Would You Like A Free Time Management Course?

by Paul Castain on September 2, 2014

When it comes to cars and appliances and such, there’s never a shortage of Labor Day sales.

But when it comes to the things that could put more money in your pocket (so you can afford the car and the appliances), well good luck with that one!

So I thought I do something about that and offer a one day deal with a cool freebie!

Enroll in either our How To Hunt More Effectively online program or our online Sales School program by 6:00 pm EST tonight (September 2, 2014) and I will send you a free, on demand, 2 session time management course!

It’s a $79 savings and a nice way to position yourself to end the year stronger!

Running Tight On Money?

You might be able to finance this purchase through PayPal!

Here’s how!

  • Check out with PayPal and then choose PayPal Credit.
  • Answer 2 quick questions and accept the terms.
  • You’ll know within seconds if you are approved.
  • Look for your PayPal Credit statement notification via email.

And yes, I discount for 2 or more. Email me for special pricing paul@yoursalesplaybook.com

Sign up today for either one of our September online programs and you’ll be the proud recipient of a free time management program.

As always, I hope you’ll invest in yourself . . .

I think you’re worth it!

{ 0 comments }

Laughing, Crying or Collecting

by Paul Castain on September 1, 2014

There are going to some people tomorrow who will get a kick out of those who screwed off the entire summer and now, suddenly have a burst of “piss and vinegar” now that summer is officially over.

There are those who will be pissed off because it’s only now that summer is officially over that they realize they lost about 25% of their year, not because they tried over the summer, but because they made excuses and made no attempt.

But there is a third group that can still kick ass this year . . .

It’s the opportunists who know that because people will be returning to work this week with a certain urgency (aka “piss and vinegar”) that the timing is superb to make their move!

Don’t pretend you don’t know what I’m talking about.

People love to milk holidays and summers and then come back with a certain urgency.

I bet you’ve seen your boss and your coworkers do this.

Your customers do this.

You’ve most probably done this too and . . .

Your prospects and your customers sure as heck do this so . . .

Let’s all acknowledge that playtime is now over and make our move!

Or you can feel free to milk an extra week talking about how nobody buys the week after Labor Day, Groundhog Day, Chocolate Ice Cream Day, Pocket Lint Day etc.

Go get ‘em!

Important!

Enroll in either my new online How To Hunt More Effectively program or my online Sales Program by tomorrow, 9/2/14 and get a free, 2 session on demand time management program FREE!

Yep, thought it might be cool to do a little post Labor Day Sale.

One more thing, if you’re running tight on funds, you might qualify for PayPal’s new credit program.

Here’s how you can see if you qualify . . .

  • Check out with PayPal and then choose PayPal Credit.
  • Answer 2 quick questions and accept the terms.
  • You’ll know within seconds if you are approved.
  • Look for your PayPal Credit statement notification via email.

{ 0 comments }

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

{ 2 comments }

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

{ 0 comments }

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!

{ 0 comments }