A Quick Tip To Start The Week STRONG!

by Paul Castain on April 26, 2015

stronger week

In this week’s Quick Tip I offer something that will . . .

Help you get prospects and clients off the fence of indecision.

Help you create a more “objection resistant” dialogue.

Help you get the “buy in” necessary to move the sale forward!

Help you stand out, big time and . . .

Help you create of level of rapport/credibility that your competitors will wish they had!

And the best part, is that I offer it all in less than 4 minutes and . . .

I offer it for the low/low price of FREE!

So go ahead and give it a listen and if by chance you’re too busy, then download this bad boy and let me ride shotgun with you in your Automobile University!


Download this episode (right click and save)

Want To Bring In More Clients?

Then you’re going to need to try something different!

On May 6th, I’ll begin sharing over 100 tactics designed to help you capture the attention of someone who’s;

So busy they typically forget about you!

Here’s what real people are saying about this course . . .

Thank you so much!  The How to Hunt course has been so valuable in so many ways.  I love all the specific examples you shared – and how you pulled it all together with the communication mapping and time management techniques.  I am certainly armed with a whole new slew of tools and techniques to help me hunt and close deals better.

Tanya Ramakers, Jonas Fitness

First of all, I really enjoyed your style and approach to training.  You made the class fun, and I always looked forward to attending.  Second, you “kept it real” – not theory but specific tactics to use to grow business. 

Since fully implementing your program in November of 2014, I have officially doubled the size of my pipeline – real, measurable results.

Of specific importance to me were:

  1. 10 ways to Hunt Differently – great examples on where to find potential leads.
  2. How to Write a Better Email – I’m getting about 50% of emails read (thanks to you, I can track opens and click-throughs).
  3. How to ROCK Snail Mail – suggestions here were great – especially for warming up potential prospects.
  4. How to ROCK Phone Calls – great tips for voice mail
  5. Putting It All Together – I now have a specific, executable strategy.

Lance Carrol, Vanguard Software

But enough about them! If YOU’D Like to see what this program can do for you,click HERE or the handy/dandy banner below!

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How To Utilize Testimonials More Effectively

by Paul Castain on April 22, 2015

testimonial sales playbook

In this week’s free audio sales lesson we talk about testimonials specifically;

How/When To Ask For Them

When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s)

Where I Provide Them (One Place Will Surprise You)

A Cool Way That I Package My Testimonials

So go ahead and give this a listen and if by chance you’re too “busy” then why don’t you download it and let me ride shotgun with you out in the field today?


Download this episode (right click and save)

Want Better Results?

Then you’re going to need to try something different!

On May 6th, I’ll begin sharing over 100 tactics designed to help you capture the attention of someone who’s;

So busy they typically forget about you!

Here’s what real people are saying about this course . . .

Thank you so much!  The How to Hunt course has been so valuable in so many ways.  I love all the specific examples you shared – and how you pulled it all together with the communication mapping and time management techniques.  I am certainly armed with a whole new slew of tools and techniques to help me hunt and close deals better.

Tanya Ramakers, Jonas Fitness

First of all, I really enjoyed your style and approach to training.  You made the class fun, and I always looked forward to attending.  Second, you “kept it real” – not theory but specific tactics to use to grow business. 

Since fully implementing your program in November of 2014, I have officially doubled the size of my pipeline – real, measurable results.

Of specific importance to me were:

  1. 10 ways to Hunt Differently – great examples on where to find potential leads.
  2. How to Write a Better Email – I’m getting about 50% of emails read (thanks to you, I can track opens and click-throughs).
  3. How to ROCK Snail Mail – suggestions here were great – especially for warming up potential prospects.
  4. How to ROCK Phone Calls – great tips for voice mail
  5. Putting It All Together – I now have a specific, executable strategy.

Lance Carrol, Vanguard Software

But enough about them! If YOU’D Like to see what this program can do for you, click HERE or the handy/dandy banner below!

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Forgettable You!

by Paul Castain on April 21, 2015

Invisible man concept

It isn’t easy getting a potential client on the phone these days!

There are assistants of the “Gate Keeper” variety, voice mails, Caller ID, people hanging up on you, people telling you “Not interested!”

But every once in a while, the stars align and you finally get their ear!

Things are looking good, there’s some degree of interest but for whatever reason, you still don’t get the appointment.

Bummer. Right?

And Then, After All That . . .

They’ve probably forgotten about you within seconds of that call!

Just think about all the things that are going on in their world.

They are dealing with internal and or external customers.

An overflowing and continuously stacked full plate of work.

FastCompany Magazine says they will be exposed to over 3,000 advertising messages each day.

They will consume 100,000 words of content (University of California, San Diego)

If they are to be considered an average user of email, they will send and receive over 100 emails each day. That’s at least 100 opportunities to forget about you. No?

They will be interrupted an average of 7 times each hour according to Wendy Cole from Time Magazine.

They will check their smartphone an average of 150 times a day.

And since a report by the BBC states that the average attention span is 9 seconds;

They’ve forgotten about you . . . mighty quick!

Most sales reps respond to this by simply doing more of what really wasn’t working to begin with!

That’s why you need to hunt for business more effectively and that’s why, starting May 6th,  I’m going to be sharing over 100 tactics to help you stand out and get more of your potential client’s limited attention span!

Here’s what I have planned for you . . .

In Session 1, we’re going to explore 10 ideas to help you hunt for business in a different way. There are opportunities you’re missing, right now, simply because you were never taught to seek them out the way I’m going to show you.

In Session 2, you’ll discover how you can master this thing we call “email”! I have tips that will help you with your subject lines, overall message, how to improve your response rates and a few tactics that will forever change the way you approach emails going forward!

In Session 3, I’m  going to show you exactly how I use “snail mail” (and FedEx too) to stand out and get mucho responses in the process! And no, we’re not talking about massive direct mail campaigns here gang. We’re talking about simple, inexpensive things you can do on your own without that pesky marketing department getting involved.

In Session 4, we need to have a serious heart to heart on how we can marry social networking into your overall sales efforts. I’m going to show you how to listen for important “clues”, how you can stand out and how you can transition your relationships off your computer screen without the conversation “getting weird”!

In Session 5, you’ll discover how you can use traditional networking to create some pretty powerful relationships. I’ll share some common mistakes (and how you can avoid them) and I’ll even show you how you can jump start conversations and gracefully end the ones that are going nowhere fast!

In Session 6 we’re going to cannonball into the money pool you can create by learning how to get more referrals from your existing business. I’ll show you a system I use that can double and triple the amount of referrals you’re getting. We’ll talk about when to ask for referrals and how to condition your clients to keep giving you more in the future!

In Session 7 I’m going to share how YOU can use creativity to stand out and capture the attention of your prospects. I’ll share numerous real-life examples of what sales reps are using in the field as well as a technique you can (and really should) use with your top prospects!

In Session 8 I’m going to show you how you can work the phone into this entire process and as a bonus, warm up the “cold calls” quite a bit!

In Session 9 I’ll reveal 2 absolutely lethal techniques called “mixing” and “mapping” and how you align all of the various “touches” into an effective communication plan.

Between sessions you’ll get a recap of the session.                              CastainBanner - Copy (2)

The recording from the session (slides and all)

Worksheets

Email access to me during the program to answer any questions, bounce ideas off of etc!

When?

We kick off on Wednesday, May 6th at 11:30 AM EST.

Time out! Don’t forget that we deliver it live and then share the recording within 48 hours. Go at your own pace!

Where?

On your computer screen! Enjoy the program from your favorite chair!

Here’s What Real People Are Saying About This Program

Prior to doing Paul’s online course I thought that hunting was limited to chasing trucks, doing cold walk ins and making cold phone calls. During the course Paul gave me a tool shed full of different approaches that I can combine to make a cold prospect turn in to a hot buyer. As a result of attending this course my confidence and motivation to get results has never been higher. I highly recommend that anyone in sales who has been selling for some time invest in themselves & spend time with Paul.

Anthony Idle, StarTrack

Thank you so much!  The How to Hunt course has been so valuable in so many ways.  I love all the specific examples you shared – and how you pulled it all together with the communication mapping and time management techniques.  I am certainly armed with a whole new slew of tools and techniques to help me hunt and close deals better.

Tanya Ramakers, Jonas Fitness

I am writing to recommend your sales program – How to Hunt More Effectively.  First of all, I really enjoyed your style and approach to training.  You made the class fun, and I always looked forward to attending.  Second, you “kept it real” – not theory but specific tactics to use to grow business. 

Since fully implementing your program in November of 2014, I have officially doubled the size of my pipeline – real, measurable results.

Of specific importance to me were:

  1. 10 ways to Hunt Differently – great examples on where to find potential leads.
  2. How to Write a Better Email – I’m getting about 50% of emails read (thanks to you, I can track opens and click-throughs).
  3. How to ROCK Snail Mail – suggestions here were great – especially for warming up potential prospects.
  4. How to ROCK Phone Calls – great tips for voice mail
  5. Putting It All Together – I now have a specific, executable strategy.

Lance Carrol, Vanguard Software

How Much?

$695

And yes, I discount (and offer special extras) for 2 or more. Email me for special pricing paul@yoursalesplaybook.com

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You don’t have to have a PayPal account to pay with PayPal. Simply select “Pay with a debit or credit card or Bill Me Later” after hitting the “Buy Now” button!

I hope you’ll join us. Perhaps it’s time for you and I to be working together!

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This Week’s Quick Tip: The Power Of Urgency!

by Paul Castain on April 19, 2015

urgency

As the title of the Nickleback song asks “What If Today Was Your Last Day?”.

What would you regret most that you kept putting off?

This week’s quick tip talks about the power of urgency and how it helps us to live more of a regret resistant life.

I also offer a really quick exercise for you to do to get more of the things you want in your life.

Go ahead and give it a quick listen. Surely your life is worth the 3 minutes it’ll take!


Download this episode (right click and save)

Your Prospects Are Forgetting About You!

Think I’m kidding?

Click HERE and give this a quick read!

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The Apple Addiction

by Paul Castain on April 16, 2015

apple watch

 

I have to admit that I’m more than a bit jealous of Apple and it’s not just because they made a few hundred billion more than I have.

In sales we talk of finding the need and even creating the need; Apple has moved beyond “need” and has created addiction with it’s products.

Why else would people shell out money on products only to shell it out again (and pay early upgrade fees with their cellular service)?Oh, and as a bonus, many of these people wait hours on lines in order to shell out that cash!

Why else would people who you know to be tightwads suddenly have the cash to drop a minimum of $350 for the Apple Watch? My guess is that they will suddenly find money again a year from now when the next watch comes out!

Are their products really that awesome?

I really don’t think so in fact I think my iPhone is an overpriced piece of crap. The battery life sucks, the headphones were trashed inside of 60 days and I’ve had multiple issues with it since I purchased it in December 2013.

My kids had similar issues to the point that my son Nick said “Screw this” and bought himself a Galaxy smartphone. It costs less and beats the heck out the iPhone.

When my son went off to college,I dropped $2200 on a Mac for him. It took one spill and the thing was toast. Meanwhile, my $400 HP has taken multiple spills, hits (possibly a bullet or two in a bar brawl but I was drunk and can’t remember) and it’s still ticking.

Having Said That; I Think They’re Brilliant!

Apple has managed to do several things that we can learn from.

1) They stood for something that appealed to the masses. At first it was their blatant  middle finger to IBM and the rebelliousness of their long haired founders.  Later it was their “Think Different” message. What’s your message? What do you stand for?

2) They understand that people buy emotionally and justify logically. Their all over the psychology of scarcity, prestige, fear of missing out (FOMO), etc. What emotions are you touching on?

3) They have built community around their products. A community that is proud to answer questions in forums, praise them in public and even (in many cases) become brand evangelists. While I still have quite a ways to go, I believe I’ve created that vibe with my Sales Playbook community. Having said that, Apple still kicks my ass by a few billion dollars in revenue! How about you? Are you creating community? Better yet, how can you create brand evangelists?

4) The create a buzz around their product launches. They get the word out about their product launches far in advance and make it so that wherever we turn, we bump into the fact that they have a new product coming out. I believe that when you marry good PR, incredible advertising with a community of brand evangelists, there is a certain acceleration factor that kicks in. Are you creating buzz around your product launches?

5) They’ve managed to make their products cool. I’m wondering if their products are actually cool or if they’ve gently hypnotized us into believing their products are cool? I told you that I think my iPhone is a piece of crap and yet, I still think it’s cool. Damn you Apple, get out of my head! Is there a way for you to make your product cool? I mean if a technology company can make technology cool to the non geek, what the hell is our excuse?

There’s obviously more to this that we can add but I would challenge you to step back and put on your humble student cap and learn from this addiction with Apple!

Want To Generate More Leads From Your Network?

Then you might want to seriously consider joining us on May 6th for our How To Hunt More Effectively online program.

We’re going to be dedicating a full session to how you can use social networks like LinkedIn, Twitter etc to complement (not replace) those unnecessarily COLD calls you’ve been making!

We’re also going to be talking about email, snail mail, traditional networking, referrals and even some cool creative things you can do as well!

Click HERE to learn more because that “If you always do, what you’ve always done, you’ll always get, what you’ve always gotten” thing is a real bitch!

Sales Managers, VP’s of Sales and business owners: Email me for special pricing (and extras) when you enroll 2 or more paul@yoursalesplaybook.com

 

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