It’s been a really long time since I gave anything substantial away on this site so I figured “What the heck. why not create a free 17 page report for everyone.”

My average client generates 5-7 appointments using the step by step method I’ve detailed in this report. I personally average 10-15 and have grown my sales training business utilizing this as a core approach.

It’s really simple to do and will immediately separate you from the masses who won’t do this simply because its too simple or simply because they’re way too lazy!

And this isn’t some garbage throw away tip that I’m offering either!

This is straight out of my online training course and part of a program companies pay thousands of dollars to have me deliver.

What’s the catch Paul?

None!

I’ve always been about giving, upfront, unconditionally and without a scorecard! Quite selfishly, it makes me feel awesome!

So if you’re interested in learning how you can use a really cool technique that you can literally apply within minutes of reading this free report then fill out the handy dandy form below!

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Sales Reps Speak Out On How They Want To Be Led

by Paul Castain on April 16, 2014

Over the last few years, I’ve asked sales reps in my sales playbook communities as well as participants in my onsite training programs how they want to be led as sales professionals.

Here’s a brief overview of some of the responses . . .

“Be there to support me and to help me remove internal/external speed bumps”

“I think there is a difference between a LEADER and a person that has been put in a leadership position. A LEADER earns it. The other…well…people just have to put up with them!”

“By example”

“By someone who has actually sold something”

“By someone who demonstrates that they care about their team and would kill for them”

“By someone who has the guts to go to bat for us when we need them to”

“Leaders have to care, care about their people, care about getting things done for the organization, and care about identifying and solving problems that stand in the way of making things happen.”

“By someone who understands when to kick my ass vs give me a hug”

“By someone who actually listens to me and is willing to stop looking at their phone when I’m talking with them”

“Trust is huge. Someone who’ll go to the mat for me and not throw me under the bus”

“Someone who helps me learn and grow”

“I want to be led by a field commander and not a desk jockey”

“It’s important for me to follow someone who’s been in my shoes and understands what I’m up against”

“By a leader who’s willing to protect the culture of our department and remove those who poison our ranks”

Those are just a few of the responses but there’s something I’d like for you to do;

Sales Reps: Please take a moment to comment below and let us know how YOU wish to be led.

Sales Managers: Please take a look in the mirror (an honest one) Are you leading in a way that your sales team follows you not because they have to, because they want to?

Really Important: When was the last time you asked your team (individually and in a group) how they want to be led?

One More Thing . . .

If you are responsible for a team of sales reps, I hope you’ll consider my online sales leadership course.

There are 6 awesome (if I do say so myself) sessions waiting for you and we record each one so you can go at your own pace.

Please click here to check it out and to take the first step in taking your awesome leadership skills up a notch or 3!

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The Downside Of “Free”

by Paul Castain on April 15, 2014

What a crazy topic coming from a dude who gives a ton of stuff away!

On my blog alone you will find almost 1,000 free posts.

On iTunes I have 99  free sales lessons via The Sales Playbook Podcast.

I invite people via Twitter and LinkedIn to ask for my advice when I start the day by saying “Good morning! How can I help someone today?”

There are lots of other free things I offer but here’s the point . . .

People rarely take action on something that’s free and often take it for granted.

Case in point  . . .

If you’re like many others, you read a blog like this one, get ideas, have the greatest of intentions and then do a great job of NOT taking action.

Don’t worry, this post isn’t about me feeling unappreciated or wanting to put a stop to giving back. On a personal note, I made a promise when my life was in the crapper back in ‘95 that I would return the favor once my life turned around. I have a debt to pay and as far as I’m concerned that debt won’t be paid until they close the lid on my coffin but . . .

Human nature is such, that we just don’t take the free stuff as seriously as we should and I’m no different by the way.

I have authors who want to send me free books. I decline them because they typically sit on my shelves; unread!

On the other hand, the books I by from Amazon each month are read, notes taken and action items created and completed.

Why?

Because I have a vested interest!

A few years ago, I attended an amazing, free, all day event.

Rock stars like Zig Ziglar, Tom Hopkins and Colin Powell took the stage.

I took what could only be referred too as a sh*tload of notes and filled an entire 80 page spiral notebook with ideas.

And there they stayed . . . never to be acted upon but . . .

Every webinar, seminar and class I’ve paid for since (over $10,000 worth just since I started my business in 2011) has been acted upon.

Why?

Because I invested my heart earned cash!

A blogger I follow announced that their book would be available on Amazon. I was pumped.

Then they surprised their readers with a free eBook version and free course. I couldn’t wait and even set an alarm on my phone so I wouldn’t miss the limited offer when it launched.

I was successful in snagging the freebie and then . .

It laid there like a slug in my “To Be Read” file  ever since!

I really hope you realize realize that  . . .

You’re sending yourself a bad message . . .

If you go through life with an unwillingness to invest in yourself, you’re sending your subconscious some bad messages.

1) That you’re not worth it!

2) That you’re not serious about getting better!

Meanwhile, we invest in other companies via stocks/401k

We give to charities and our place of worship and truth be told, we piss money on Starbucks, unnecessary lunches, the latest gadgets but . . .

Somehow, we don’t think we’re worth it and/or we’re too cheap to try.

I think that’s unfortunate!

“That’s easy for you to say Castain. You do this for a living!”

Actually, you’re right but there was a time when this wasn’t so easy for me to say.

I actually started investing in myself when I was broke and had to rebuild my life.

I started something back then that I still do to this day . . .

Once a month, I invest in the surest investment on the planet . . .

ME!

At times when money was tight, I would only buy a magazine. Other times a CD, a subscription to Audible, books, seminars, webinars and yes, I have coaches.

And not just because I want to continually get better . . .

Because sooner or later we need to get serious and . . .

I’m just not as serious as I should be when it comes to free!

One last thing . . .

Don’t you dare point your finger at your cheap boss for an unwillingness to reimburse you or hire a guy like me to come in and train your team!

That’s a cop out!

YOU are responsible for investing in yourself and quite frankly, YOU need to want your success more than they do!

They owe you nothing . . . YOU owe yourself everything!

If it’s important to you, you’ll find a way.

Start with a magazine, a CD but . . .

Get serious and invest in yourself already!

I think you’re worth it!

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5 Reasons Why Most Sales Meetings Suck!

by Paul Castain on April 15, 2014

You have to know that most sales reps hate their internal sales meetings.

Here’s why . . .

1) They don’t start and end on time which creates a bit of a problem when you consider they have other things (usually more important) to do!

Remedy: Be relentless when it comes to guarding everyone’s time investment. Start and end on time and follow an agenda. Be willing to (respectfully) shut someone down who’s running on a bit too long or those who keep going off topic.

2) They are filled with administrative things that a) A sales rep doesn’t care about (enough to miss precious time away from the field and b) Really would have made a better email than an agenda item.

Remedy: Don’t have meetings that are nothing more than administrative info dumps. Send an email. Your team will love you for it! And see item number 5 below.

3) They’re “Bitch Fests”! I shouldn’t have to remind you that it’s tough out there. The sales meeting should always help to reinforce a sales rep’s “body armor” not chip it away!

Remedy: Grow some balls and lay out the law that the purpose of the sales meeting is to regroup, recharge, share ideas, educate etc  . . . Not find new ways to be miserable. Oh, and this is one of the reasons why your meetings go into overtime and wait for it . . . wait for it . . . why your sales meetings suck!

Exception: I do think there are times when it’s healthy to vent. It just shouldn’t be a regular agenda item.

4) It’s A Lecture And Not A Meeting: Too many times it becomes the Sales Manager’s show with them rambling and the rest of the team pretending to be listening (but they’re really enjoying a really nice “outer body experience”) Then the sales manager gets mad that nobody participates. Go figure!

Remedy: Turn over the keys to your sales team. Have them present on different topics and facilitate discussions. And speaking of facilitating discussions . . . that’s exactly what you should be doing too. Facilitate don’t lecture!

5) Too Much Review Of Numbers Not Enough Educational Components: One practice that irritates me to no end is the review of each rep’s numbers in a meeting. Quite frankly, I could care less what Mary sold or what Todd is forecasting. To me that’s an email or leader board fodder. It also makes me question why I just sacrificed more productive activities to sit through it!

Remedy: Focus the bulk of the time allotted to sales meetings on topics that make your team smarter. I mean, if you only have about an hour with your team, what can you talk about to really maximize that time together?

Your turn . . .

What makes a sales meeting suck?

Sales Managers . . .

I can tell you that your sales meetings will no longer suck if you attend my online sales leadership course. We have an entire session dedicated to sales meetings and over a years worth of sales meeting topics for you to consider!

Click here to learn more and to reserve your seat!

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How Virgin America Gave A Boring Message A Facelift

by Paul Castain on April 14, 2014

If you’re like me and you travel quite a bit, you know that those safety instructions at the beginning of the flight aren’t the most entertaining.

In fact, many of us tune it out because . . .

1) They’re boring

2) We’ve heard it all before

And yet, God forbid there’s a problem on that flight and we could easily regret our innocent little bout of not paying attention.

Virgin America Airlines recognized this and decided to do something about it by putting out this in flight video.

It might not be your style but you have to admit . . .

It’s different and there’s something funny about “different”

People are always looking for the “difference” as in “What’s the difference between this airlines and that one?” or “What’s the difference between your widget and the other guy’s?”

People buy difference!

And here’s the thing . . .

If Virgin America could make that damn flight safety thing more interesting, entertaining and different;

Then perhaps your messaging could benefit from it too.

Unless of course, you’re one of those companies that loves to say things like “This is the way we’ve always done it”

The world is in desperate need of a little rarity called “A breath of fresh air”

I just gotta ask . . .

Why aren’t we working together yet?

I help sales reps, sales leaders and business owners sell more!

Click here to learn more about ALL of my services.

Click here to learn how my coaching program creates sales rock stars!

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