Last Week In The Sales Playbook Communities

Posted February 28, 2015

Here are a few of the things you may have missed last week in our Sales Playbook communities. On Facebook Tell us about the most awesome place you’ve ever visited on business. What time is acceptable to start calling decision makers? As we wind down the week, I just have to ask “What are you grateful … continue reading »

Are You Dealing With The "Score" At The End Of The Week?

Posted February 27, 2015

Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near … continue reading »

How I Failed In 2011 And Turned It Around Completely By 2015

Posted February 26, 2015

This week’s podcast is a very different one for me and I can promise  you’ll hear your “Uncle Paul” as you’ve never heard him before! I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess … continue reading »

An Alternative To Calling To "Check In"

Posted February 26, 2015

I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”. I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling … continue reading »

100 Ways To ROCK Your Sales!

Posted February 25, 2015

I have over 100 sales tips I’m going to be sharing starting March 4th! Here’s The Deal . . . Starting March 4, 2015 we’ll meet once a week for 45 – 60 minutes (via webinar)  for 8 weeks. We deliver each session “live” (as opposed to dead) and record each session in case you can’t make … continue reading »

One Simple Way To Warm Up A Cold Call

Posted February 25, 2015

As part of your pre call research, check out your potential client’s LinkedIn profile, right hand side, and scroll down. Keep going until you see “How you’re connected”. This will show you connections you both have in common. Reach out to those connections and do 3 things . . . 1) Put your cards on the … continue reading »

How To Have Better Client/Prospect Interactions

Posted February 24, 2015

If you want better client/prospect interactions start asking better questions. What’s a better question? A question that makes them think A question that respectfully challenges their thinking A question that encourages them to continue or expand upon something they just shared with you A question that tells you what’s frustrating them as well as questions … continue reading »

Last Chance!

Posted February 23, 2015

You’ve heard me say this before folks . . . Your cold call is lonely! It desperately needs companionship from other forms of outreach and for my money, it doesn’t get better than a warm referral! We’re going to be closing registration for our “How To Generate More Referrals” webinar shortly and I wanted to … continue reading »

Why Would You Ever Leave Money On The Table?

Posted February 23, 2015

The referral is the lowest hanging of the low hanging fruit for the aspiring sales rock star (and you can quote me on that!) And here’s the really messed up part . . . We’d rather pick up the phone and risk getting our ass kicked from complete strangers all because we don’t know how to … continue reading »

A Quick Tip To Start The Week STRONG!

Posted February 22, 2015

A few years back, I was absolutely blown away by something that happened in my classroom. In this week’s quick tip, I not only share it with you, I tell you about the lesson that comes with it and guess what? This one silly little lesson can change the trajectory of your career! Think I’m … continue reading »

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