The Thing That Keeps YOU From Succeeding

by Paul Castain on September 23, 2014

Whenever I ask the question “What are the qualities of a rock star (sales rep, sales leader, business owner), the quality that seems to trump all others is “They execute!”

Do you?

I mean, do you have lots of great ideas but they stay in your head?

Do you have action items but they remain in that smart phone app?

Do you consume lots of information (like you find in these blog posts) and then race to the next thing that hits your email without ever taking action?

Here are a few thoughts to help you Execute!

1)    Beware of the Knowledge Trap: This is a training industry phrase that describes a very common condition. The “Knowledge Trap” occurs when you fill your head with all kinds of data such as books, internet research, podcasts etc and then you do nothing with it. You have basically confused knowledge with execution.  Now I must warn you that the “Knowledge Trap” has an evil cousin.

2)    The “Sales 101” Trap: This can reach epidemic proportions amongst aspiring rock stars. It happens when you dismiss something as “Sales 101” or basic and meanwhile, you don’t do the very thing you dismissed. Remedy: The Sales 101 Gut Check: Ask yourself “Is this Sales 101 and I do this or is it Sales 101 and I need to Execute?” For improved results tell your ego to go wait in the car!

3)    You’re Probably Scared! According to a study conducted by Dr Piers Steel on procrastination, fear is at the core of our need to keep putting something off. Remedy: Ask yourself “Why do I keep putting this off?” “What is it about this task that scares me?” Just make sure you ego is still in the car.

4)    Action Verbs Dude, Action Verbs!I worked for someone who never let us leave a meeting without saying “Alright, let’s get the action verbs going folks” This was our cue to EXECUTE! Note: I have attended some incredible brain storming sessions where there were no shortages of cool ideas. Some of those meetings ended with no action or accountability and now the world will never know what would have happened if we embraced our action verbs!

Note: Tony Robbins always says (and I’m paraphrasing) “Don’t ever leave the scene of a decision without taking immediate action towards its realization”

5)    You Gotta Respect Yourself Baby! Why is it that we allow others to get on our schedule but we fail to schedule the things that are most important to us? You must get your action on a calendar (as in a day and time) or it won’t happen. So if I need to execute in the prospecting department, it needs to get on the calendar. If I want to exercise more, it goes on the calendar. Bonus points if you guard these action items with your life! Otherwise, you might be guilty of a Stay of Execution my friend!

6)    Consider An Accountability Partner: How about a weekly or bi weekly call to an accountability partner where you review the agreed upon action? Tip: No stays of execution allowed!

By the way, that smartphone you’re using to read this is a result of massive execution.

The car you drive, is the result of massive execution.

So here’s the short version:

Stop talking about it and Do It!

Stop reading about it and Do It!

Stop telling people you know it and ACTUALLY Do It!

Stop preparing to prepare and Do It!

Stop being scared and Do It (it aint so bad)

So it’s Tuesday afternoon and more importantly, it can be the day you override your stay of execution!

And please hurry . . . Your life is depending on it :)

Today’s The Day!

That you need to enroll in our online sales program if you plan on joining us!

I have over 100 ideas to help you end your year stronger and all the juicy details are right here!

Oh, and if you’re planning on joining us, stop putting it off and EXECUTE!

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You Absolutely CAN End The Year Stronger!

by Paul Castain on September 22, 2014

Sometimes we’re guilty of being in denial!

We don’t think we need to improve upon a skill or two or simply,we kid ourselves into thinking we “we’ve got it figured out” when we really don’t!

On Wednesday, we’ll be kicking off our online sales program and quite frankly, it CAN help you end the year in a much strong position than where you are right now!

Here’s what we’re going to cover . . .

Session 1: Meticulous Pre Call Planning. We’ll talk about 5 really bad “Google” mistakes most sales reps make and how you can use Pre Call Planning to warm up those “cold calls”!

Session 2: Prospecting Part I In this session, we’ll talk about  phone techniques, overcoming objections etc. We’ll even get into some really cool things you can do to help you with nervousness and call reluctance . . . You’re welcome!

Session 3: Prospecting Part II In this session, we’ll talk about how you can leverage things like email, social networks and creative things to help you stand out with your prospect’s!

Session 4: How To Create A More Productive Prospect Meeting. We’ll talk about how you can immediately take control of your meetings (without being controlling), an absolutely killer question you need to start asking and the 5 “insurance” policies you must take out during your time together! We’ll also talk about some really important stuff you need to do to keep your deal alive after that meeting ends!

Session 5: Determining Needs. You’ll learn 5 awesome questioning techniques with a guarantee from yours truly not to regurgitate any of that “open questions/closed questions” crap. Been there, done that and I bet you have too! Instead, I’ll show you how you can emotionally charge your prospects to get them off the old fence of “no decision” and over to something we like to call “A decision” I know . . . cool concept, this is why I make the big bucks!

Session 6: Presenting Your Solutions With IMPACT You’ll learn how to bring a certain part of your offering to life that 99.9% of the sales population misses entirely. We’ll talk about how you can eliminate  hesitations your prospect might have and maybe even set the rules of engagement  so your competitors have to play a defensive game!

Session 7: Gaining Commitment That old “Always Be Closing” thing is a tad antiquated these days so we’ll explore techniques designed to have them “buying” without you having to use any of that really awful “If I could show you a way to ___________ would you seriously consider . . . “ monkey style kung fu!

Session 8: Turning A “No” Into A “Yes” Let’s face it, as good as we all like to think we are, people are going to tell us “no”. Now what? I’ll give you a little hint (don’t tell anyone) You need a plan from the word “No” and Uncle Paul has you covered!

Between sessions there will be assignments and reinforcement emails!

Here’s what you’ll get . . .

(8) 45-60 minute sessions via webinar.

Access to the recordings for 60 days.

A downloadable worksheet for each session.

A reinforcement email each week during the program.

Email support for any course related questions!

Plus there might just be a surprise or two along the way because that’s I how I roll! Guilty as charged baby!

Who should attend?

Anyone in the B2B space who would like to gain some ridiculous sales chops! Veterans, beginners, people who are struggling and people who simply want to get better!

So What’s The Investment Paul?

$495

Email me for discounted pricing for 2 or more or if you’re interested in me customizing and bringing this program to your business!paul@yoursalesplaybook.com

Running Tight On Money?

You might be able to finance this purchase through PayPal!

Here’s how!

  • Check out with PayPal and then choose PayPal Credit.
  • Answer 2 quick questions and accept the terms.
  • You’ll know within seconds if you are approved.
  • Look for your PayPal Credit statement notification via email.

You don’t have to have a PayPal account to pay with PayPal. Simply select “Pay with a debit or credit card or Bill Me Later” after hitting the “Buy Now” button!

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3 Things I Learned From My Own Failure

by Paul Castain on September 22, 2014

Today, I want to tell you the story that isn’t so fun to tell.

In 1995 I lost my business, both my cars and wound up $60,000.00 in debt.

As a bonus, I got to feel like a Grade A Loser for the rest of the 90’s while I did everything I could to keep food on the table.

For many years after I struggled to find meaning as in . . .

Why did this happen to me?

As I have hinted many times in this blog, God and I drifted. We didn’t have a falling out, I just didn’t feel like hanging out with him.

I’m not proud of what I just wrote, but it’s a sad testimonial to where I was at.

I felt my prayers were going unanswered . . . specifically that whole “Why me?” thing.

Several years later, I received my answer and it was quite simply this . . .

There is no meaning to crappy like that but . . .

There are lessons!

Here are mine

1)    I stopped hunting and relied on my existing book of business. I had a incredible  book of business and felt that servicing them was THE only thing. I had 2 companies relocate and one company go out of business and lost $1,500,000.00 within 6 months. And here’s the kicker . . . it was too late to scramble and start hunting new business. I kind of felt like Bruce Willis did at the end of “The Sixth Sense” when he realizes that he’s been dead all along and at the same time awkward like the interview portion of Jeopardy but I’m digressing.

Note: This my friends is why you absolutely must build your army before you need them.  Today, I put a great deal of effort into this activity . . . Why? Because I don’t ever want to be in that position again!

2)    I learned that I could put up with an inordinate amount of crap! I worked night jobs, delivered pizzas and had to work for some people who seemed to take pride in demeaning me for the few dollars an hour they paid me. This is when I learned to be a street fighter. Not in the, “I just kicked someone’s ass” sense, but in the “If I want to live to see another round, I better learn to take a punch” but . . .that sort of makes you a glorified punching bag so I had to learn to go after what I wanted and let go of all the “why me” stuff every time I scraped my knee!

3)    I learned about generosity and encouragement. I could tell you dozens of stories ranging from things my family did, to someone trading in their own food stamps to buy my family food. I never forgot it!

Here’s a part of the story that I like to leave out: For some of us, there is this low point where we feel we don’t matter and that somehow we don’t deserve better.

That’s when the encouragement works its charm.

I truly believe there is a special place in heaven for those who see the light in someone who hasn’t yet seen it in themselves.

Fast forward to a key note speech I was about to make back in 2005 for 500 sales reps.

It was 5 minutes until I was going to be up on stage and the meaning I was searching for finally came . . .

I needed to go through what I went through in order to appreciate and respect my business, my family and my life to be able to . . .

Help others to do the same!

Or maybe so I could respect my business, my family and life :)

It was in that moment of realization that the meaning I had found was upgraded to purpose!

Thanks for letting me bend your ear!

Have Paul Speak At Your Next Event!

Email me for speaking engagement rates and availability paul@yoursalesplaybook.com

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A Quick Tip To Start The Week Strong

by Paul Castain on September 21, 2014

This week I want you to go out of your way to notice something that happens to the best of us.

It’s something no one ever talks about or God forbid admit publicly.

I talk about it in this week’s quick sales tip and it will take you less than 3 minutes to listen to, 4 and change if you’re digging my theme song and stick around to listen to it.

Before you scroll down and enjoy today’s free audio sales lesson, don’t forget that we just created The Sales Playbook Podcast app for your smartphone and that means, you can now have full access to ALL 100+ free audio sales lessons and all you have to do is click here from your smartphone!


Download this episode (right click and save)

Time Is Running Out If You

Would You Like 100+ Tips To End The Year Strong?

Starting this Wednesday, I’ll be sharing over 100 tips to help you bring your sales up a notch or three.

Click HERE or the banner below to learn more!

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Another Reason Why Challenges Suck

by Paul Castain on September 21, 2014

I suppose I could give you the old “glass half full” sermon today with regard to life’s challenging moments . . . but I won’t.

Today, I’m going to call it like I see it and tell you what truly sucks about our challenges!

They distract us from all the other things that we are truly blessed with!

Challenges are like that person at the table who won’t shut up long enough for everyone else to get a word in edgewise.

Challenges are like that person who is always striving for attention . . .

They are the “drama queens (and kings)” the “divas” and . . .

we often let them win our focus . . .

At the price of the blessings that are quite plentiful when counted!

And if you’re trying to count your blessings, and it seems you have nothing to be grateful for . . .

simply check your pulse!

Peace!

Time Is Running Out If You

Would You Like 100+ Tips To End The Year Strong?

Starting this Wednesday, I’ll be sharing over 100 tips to help you bring your sales up a notch or three.

Click HERE or the banner below to learn more!

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