If You Don’t Ask . . .

by Paul Castain on October 13, 2017

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There’s an old saying in sales . . .

If you don’t ask, you don’t get

So I thought I would do the unthinkable and ask for you to consider me as a speaker for your next event, sales-kickoff or national conference. Please click HERE to learn more.

And by all means, please consider utilizing me as YOUR personal coach, to help you finish the year strong and begin 2018 STRONGER! Please click HERE to learn more.

I know, how dare someone in sales ask for a sale! Despicable!

But here’s the thing;

I’ve found that life is to short to beat around the bush so;

If you’ve found value in my blog, podcast etc;

Please forward this to your boss, another sales rep, or someone in your network.

Please click HERE to contact me directly.

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Many times while prospecting we find ourselves in a really bad “stimulus/response” situation meaning;

We call or email and they . . .

Disregard

Delete

Hit Us With An Objection

Its basically a pattern that many potential clients go into out of habit;

Kind of like when you go to a store and the sales rep asks if you need help and you tell them you’re just looking.

That’s why you want to use something to interrupt the pattern so you can get to an actual dialogue.

There are many different forms of pattern interrupts you can use either preemptively, in response to an objection, or even when you find yourself getting completely disregarded.

Let’s take everyone’s favorite phone objection;

“Not Interested”

The person saying that to you is embracing their pattern and they are used to a sales rep either attempting to debate them or tapping out.

If you were to use the startling statement pattern interrupt, you would say something like this “I understand completely in fact, if you were interested you’d be the one calling me right now, right?”

Since that response really isn’t in their playbook, you break their pattern and their guard goes down;

Long enough for you to ask a question, and regain control of that phone call

There’s quite a bit more to this, and several more examples that I will be sharing next week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

register me for this event

 

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Think about ALL the emotions you experience as a sales professional.

If you were to jot them down, you could easily see a wide variety of both good and bad and probably a few emotions that fall in between but;

That’s actually the easy part.

The hard part is being mindful of the fact that your prospect has emotions too and;

Its your job to help them navigate through them in order to make the best decision.

How do you help someone navigate through the emotions that they are experiencing?

Well, the first step is to understand what those emotions are.

And that’s why you should mentally fire yourself and rehire yourself as your ideal client.

If you were them, what would annoy you, frighten you, cause you to hesitate, excite you (both in a good and bad way) etc.

What could be painful for you in your role?

Perhaps things like deadlines, managing multiple vendors, internal/external clients, quality, dealing with your boss, surprise cost etc.

What opportunities would excite you in your role?

Perhaps things like more sales, more profit, quicker turn around time, quicker launch time, greater efficiencies, happier employees, clients and shareholders etc.

Now rehire yourself back (with a salary increase) so we can do the next step.

The second step is to ask questions around those pain/opportunity points and to harness those emotions.

The emotions are super important because that’s how we tend to make our decisions;

Emotionally and then justified with logic

So the next time you’re feeling like this whole sales thing is an emotional roller coaster;

Just remember that the person buying your widget is riding their own emotional roller coaster too.

Oh, and just as a sleazy sales rep might take unfair advantage of a buyer’s emotions by gouging the price etc;

There are buyers who will do the same to you if they catch you wearing your emotions on your sleeve.

I’m going to be talking more about these emotions during our 20 Psychological Tactics That Drive Sales webinar.

It all takes place on October 19th, at 11:30 am EST.

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

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Psychological Tactics That Drive Sales

by Paul Castain on October 10, 2017

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There are psychological tactics that help us;

Overcome Fear, Doubt and Procrastination

Help Us Get Into Our “Zone” In Order To Be More Productive

Create Intrigue and Curiosity With Prospects

Create Rapport and Credibility

Gain Control

Maintain Control

Head Off Skepticism and Doubt

Expedite Decisions

I could go on and on but here’s the point;

The average sales rep doesn’t leverage them!

So I thought it might be time for us to have a little heart to heart that I like to call;

 20 Psychological Tactics That Drive Sales!

It all takes place on Thursday, October 19th at 11:30 am EST.

Here’s what I’m going to share;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

Image result for reserve your spot button

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There are things that we were taught to do in sales, that we abandoned long ago.

Perhaps because it felt too formal or scripted;

Or perhaps it was never REALLY explained to us why the tactic was so important.

So with that in mind, I’d like to reintroduce you to something really valuable.

But before I do, its probably best that you tell your ego to leave the room.

Otherwise you might listen to it when it tells you I’m spewing a bunch of basic sh*t and then;

You’ll miss out on a tactic that’s incredibly UNDERRATED!

So here goes;

If you want to take immediate control of the “You had me from ‘Hello’.” variety, use an Agenda Statement.

An Agenda Statement is something you say (I’m not a fan of handing an agenda to someone) at the start of your meetings to;

  1. Lay out the agenda (Duh)
  2. Reiterate the amount of time you’ve both agreed to spend together.
  3. See if there’s anything your prospect(s) want to add to the agenda

But . . .

That’s the “Sales 101” part;

What you’re really doing is;

  1. Taking IMMEDIATE control by being the one to lay out the plan, while at the same time, creating a vibe of collaboration because you’re asking them if they’d like to add anything to the agenda.
  2. You’re showing your prospect that you value their time while making it easier for them to value yours.
  3. You’re displaying confidence which last time I checked, is a plus.
  4. You’re creating the right environment. You know, one where you each have the time to do your job properly, one where you can ask each other questions, share thoughts in a collaborative environment.
  5. Getting an opportunity, within the first 30-45 seconds to know if there was a misunderstanding as to what the plan was supposed to be. I don’t know about you, but I’d rather find out immediately instead of wasting valuable time.

I’m going to be going into this in greater detail (and sharing a really cool Agenda Statement template) during our 20 Psychological Tactics That Drive Sales webinar.

It all takes place on October 19th, at 11:30 am EST.

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

To learn more (and to reserve your seat) click HERE ASAP!

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