The Law Of "The Good Thing"

Posted September 29, 2011

There’s an old sales axiom that states “The best time to make a sale is right after you made a sale” Why? Because you’re feeling like you could rip freakin bumpers off of cars and You aren’t walking after you make a sale . . . You’re flying! And that’s when your body armor is … continue reading »

You Pay "The Price" Either Way!

Posted September 28, 2011

One of the highest compliments I get on this website comes in the form of one of my readers recommending my training services to their boss. In an ideal world, I’d get a thumbs up every time but you and I know life doesn’t work that way. One of the most troubling rejections I get … continue reading »

10 Remedies For A Bad Day

Posted September 28, 2011

1)   Give The Matter The Attention It Deserves. Whenever nonsense shows its face in my life I won’t spend time thinking about it or dwelling on it . . . I simply move on. Granted there are some things that you can’t dismiss and that’s where items 2-10 will come in handy! 2)   Try To … continue reading »

It Takes Seconds But People Miss It

Posted September 28, 2011

Things are going way too fast these days and as a result, we miss little things and that’s really quite unacceptable. Some examples . . . We send an email to someone and in our attempt to keep it brief, we fail to use the recipient’s name . . . They have a name . … continue reading »

The Anonymous Prospect

Posted September 27, 2011

A few weeks back, I did a podcast detailing the changes in the sales landscape. One of the things that I mentioned is how prospects now like to begin (or continue) part of their information gathering anonymously meaning . . . First the obvious (Duh Paul) part: They will visit our websites Check product/service review … continue reading »

Ask And You Shall Receive . . . Well Sort Of!

Posted September 25, 2011

Riddle me this . . . Whether you want to attack this concept through a spiritual or totally agnostic lens . . . Do you buy into the concept that if you ask . . . you shall receive? Personally, I think many people set themselves up for failure by failing to embrace the concept … continue reading »

Looking At Your Week Suspiciously!

Posted September 24, 2011

Its funny how we humans are creatures of habit. On Monday we go to work as we have always done. We’ll go to meetings and meet with clients as we have always done. And so on And so on And so on Before you jump back onto that treadmill, you had better look at your … continue reading »

When Prospects Are “Not Interested”

Posted September 23, 2011

So there you are knee deep in your prospecting activities and then it happens . . . You get the finality of a “Not Interested!” How the heck do you respond to that? First, let me point out some rebuttals you may have heard along with my thoughts. “What aren’t you interested in . . … continue reading »

Gratitude . . . 2 Feet At A Time!

Posted September 21, 2011

 For the longest time I’ve heard motivational speakers talk about the benefits of beginning each day with gratitude. In fact, I’ve heard it so many times that I usually forget to do it each day. That changed for me a few weeks ago when I came across a cool way to remember to do … continue reading »

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Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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