Are You Conditioning Prospects To Blow Off Your Call?

by Paul Castain on November 17, 2014

When you break it down, most sales people call a potential client with 2 types of messages.

1) “I want to sell you something”

2) “I want to set an appointment with you (so I can sell you something)”

Do that enough times and you create a really bad “Pavlovian” relationship!

You’ll call and they’ll blow off the call!

Why?

Because sooner or later that routine becomes boring and to top it off, you’ve conditioned them to label your message as having no value.

And that conditions them to blow off your call in the future!

In yesterday’s “Quick Sales Tip” I talk about 7 or so ways for you to stop that insanity and it will only take you about 4 minutes to listen to the free tips.

You can check out all 7 by clicking HERE!

And speaking of free tips, make sure you download my mobile app so you can enjoy over 110 free audio lessons. Just click HERE from your smartphone!

If you like today’s sales tip, you might want to join us for our Cold Calls That ROCK webinar on December 9th! I have over 30 killer suggestions that I’ll be sharing and this would be a great way for you to invest in yourself!

Click HERE or the handy/dandy banner below to learn more!

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A Quick Sales Tip To Start The Week STRONG!

by Paul Castain on November 16, 2014

This week’s quick sales tip talks about something ALL of us need to get better at;

And no, I’m not going to tell you what it is because I want you to take the 4 minutes to actually listen to this.

There are a good  7-8 ideas to help you stand out and eat your competitor’s lunch!

Before you scroll down and check it out, make sure you’ve downloaded our free mobile app so you never miss these tips (and the 110 free audio sales lessons waiting for you) Click HERE from your mobile phone!


Download this episode (right click and save)

30+ Ways To ROCK Your Cold Calls!

Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!

Here’s what I’m going to share . . .

  • 7 “Warm Ups” to get you into your “zone” faster
  • 3 ways to conquer call reluctance
  • How to research a potential client better than you competitors
  • How to find “triggers” that will dramatically increase the recipient’s interest level
  • How to craft a more compelling message without using a script
  • How to cut off objections BEFORE they occur
  • 3 ways to handle objections when they do occur (and responses to typical objections)
  • How to ask for access to a higher level decision maker without insulting your contact
  • 4 types of voicemails that will set you apart

For more information, pricing and to reserve your spot . . . Click HERE!

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The 3 Important “States” You Need To Access Regularly!

by Paul Castain on November 15, 2014

If you’ve been following my blog for a while, you know that I’m a big advocate of the use of music to help you access peak performance states!

There are 3 key states that I’d like for you to think about:

1)    Your “Go Get ‘Em” State: This is that state you access when its game time. You’re pumped, primed and ready to rip bumpers off of cars

Note to Sales Leaders: Have you ever considered playing some “Go Get ‘Em” music in the office prior to “Game Time”? They do this at sports games and concerts.Maybe they’re on to something?

2)    Your “Let’s Wind It The Heck Down” State: This is the opposite of your “Go Get ‘Em” state and might be a cool thing to access on your way home from work. Your “Wind It The Heck Down” state is also ideal for thinking time and creativity time.

3)    Your “Laughing” State: Your “Laughing” state is ideal for moments when you are nervous and certainly when you are stressed. Its really hard to experience those states when you just peed you pants.

How cool would it be if you started the week on Monday with 3 new playlists to help you access these important states?

That’s why I have some fun homework for you . . .

Create a playlist for each

Your “Go Get ‘Em” State: Think about the songs that get you going. Once you do that, get them on a playlist!

Your “Let’s Wind It The Heck Down” State: I have everything from classical to new age in mine. This may sound corny, but the song “Cocomo” puts me in a very relaxed state because I remember listening to that song on my honeymoon. Every time I hear that song I think of  driving along a beautiful ocean road in a convertible because that’s what I was doing when I was listening to it. How about you? What songs take you to your “happy place”?

Your “Laughing” State: Call me crazy (and dying for a trip to HR) but I love to listen to the Jerky Boys before cold calling. Before my public speaking engagements I listen to Brian Regan and Jim Gaffigan with a side order of my “Go Get ‘Em” music.

So there you have it, 3 important states for you to access complete with the cheat sheet to get you there quicker!

You’re Cordially Invited . . .

On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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How And Why I’m Sacrificing NOW!

by Paul Castain on November 15, 2014

I began to think about year end and the inevitable “mental sabbatical” buyers would be taking back in July!

As good as business has been for me at Castain Training Systems, I knew things would still slow down dramatically but;

I also knew that I didn’t have to sit back and be passive about it!

So I began stepping up my “appearances”.

A few weeks ago, I decided to go into more of a “sprint” as we rapidly approach year end.

So, aside from the things I typically do to generate business during business hours, I added more activity  before and after hours and on the weekend!

As a matter of fact, this morning, I was able to stuff a bunch of envelopes and get them to the post office and then research a few people I will be calling next week;

All while my kids were asleep!

I think sometimes we get so caught up in the “working smarter” thing that we forget that we also need to work harder!

Any way, I gotta go!

Now that I’ve put in a little extra time, I think I’ll go make breakfast for my kids!

I’d Like To Invite You To Do Something . . .

On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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Another Sales Manager Just Laid Down The Law!

by Paul Castain on November 14, 2014

I just heard from yet another sales leader who is fed up with something that’s been happening in select bullpens around the world.

It’s called “The Friday Wind Down” and quite frankly, it’s a silent killer of sales teams!

There are many people, who mentally check out on Fridays. Some totally check out, others partially.

Some trash the entire day and kid themselves into thinking its better to do “admin stuff”.

They won’t pick up the phone or send emails because they’re convinced that their potential clients feel the same way.

Worse yet, they almost criticize others for thinking that Friday is an actual work day.

Others take extended lunches and have “an appointment”every Friday after 3:00!

Nancy P, a Sales Manager with a team of 14 reps didn’t find it amusing today!

She noticed several people doing a whole lotta nothing.

For the most part, the only noise in the sales room was compliments of the chit chat and one veteran who was telling the newbie he was wasting his time making calls on a Friday!

Nancy had fired a few friendly warning shots in the past, but today, she was done!

She called them into the conference room and told them that this stops today!

She reminded them that they are entitled to take vacation days and call in sick but other than that;

“During our business hours, I expect you to work”

She also reminded them that as much fun as it is to wind down, it was basically a 20% loss of productivity for the team.

The message was well received and as of an hour ago, the sales department was humming again.

Sales Reps: Fridays are work days and if you already subscribe to that belief, call out your coworkers who want to get others on the “Fridays are unproductive kick”

Sales Leaders: Lay down the law like Nancy did. If they don’t want to jump on board; it might be time to hire new people in who “get it”!

Something I’d Like For You To Seriously Consider . . .

On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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