This Week In The Sales Playbook Communities

by Paul Castain on August 22, 2015

Here are a few of the things you may have missed this week in our Sales Playbook communities.

LinkedIn Sales Playbook Group

Paul Bickford asks . . .

Price Objection

I have been in sales for years and am constantly teaching salespeople how to overcome the price objection. I’d like to hear from others on how they handle a customer who is “beating them up” on price.

David Dunlap is wondering . . .

When is it “ok” too sandbag ?

Everybody does it, but nobody discusses it, and when you exceed quota everybody turns their head.
“When Is It OK To Sandbag” ?
Are you hurting yourself when you do this? Or is it simply Sales Money Management?

Paul Castain would like to know . . .

Fact or Crap . . .You’re Lazy If You Don’t Cold Call?

There are many who feel that a sales rep is lazy and quite the slacker if they don’t cold call and;

There are many who feel that there are more effective ways to get the attention of a busy buyer!

Please weigh in with your thoughts!

Please click here to catch up on the rest of the great discussions!

On Facebook

Informal Poll: Do you respond to emails over the weekend or do you guard your personal time?

Please click the banner below to see these discussions and more. Please “like” us so you can continue to receive updates! Be sure to get involved too!

 The Sales Playbook Podcast


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Right Here On This Blog

Shooting Yourself In The Foot By Failing To Get To The Point

7 Really Deadly Questioning Mistakes

What To Do When You’re In A Competitive Situation

How To Hire A Sales Coach (Free eBook)

Have You Lost Control Of Your Prospect?

Would You Call Out A Prospect For This?

What Was Your “Score” This Week?

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Our How To Take Control Of Your Prospect Meetings webinar launches this Wednesday, August 26th. Click HERE for more details and to reserve your seat!

Our How To Hunt More Effectively online program begins September 23rd. Click HERE for more details and to reserve your seat!

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What Was Your “Score” This Week?

by Paul Castain on August 21, 2015

what is the score

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 future but . . .

It’s always a delicate balance between bringing home the bacon and putting more in the pan.

The problem (and chances are you’re doing it right now) is that nobody wants to admit that what I just wrote has their name on it.

They want to believe that I must be talking about someone else or maybe they know I’m talking about them and they just refuse to deal with reality.

At the end of each day you really need to have a reality check.

You need to look at what you did well and make a note to self to repeat your awesomeness!

You then need to tell your ego to go wait in the car and look at what you didn’t do so well. You’re going to need to make another note to self.

You also need to ask yourself if you gave it your best. Being totally honest with yourself means that sometimes your heart is going to tell you something your ego isn’t going to enjoy!

At the end of the week, you need to tally the score and once again tell your ego to “grow legs”.

And that split second where you puss out and decide to think about something else, is probably the moment you need to deal with things!

Take a moment to look back at your week, right now.

As you look at your activity and your results . . .

What’s the score?

What are the lessons?

While you’re thinking about that I want you to realize something . . .

Time is one sneaky S.O.B.!

It’s already the end of August

We always think we have “tomorrow” to get back on track or maybe just do the things we keep putting off.

Then we run out of “tomorrows”!

If you just had a productive week . . .High Five!

If you didn’t, don’t feel bad just acknowledge a lesson that you might be missing and do what you need to do to get the score back to where you deserve it to be!

Fair enough?

Time Is Running Out!

Registration for our How To Take Control Of Your Prospect Meetings webinar ends this Tuesday, August 25th!

Did you sign up?

Here’s what you’re going to miss out on if you blow off this webinar . . .

2 Ways To Ask For Access To A Decision Maker Without Insulting Your Contact

How To Stand Out And Force Your Competitors Into Playing A Defensive Game

One Question That Will Change The Trajectory Of Every Meeting

5 Types Of Questions You Need To Start Asking (And None Of That “Open/Closed Question” BS)

7 Insurance Policies You Need To Take Out In Every Meeting

How To Reduce The Probability Of A Prospect “Going Silent”

What To Do When You Find Yourself In A Highly Competitive Situation

What To Do When The Conversation Shifts Prematurely To Price

I’ll be sharing over 20 tips in this 90 minute webinar, all with a simple objective . . .

To Help You Take Control and Keep Control Of Your Prospect Meetings!

click here

 

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Would You Call Out A Prospect For This?

by Paul Castain on August 21, 2015

Call You Out

Have you ever had a prospect disappear on you?

You leave voicemails, send emails, perhaps you stop by and still . . .

Radio Silence!

Some time passes and they approach you for a different project . . .

Never referencing or apologizing for the previous blow off.

What do you do?

Do you leave it alone because you don’t want to jeopardize the opportunity or do you say something and let them know (respectfully) that you were disappointed in the lack of response and ask them how you both could communicate better going forward?

I guess what I’m asking here is . . .

How would YOU handle this?

Please take a moment to leave a comment and . . .

Please forward this along to your sales team and your network.

We’re going to be talking about a few insurance policies you can put in place to reduce the likelihood of radio silence in next week’s How To Take Control Of Your Prospect Meetings webinar!

Did you sign up?

Here’s what you’re going to miss out on if you blow off this webinar . . .

2 Ways To Ask For Access To A Decision Maker Without Insulting Your Contact

How To Stand Out And Force Your Competitors Into Playing A Defensive Game

One Question That Will Change The Trajectory Of Every Meeting

5 Types Of Questions You Need To Start Asking (And None Of That “Open/Closed Question” BS)

7 Insurance Policies You Need To Take Out In Every Meeting

How To Reduce The Probability Of A Prospect “Going Silent”

What To Do When You Find Yourself In A Highly Competitive Situation

What To Do When The Conversation Shifts Prematurely To Price

I’ll be sharing over 20 tips in this 90 minute webinar, all with a simple objective . . .

To Help You Take Control and Keep Control Of Your Prospect Meetings!

click here

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Have You Lost Control Of Your Prospect?

by Paul Castain on August 20, 2015

keep-calm-and-dont-lose-control

I’ll ask the question again . . .

Have you lost control of your prospect?

Do you even realize it when you have or are you kidding yourself into thinking that everything is on track?

You obviously want to take control, but you don’t want to come across as controlling or manipulative.

You want to learn as much as you can about their needs, but you don’t want to turn that meeting into an interrogation.

You want to differentiate yourself from your competitors, but you don’t want to be salesy nor do you want to seem like you’re bad mouthing anyone.

And by the time you end that meeting, you’ll need to put some insurance policies in place to ensure things keep moving forward.

If you’re all over this, give yourself a High Five and don’t read any further.

For everyone else, this is for you!

On August 26th at 11:30 am, I’ll be hosting an online webinar to help you do those things more effectively!

Here’s What You’re Going To Gain . . .

2 Ways To Ask For Access To A Decision Maker Without Insulting Your Contact

How To Stand Out And Force Your Competitors Into Playing A Defensive Game

One Question That Will Change The Trajectory Of Every Meeting

5 Types Of Questions You Need To Start Asking (And None Of That “Open/Closed Question” BS)

7 Insurance Policies You Need To Take Out In Every Meeting

How To Reduce The Probability Of A Prospect “Going Silent”

What To Do When You Find Yourself In A Highly Competitive Situation

What To Do When The Conversation Shifts Prematurely To Price

I’ll be sharing over 20 tips in this 90 minute webinar, all with a simple objective . . .

To Help You Take Control and Keep Control Of Your Prospect Meetings!

Here’s What You’ll Get . . .

The 90 minute webinar

Worksheets

Recording of the webinar (slides and all) after we complete the live webinar.

Free 10 page eBook after the webinar to help reinforce and expand upon the training.

When?

August 26 at 11:30 am EST.

Time Out! Don’t forget that we deliver the training live and then send out the recording within 48 hours of the webinar. This way, if you can’t make it, you can view the recording (slides and all) at a more convenient time or you can attend live and reinforce with the recording . . . I won’t tell anyone!

Where?

Your computer screen! Join us from your favorite chair!

What’s The Investment?

$99 and the best part is that you don’t have to sell off a kidney or rush to the store to cash in your deposit bottles to join us!

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How To Hire A Sales Coach (Free eBook)

by Paul Castain on August 19, 2015

coach

 

I’m fairly certain that we’ve all heard the phrase “Everyone needs a coach!”

It’s a great phrase, guaranteed to get a few head nods of agreement, but . . .

How the heck do you find the RIGHT coach?

I put together a free, no strings attached, 14 page eBook for you that will help you ask the right questions, look for the right things and most of all . . .

Find the right fit!

Check it out for yourself and by all means, email me if I can answer any questions

paul@yoursalesplaybook.com 

And if you’d like more information about my one on one coaching programs, click HERE.

Please forward this along to your coworkers, your boss and your network!

Get My Free How To Hire A Sales Coach eBook

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