The most difficult question you'll ever have to answer

Posted February 28, 2016

In this week’s Quick Tip, I’m going to share a rather sad story with you and then ask you a question, that you’ll most probably want to avoid dealing with. My advice, would be to find the courage, to answer the question openly, and honestly, and then take the necessary action. My life changed dramatically … continue reading »

An Alarming Discovery About Fridays!

Posted February 26, 2016

You’re absolutely NOT going to believe this but according to researchers at GOYA (Get Off Your A$$) University potential clients (and clients) might actually have needs on a Friday! Meanwhile a new report has been released by the SME (Stop Making Excuses) Group claiming that potential clients (and clients) might actually have needs on Monday … continue reading »

"Send Me Your Information" Stall? Opportunity? Waste Of Time?

Posted February 26, 2016

Most sales reps consider the old “Send me your information” line as a stall or perhaps a substitute for “I’m really not interested”. I know many of you will push back for various reasons. Here are a few of them with my thoughts. “Why should I go through the effort when I don’t even know … continue reading »

How To Reduce The Probability Of A Phone Objection

Posted February 25, 2016

When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of what to say and do to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? Do you think … continue reading »

What's Your Message To Your Potential Clients?

Posted February 17, 2016

It doesn’t matter if you’re calling, emailing, sending something in the mail etc, you can’t keep sending a message that’s either driving at an appointment or for them to buy! It gets old really fast and you’ll find that that you’ve conditioned your potential client to NOT take your call, open your email or respond … continue reading »

How One Testimonial Put $23,800 In My Pocket Over The Weekend

Posted February 15, 2016

I’m a big fan of testimonials and use them quite often. On Friday, I emailed my list with a really short and sweet message. In it, I shared a testimonial from one of our recent graduates. Between Friday morning (February 12th) and Sunday evening (February 14th) over $23,800 in sales came in. To put this … continue reading »

How One Simple Act Of Kindness Changed My Life

Posted February 14, 2016

  In this week’s Quick Tip, I talk about how a visit from someone, while I was going through some personal struggles, changed my life. I apologize for the quality of the recording. I was smoking a cigar in my backyard when inspiration hit. Armed only with my smartphone, I decided to just go for … continue reading »

A Heart To Heart About Your Paycheck! Please Read!

Posted February 12, 2016

Do you believe that your ability, to contact potential clients, via phone will impact your paycheck? I’m guessing, that the majority of my readers said “YES” but sadly; Less than 2% of cold calls result in an appointment. Said another way . . . 98% of those calls you’re making, cold, get you a whole, … continue reading »

Don't Ever Open A Cold Call This Way

Posted February 11, 2016

If your potential clients are worth pursuing, they’re getting a lot of calls, emails etc from other people trying to sell them stuff. And if they’re getting a lot of calls, emails etc from other people trying to sell them stuff, they’ve mastered the art of deciding, withing the first few seconds, if the people trying … continue reading »

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Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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