leverage the summer

I decided to harness the power of my 56,000 member Sales Playbook community on LinkedIn by asking a simple question;

How Can Sales Reps Outsell Their Competitors During The Summer Season?

People are already weighing in with their thoughts, and I think you’d benefit by Clicking HERE to have a look for yourself.

And don’t worry, if you’re not already a member, I know the group owner and can get you a backstage pass!

Who loves you guys more than your Uncle Paul?

Have you registered for our upcoming webinar 25 Ways To Sell More This Summer?

We’re going to really focus on this concept of . . .

LEVERAGING the summer, instead of being challenged by it.

Here’s what you’ll miss if you blow this off . . .

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

Here’s what one of our participants from our last webinar had to say;

Only half way through the webinar,but you have already provided great tips that I will use to grow my new business.

Well worth the investment!

Shelley S Cull, President, Cull Staffing Solutions

To learn more (and to reserve your spot) please click HERE

{ 0 comments }

How To Use Client Events To Sell MORE This Summer

by Paul Castain on May 26, 2016

Client eventsThe theme of our upcoming webinar 25 Ways To Rock Your Sales This Summer is to how to actually use the summer to your advantage.

In fact, you should ALWAYS do your best to LEVERAGE your circumstances (instead of bitching and moaning about how challenging they are!)

Let’s take a look at what happens over the summer, and then I’ll give you a few ideas on how to leverage it!

People tend to slow down, and go at a more leisurely pace (unless, of course, they operate a business that is centered around summer)

If people tend to slow down, (and tend to blow off more formal business interactions), how about appealing to their leisurely side?

In other words . . .

Why not LEVERAGE the situation instead of being challenged by it?

One way you can accomplish this, is by utilizing Events Based Marketing (also known as “Client Events”)

This could include open houses, webinars, seminars, lunches, dinners, “lunch and learns”, hosting a networking event, sports events etc.

And be sure to sprinkle some fun into your event because, it’s nice every once in a while, to remind people that you’re human!

So this summer, while you’re competitors are complaining about the summer;

You and your team will be taking full advantage of it!

While everyone else is showing up all formal and stuffy;

You’re showing up in a more fun and memorable (and even useful) way.

There’s obviously quite a bit more to this and in fairness to my clients, I’m not going to be more specific than that, but I WILL offer several examples during our upcoming webinar 25 Ways To Sell More This Summer!

I’m also going to really focus on this concept of . . .

LEVERAGING the summer, instead of being challenged by it.

Have you signed up yet or are you already selling way too much? I’m guessing you’re probably already making way too much money as it is? But seriously . . .

Here’s what you’ll miss if you blow this off . . .

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

Here’s what one of our participants from our last webinar had to say;

Only half way through the webinar,but you have already provided great tips that I will use to grow my new business.

Well worth the investment!

Shelley S Cull, President, Cull Staffing Solutions

To learn more (and to reserve your spot) please click HERE

{ 0 comments }

I Kind Of Felt Like Slacking Today

by Paul Castain on May 25, 2016

holiday slacker

It was an absolutely beautiful day on Long Island today!

The sun was shining, temps in the mid 80’s . . .

Just the kind of weather that made me want to slack.

I started making some excuses to myself about it being a “holiday week”and all and;

I sort of went down a bit of an “entitlement” road, reminding myself how hard I’ve been working lately, and how I deserved a few hours of slacking.

And besides, when you have a business called Castain Training Systems, and your name is Paul Castain, your boss probably won’t break your balls about disappearing for a while!

I sort of felt like Anakin Skywalker getting seduced by the dark side until I had a little reality check.

I looked at a collage of pictures by my phone (for just such an emergency)

I looked at the picture of my son’s dorm room and reminded myself of that financial obligation.

I looked at the picture that represents the 50th birthday party I’m going to be throwing my wife. That money isn’t going to just show up on my doorstep.

I looked at the other pictures and that was all the motivation I needed but;

I decided a compromise was in order.

So I grabbed my headset and my laptop and;

Went out on the patio at Casa De Castain and had the best of both worlds.

I even brought an iced tea and a cigar along for the ride!

I must admit, the sun felt pretty good on my bald head but;

I felt even better knowing that I;

Resisted my urge to slack this afternoon.

Hope you’ve been doing the same with your holiday week!

Stay strong Sales Playbook community!

25 Ways To ROCK Your Sales This Summer

On June 9th, at 11:30 am EST, I’m going to share how you can leverage the summer selling season!

Yep, LEVERAGE it, instead of being CHALLENGED by it!

We’re going to discuss everything from how to respond when potential clients say “Call me back after summer” to how you can actually leverage the summer to completely dominate your competitors. We’ll talk about 10 email tactics to help you get noticed (and responded to) and we’ll even talk about a detailed communication plan designed with summer in mind.

Here’s what you’ll gain by joining us . . .

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

To learn more (and to reserve your spot) please click HERE

check it out

{ 0 comments }

Your Default Hunting Method

by Paul Castain on May 25, 2016

Sometimes we don’t know why we do things  . . .

We simply know it as something we’ve always done.

When was the last time you took a good look at the way you “hunt” for business?

If you answered “never” or “a few years ago” . . . you’re actually in the majority!

I wonder if doing the same things we’ve always done limits us . . .

Even When We’re Getting Results?

I know that might sound crazy, but sometimes we fool ourselves into thinking that we’re doing our best because we’re getting good results.

Makes me wonder if the secret to going from good, to sales rock stardom, lies in our ability to question our efforts from time to time?

Questions such as . . .

1)    What’s the one new account acquisition strategy I tend to default to?

2)    Why?

3)    What’s my typical way of going about those activities? Why?

4)    Is there another way for me to approach these activities?

5)    What other activities could I add to my default new account acquisition activity(s)

6)    When was the last time I reexamined the script I use? Just for the heck of it, what would a different script look like for me?

7)    When was the last time I taped my side of my prospecting calls and evaluated myself that way?

8)    When was the last time I looked at the typical objections I face, scripted out my responses and tried some new ones on for size?

9)    When was the last time I asked someone how they “hunt” for new business and approached it with a “schools in session” attitude?

The 10th question is so powerful it gets to be positioned away from the other 9

10)  When was the last time I told my ego to go wait in the car while I acknowledged that as good as I am . . . I could always stand a little polish?

You’re reading my blog today, because one day back in 2008, I challenged the way I was doing things.

Here’s a whole page of resources for you when you’re ready to “challenge yourself” again!

{ 0 comments }

I know a rep who’s about to seriously stand out from her competitors.

She’s not going to compete by lowering her prices or offering special promos.

She’s not going to compete by having deep pockets for advertising slick marketing pieces.

She’s going to stand out because she knows;

Exactly HOW she’s going to communicate her message.

How she’s going to mix up her forms of outreach so she ISN’T just hitting them up via phone and email (the two noisiest channels by the way)

And HOW she’s going to vary her message so she DOESN’T condition people to disregard and delete her.

She’s going to be heard, she’s going to stand out and she’s going to be remembered.

Why?

Because 99.9% of the sales population thinks about their messaging as they’re reaching for a phone or keyboard.

The result is that typically, the message becomes, well, typical!

That WON’T be the case with Elizabeth!

Elizabeth has taken the time to create a “communication map” outlining;

The type of outreach (phone, email, snail mail, FedEx, drop in, drop off, social networking, traditional networking, content, creativity, referral/warm intro)

The type of message (intro, resource, invite, idea, introducing two people who should know each other, info, helpful hint etc)

When these forms of outreach occur with regard to the other “touches”.For example, how long will Elizabeth wait after she’s sent that FedEx or that LinkedIn invite?

Now because Elizabeth has taken the time to create her “communication map”, she can now use each “touch” in concert with another “touch”. For example, in her email, she can tell the recipient to watch for something from her in the mail or simply let them know what they should be on the lookout for next, (and when they should expect it). I call this a “reverse call to action” and it results in more people taking your calls etc.

So how can you be more like Elizabeth?

Create your own “communication map” and . . .

Maybe You Need To Hunt For Business Differently

So there you are, with phone in hand, calling potential customers.

The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . .

You actually get through to someone!

They listen to what you have to say and you actually have a dialogue. Things are looking good, there’s some degree of interest but for whatever reason, you still don’t get the appointment.

Bummer. Right?

And Now The REALLY Sucky Part . . .

They’ve probably forgotten about you within seconds of that call!

Just think about all the things that are going on in their world.

They are dealing with internal and or external customers.

Lots and lots of work!

How many more calls and voicemails will they deal with that day alone?

FastCompany Magazine says they will be exposed to over 3,000 advertising messages each day.

They will consume 100,000 words of content (University of California, San Diego)

If they are to be considered an average user of email, they will send and receive over 100 emails each day. That’s at least 100 opportunities to forget about you. No?

They will be interrupted an average of 7 times each hour according to Wendy Cole from Time Magazine.

And since a report by the BBC states that the average attention span is 8 seconds;

They’ve probably forgotten about you . . . mighty quick.

So how do you keep in touch in a way that . . .

Doesn’t bore the hell out of your prospect?

Doesn’t condition them to continually ignore you?

That’s why you need to hunt for business more effectively and that’s why I created a really cool, online program to help!

Here’s the plan . . .

In Session 1, we’re going to explore 10 ideas to help you hunt for business differently. I promise that in this session alone, there will be several ideas that will make you think differently about your hunting practices!

In Session 2, we’ll discuss how you can master this thing we call “email”! I have tips that will help you with your subject lines, overall message, how to improve your response rates and a few tactics that will forever change the way you approach emails going forward!

In Session 3, I’m  going to show you exactly how I use “snail mail” (and FedEx too) to stand out and get mucho responses in the process! And no, we’re not talking about massive direct mail campaigns here gang. We’re talking about simple, inexpensive things you can do on your own without that pesky marketing department getting involved.

In Session 4, we need to have a serious heart to heart on how we can marry social networking into your overall sales efforts. I’m going to show you how to listen for important “clues”, how you can stand out and how you can transition your relationships off your computer screen without the conversation “getting weird”!

In Session 5, I’m going to show you how you can use traditional networking to create some pretty powerful relationships. I’ll share some common mistakes (and how you can avoid them) and I’ll even show you how you can jump start conversations and gracefully end the ones that are going nowhere fast!

In Session 6 we’re going to cannonball into the money pool you can create by learning how to get more referrals from your existing business. I’ll show you a system I use that can double and triple the amount of referrals you’re getting. We’ll talk about when to ask for referrals and how to condition your clients to keep giving you more in the future!

In Session 7 We’re going to talk about how you can use creativity to stand out and capture the attention of your prospects. I’ll share numerous real-life examples of what sales reps are using in the field as well as a technique you can (and really should) use with your top prospects!

In Session 8 I’m going to show you how you can work the phone into this entire process and as a bonus, warm up the “cold calls” quite a bit!

In Session 9 you’ll learn 2 absolutely lethal techniques called “mixing” and “mapping” and how you align all of the various “touches” into an effective communication plan.

CastainBanner - Copy (2)

When?

Whenever you’d like to attend! How’s that for respecting your busy schedule? Since this is an on demand course, you go at your own pace. Once you sign up, you’ll receive the pre recorded sessions once a week.

Where?

On your computer screen! Enjoy the program from your favorite chair!

Here’s What You Get . . .

(9) 60-75 minute pre recorded sessions

Worksheets

Additional reinforcement links, eBooks etc

Email access to me during the program to answer any questions, bounce ideas off of etc!

How Much?

$695

And yes, I discount (and offer special extras) for 2 or more. Email me for special pricing paul@yoursalesplaybook.com

Click HERE to download this program instantly!

 

{ 0 comments }