Which One Of These 3 Types Of Sales Reps Are You?

by Paul Castain on November 26, 2014

There are those who decide to take the day off before a holiday break.

There are those who chose to work right up until the holiday break.

And there are those who do neither and just check out.

They deprive themselves of the gift of a day off or the productivity of getting things done.

Today is almost history but perhaps if you found yourself in the “mental check out category” you could make a note to self NOT to repeat history when we approach Christmas!

And don’t worry, your secret is safe with me.

You’re the one who enjoys the benefits of your actions or pays the price.

Sales is a real bitch that way!

Oh, and I almost forgot . . .

Which one of these 3 types of sales reps are you?

This Is How You ROCK A Cold Call!

Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!

Would You Like To ROCK Your Phone Calls?

  • 7 “Warm Ups” to get you into your “zone” faster
  • 3 ways to conquer call reluctance
  • How to research a potential client better than you competitors
  • How to find “triggers” that will dramatically increase the recipient’s interest level
  • How to craft a more compelling message without using a script
  • How to cut off objections BEFORE they occur
  • 3 ways to handle objections when they do occur (and responses to typical objections)
  • How to ask for access to a higher level decision maker without insulting your contact
  • 4 types of voicemails that will set you apart

For more information, pricing and to reserve your spot . . . Click HERE!

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The Opportunist’s Guide To Leveraging The Holidays

by Paul Castain on November 25, 2014

I was facilitating a discussion at an executive retreat recently and one of the participant’s shared something interesting.

We had been discussing the qualities of a rock star leader and they suggested that a true rock star leader see’s speed bumps to opportunities while the rest of the world sees a roadblock!

It made me think about sales reps that I have known who refuse to let circumstances become their excuse!

For example, when one sales rep’s business was challenged by a bad local economy, he saw that as an opportunity to diversify and take on more out of state clients. He ended up tripling his business!

When a bald sales trainer of aspiring sales rock stars failed at promoting a local training event, he launched and online training division that quadrupled his business!

But who cares about them?

Perhaps there’s an opportunity for you to actually leverage the holiday season this year!

Listen to this week’s episode and learn 4 super simple ways you can own the holiday season this year!

Go ahead and listen to it . . .

I triple dog dare ya!


Download this episode (right click and save)

Join Us On December 3rd . . .

On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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You Might Want To Do This Now

by Paul Castain on November 25, 2014

On December 3rd,  we’re going to be kicking off our last online sales program of the year! Now you might be thinking “No big deal, Castain does these like every two months so I’ll just do it in January or some time next year”

Well that’s partially correct but . . .

The price will be going up $100 next year just as it went up $100 this year so . . .

If you’d like to invest in yourself and acknowledge that there just might be a thing or two that you can learn to bring your skills up a notch or three, I would suggest that you do this NOW!

Come tomorrow, many of you will be mentally checking out.

Then you’ll head off on a well deserved 4 day weekend and then play catch up next week and then;

Miss the December 2nd deadline and then pay an extra $100 next year!

Click HERE to see what I have in store for you!

For special pricing on 2 or more participants, email me paul@yoursalesplaybook.com


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My World Fell Apart One Thanksgiving!

by Paul Castain on November 25, 2014

My driveway seemed quite large that morning back in 1995. I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without my cars, my business, $60,000 in debt and without any degree of self esteem.

With one small child and another on the way, I was lost, scared and not used to being poor.

I took on a night job working from 8pm to 8am as a pressman making $8.50 per hour plus incentive pay. I remember working through my breaks and being within a few thousand impressions of hitting bonus and then the press would break down. I would leave there feeling like a bigger loser than when I arrived . I’d get home, exhausted and many times would fall asleep while catching up with my wife.

I remember ransacking my ashtray to find 40 cents so we could each have a roll with our coffee. Those were great mornings! It was like we were eating a million dollar meal!

I took on jobs delivering pizza’s and as a bus boy at a local Italian restaurant. I know first hand what it feels like to get screwed out of a tip, have people treat you like crap and have lots of time to reflect on your sins, all the while wondering . . .

What the hell did I do to deserve this?

But it wasn’t all bad!

I learned to bust my ass again . . . I lost that somewhere prior to losing everything else.
I started to appreciate things I had taken for granted.
I became closer with God and my family.

I started to dedicate myself to continual learning

I learned what its like to feel like you’re at the end of your rope and then have someone come along and offer a random act of kindness. That one stands out most!

You know, this thing called life is a very delicate thing. I think we need to be respectful of the things we have been given and find a way to give something back.

Please allow me to say that again but in a different way . . .

When we give to others we pay tribute and respect for that which we are fortunate enough to have.

That brings us to the Thanksgiving portion . . .

As we quickly approach one of my favorite holidays, I would invite you to think beyond the turkey (I know you would have lost me right there too). Think beyond the travel and  think beyond the juggling of visiting more than one relative and the whole “I’ve got to see both sides of the family today” thing.

When we break up the word Thanksgiving . . . it obviously gives us two words.

The first word is “Thanks”

What are you thankful for?

When was the last time you counted your blessings or instead of taking a “What Pisses Me Off Inventory” you actually made a list of what you actually have?

Have you thanked your clients . . . just for being your clients?

How about everyone on your team who work behind the scenes to help you shine?

Do you have some people in your life who have supported you, encouraged you, guided you, listened to you? When was the last time you thanked them?  And if you’ve lost them, you can still honor them. Don’t ever forget that!

The second word is “Giving”. Many years ago, I heard Tony Robbins give a tip on being wealthy. He said that if we truly want to feel wealthy then we should make giving a habit. He went on to explain that when we give, we are subconsciously telling ourselves we have enough to give to others. In that moment we feel wealth and abundance. The giving doesn’t have to be some enormous amount either.

How about that free turkey you are about to win at the supermarket. Consider donating it.
Buy an extra can or two of food and donate it to a local food bank. The food banks are really hurting this time of year!
That spare change in the coffee can in your room
Frequent flyer miles
Give blood

A kind or encouraging word to someone who needs a little pep talk.

Please don’t take that encouragement lightly . . . everyone deserves another round! Encouragement keeps them in the fight!

When my life had taken a bad turn, it was that encouragement that kept me going!

I’d like to ask you for a favor this week . . .

Find a way to own “Thanks” and “Giving”
And do it with action!

Finally, I hope you will slow down on Thanksgiving and enjoy your family. This is why we work as hard as we do and quite frankly conquering the world at home is a must!

Oh, and I am very grateful for that day back in 1995, when my world fell apart, because it set in motion a series of events that brought me here today . . . For me to show respect and appreciation for a second chance!

Wishing you and your family a very happy and healthy Thanksgiving!

With respect and appreciation,
Paul Castain

PS Sorry for the warm fuzzy moment but you need to know something. I’ve shared this post every year on my blog since 2009 and it still gets me a bit choked up. It makes me feel sort of like George Bailey at the end of Its A Wonderful Life . . . when he realizes just how rich he truly is. Please find a way to give yourself this gift too!

I help sales reps, sales leaders and business owners sell more. Click HERE to learn how!

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Change Your Messaging

by Paul Castain on November 24, 2014

Every email, call, letter etc can’t always be about securing an appointment or simply buying from you.

You need to change up those messages.

So instead of writing this week off as unproductive or doing something really lame like spending the next 3 days doing “admin” stuff, how about;

Calling potential clients/clients and people in your network to wish them a “Happy Thanksgiving”?

Sending out some kind of holiday email

Stopping by with some cookies or candy and a personal “Happy Thanksgiving”

Here’s the thing . . .

If your message is always “I’d like to set an appointment” or “I’d like for you to buy something from me” you might just be conditioning your potential client to keep blowing off your efforts!

There are obviously other ways to change your messaging by what if we actually leveraged a holiday instead of pissing and moaning about them?

Cheers!

This Is How You ROCK A Cold Call!

Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!

Here’s what I’m going to share . . .

  • 7 “Warm Ups” to get you into your “zone” faster
  • 3 ways to conquer call reluctance
  • How to research a potential client better than you competitors
  • How to find “triggers” that will dramatically increase the recipient’s interest level
  • How to craft a more compelling message without using a script
  • How to cut off objections BEFORE they occur
  • 3 ways to handle objections when they do occur (and responses to typical objections)
  • How to ask for access to a higher level decision maker without insulting your contact
  • 4 types of voicemails that will set you apart

For more information, pricing and to reserve your spot . . . Click HERE!

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