Could You Generate Business With This Question?

Posted October 31, 2012

I was brainstorming with one of my coaching clients on additional ways to increase business between now and year end. My client suggested that he could add a really simple question to his arsenal. “How can I help YOU finish strong this year?” It’s a brilliant question because we often forget that OUR success is … continue reading »

How To Handle Rejection

Posted October 29, 2012

Understand that it has an expiration date! Understand that most people . . . Either don’t have a plan from the word “no” or . . . Simply give up after the word “no”. No is not a door slammed shut for all eternity . . . it simply means “Not Now” Think I’m kidding? … continue reading »

Are You Part Of The 68% That Ignore Their Clients To Death?

Posted October 23, 2012

According to Jay Conrad Levinson, 68% of all business lost in America is lost to apathy after the sale. We are in essence ignoring our clients to death. Here are a few suggestions so you can reduce that risk! 1) Say”thank you” creatively and often: Make sure you’re sending a handwritten thank you within 24-48 … continue reading »

Getting Through To The Hard To Reach Prospect

Posted October 23, 2012

Carol sent me an email,  on a topic, we all struggle with . . . getting through to prospects. She writes . . . Uncle Paul, The majority of the prospects I’m trying to reach are pretty close to impossible to get a hold of. I’m not getting stopped by gatekeepers, I just always get … continue reading »

How To Differentiate Your Company

Posted October 21, 2012

Podcast Powered By Podbean Download this episode (right click and save) Today’s buyers have more choices than ever before and that makes it way too easy for you to blend or worse yet . . . Find yourself in a situation where the buyer has defaulted to price as the key component in their selection … continue reading »

9 Ways Social Networking Is Misunderstood

Posted October 18, 2012

1)    Joining A Social Networking Platform And Then Hanging Out On The Sidelines: This one hits home with me because its how I quit both Linkedin and Twitter when I first started my “Castain 2.0” journey. I get this dopey “Alright I signed up now entertain me circus boy” vibe from people trying out social networking. … continue reading »

How To Become More Believable To Your Prospects

Posted October 17, 2012

Do you think prospects have a natural tendency to doubt sales people? Do you think they might be a little nervous to take a chance on something new . . even if you’ve clearly articulated the value you bring to the table? Here’s a thought . . . You increase your ability to be believed … continue reading »

16 Ways To Get Noticed By Your Network

Posted October 16, 2012

How does one stand out in a sea of networking contacts? Funny you should ask . . . 1)    Get on a committee at your local chamber with the goal of eventually chairing that committee. Doing so makes you a “go to” person which dramatically increases your visibility 2)    Show up consistently in any of … continue reading »

Your Comp Plan Is Incomplete!

Posted October 16, 2012

Until you include recognition as a component! Too many times, a manager will look at the base salary, the commission, bonuses and perks and think its all good . . . Its NOT! And before I continue, let’s kill any feelings that I’m about to go into some rant about “worshiping the ground sales walks … continue reading »

A Good Reason NOT To Negotiate

Posted October 11, 2012

You know something is going to be radical when the dude writing about it has a need to preface the heck out of it, but here goes anyway . . . Before I do some serious “splainin” here, you need to understand that ideas and concepts I share on this blog are presented as potential … continue reading »

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