day” but to each their own.

If you click HERE  there’s a whole page of things that might make you feel better than filling out your “TPS Reports” and such.

I’m not letting up folks . . . And you better not either!

It’s Time To Hunt For New Business Differently!

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opportunity calling

My message going into the summer season is simple . . .

Don’t be challenged by the summer, LEVERAGE it!

There are 3 absolutely awesome opportunities going into a holiday weekend, that many of your competitors are going to miss.

And sadly, you might miss them too, if all you do is consume today’s blog post without taking ACTION.

  1. Holidays give us an opportunity to change up our messaging and changing up our messaging keeps us from boring the recipient. Sales is a courtship that never ends. It’s our job to keep that courtship interesting or we will surely get disregarded and deleted. The problem, is that most sales reps spew a message that reeks of “I’d like to sell you something” or “I’m touching base, following up, circling back . . . to sell you something” A holiday weekend hands you a different message on a platter. Now you can call wishing them a great holiday weekend. You can ask what they have planned, you could send them an email with some of the festivities that are going on in the local area, you could stop by with some kind of fun “holiday kit” (include Tequila in mine por favor). That’s one way to LEVERAGE a holiday.
  2. There’s less noise leading up to and immediately following a holiday weekend Many a sales rep will either mentally check out or do admin during this time. I don’t know about you, but I like to communicate when there’s less noise. Look how this is starting to come together. We start with a message that’s fun, festive and a change from the typical “I want to sell you something”message. Then we deliver that message during a time when there’s less noise. And that brings us to . . .
  3. People tend to lighten up and become more “festive” around holidays Think I’m kidding? Watch what happens in your own office. And not to beat the sh*t out of a point, but many people are festive because they’ve mentally checked out. They’re thinking of heading off to the beach this weekend or the barbecues and the beers. Truth be told, I’m thinking of a filet mignon I bought that is (no exaggeration) as big as a small child. See, right there, you could have sold me something because I was in a great mood thinking about the weekend. Now when people are in a fun and festive mood, they become more conversational. When people become more conversational, you bond, you learn things, they learn things, and YOU, my friend, stand out from the slackers who think its pointless to actually work on the Friday prior to a holiday.

So let’s take a look at what we actually have going in our favor.

First, we have a different message that’s fun and not typical

Next, we deliver it at a time when there’s less noise

To a person who’s about to grill a filet mignon as big as a small child. Sorry, We deliver that to a person who’s in a fun and festive mood

I see a recipe for success instead of some myth that its pointless to actually work today.

My message with holidays is simple.

Take time to slow down, you certainly deserve it.

If you’re going to take time off, do it, guilt free!

But if you’re going to add a bunch of “admin days” because you bought into some bullsh*t myth,

Then you need to understand that you’re missing opportunities.

Oh, and if you have like 2 minutes to kill, how about signing up for my upcoming webinar;

25 Ways To ROCK Your Sales This Summer!

We’re going to really focus on this concept of . . .

LEVERAGING the summer, instead of being challenged by it.

Here’s what you’ll miss if you blow this off . . .

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

Here’s what one of our participants from our last webinar had to say;

Only half way through the webinar,but you have already provided great tips that I will use to grow my new business.

Well worth the investment!

Shelley S Cull, President, Cull Staffing Solutions

To learn more (and to reserve your spot) please click HERE

click here

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secret formula

So I thought I’d give you a rare, behind the scenes, glimpse on how I coach my clients, to sell more, during the summer selling season.

I hold absolutely NOTHING back and take you, step by step on the questions I have them ponder and a REALLY important thought process that separates them from their peers.

There are several bonuses that are included as well.

Like a really cool PDF (And no, I won’t share it here because your lazy ass will just download it without listening to the FREE sales lesson) Busted!

A process called “The Kitchen Table Test”

A suggestion on how Sales Managers can use this episode as a REALLY Awesome sales meeting.

How and Why sales reps might want to teach this process to their sales team.

And by the way, I have no problem with giving this away to you while my coaching clients pay for the process. Why? Because you’re getting the “Do It Yourself” version and they get a session with Uncle Paul as their guide.

Any who . . .


Download this episode (right click and save)

Have you registered for our upcoming webinar 25 Ways To Sell More This Summer?

We’re going to really focus on this concept of . . .

LEVERAGING the summer, instead of being challenged by it.

Here’s what you’ll miss if you blow this off . . .

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

Here’s what one of our participants from our last webinar had to say;

Only half way through the webinar,but you have already provided great tips that I will use to grow my new business.

Well worth the investment!

Shelley S Cull, President, Cull Staffing Solutions

To learn more (and to reserve your spot) please click HERE

click here

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