My Sunday Morning Plan

by Paul Castain on September 14, 2014

For many years now, I’ve taken some time to do something I really can’t do during the week . . . THINK!

Don’t get me wrong, this crazy brain of mine is going full force during the week, but there are phones ringing, mucho emails, training sessionscoaching calls and no shortage of things pulling me in way too many directions .

And that’s a real bad place for me to be in!

My main (and most extensive) thinking time is early Sunday morning with a cup of my favorite coffee. I typically start by looking at my upcoming appointments suspiciously. The reason I say “suspiciously”, is because I look at them as if there is something there that I’m missing. I literally ask myself “What’s missing?” It kind of tells my brain “Go fetch your Uncle Paul an answer dude”

During this time you can  look at where you’re going to be and think about who else you need to visit, drop off info, drop by etc. Note: I like to look at where I’ll be and then see if I can meet with at least 1-2 from my social network.

I give lots of thought to companies I’m trying to get into but haven’t cracked the code. The whole time I maintain a crazy philosophy (actually two)

There’s an answer/better way, I simply haven’t found it yet

I will sell this mofo, if not today, then by the time I retire. As my friend Wayne said in Wayne’s World “Oh yes you will be mine!”

I dedicate some of my Sunday morning to self improvement whether its reading books, articles, listening to podcasts etc

The final thing I do is something rather hard for those of us blessed with a sales ego. I look in the mirror (and not the one that makes you look thinner)  and ask myself a simple question:

What’s it gonna take?

Perhaps I have a week coming up with some difficult meetings so; What’s it gonna take to navigate through that?

Perhaps I have way too many things going on and my time management sucks so What’s it gonna take for me to fix that? Are there some specific time management skills I really need to own?

What if you have a difficult client you need to deal with? What’s it gonna take to handle that situation assertively and professionally?

And let’s not forget the million dollar “What’s it gonna take” . . .

“What’s it gonna take to move me closer to my goals, dreams and putting that ding in the universe?”

Note: I advise my coaching clients to have at least one action item each day to move them closer to the realization of their goals.

I forgot to mention that I have a companion through this whole process, its my journal. I write down new distinctions, challenges, interesting quotes, etc.

I find that certain types of music inspire different thinking patterns so I have a classical playlist, new age, metal and I even utilize a comedy playlist prior to any thinking session where I need to tackle something stressful.

It’s funny how many of the answers we seek are within us and even all around us but . . .

We’re typically too busy to notice!

Your Turn . . .

What’s your Sunday morning plan? I’d really like to hear from you. Please take a moment to share your thoughts!

I work with sales reps, sales leaders and business owners who want to sell more!

For more information about my sales and sales leadership coaching click here

For more information about my customized, onsite training programs click here

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

Perhaps it’s time?

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Lots Of Things Going On In The Sales Playbook Communities

by Paul Castain on September 13, 2014

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

On Facebook

In sales, as in life, we have our ups and downs. What do you do to stay positive or at least project a positive attitude to those you come in contact with?

How often do you partake in client lunches, dinners and entertaining in general? For those of you who do, does your company keep a tight leash on limits?

For those of you who have team sales meetings, what day and time is ideal for you and why?

How long have you officially been in sales knowing of course, that we’ve un officially been in sales our entire life?

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!

LinkedIn Sales Playbook Group

Shawn Greene asks . . .

What is better to track: Why we lose deals, or why we win them?

Gopal Swaminathan is curious about . . .

Connotation of the word “Sales Pitch”

Hi, Wanted to take the group’s opinion on the word “Sales Pitch” – as in the script that is being used by the sales person in front of the customer.

We are using this word in a sales software of ours, but I got feedback that this usage is not desirable… especially in the US markets. Wanted your opinion on this – Do you think customers (typically sales and marketing people) will have reason to associate a negative connotation for this usage? Your opinion will be greatly appreciated.

would like to know . . .

What to look for when hiring new graduates from college?

Hello! My name is sidney and I am a senior in college studying professional sales and marketing. I am curious as to what you look for in a new graduate when hiring? Sales is a very competitive field, i would like to know what puts others on top! Thanks!

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

In Parts I and II we talked about embracing a different mindset toward learning and then how you can zero in on your personal development with the RIGHT information.

I purposely wrote “RIGHT Information” because the average person consumes 34 gigabytes of information each day and quite frankly we need to learn how to zero in so what we consume moves us further instead of clogging our brains!

This week we talk about a serious trap 99% of the population falls into when it comes to learning (It’s actually called “The Learning Trap)

We’ll talk about how the “Practice Makes Perfect” mindset can hurt us and how we might be defaulting to the wrong sales approach.

I share my thoughts about bad coaches and how that “Those who can,do and those who can’t teach” thing needs to be rewritten.


Download this episode (right click and save)

Right Here On This Blog

Rethinking That “When In Rome” Thing

Stop Blaming Your Boss

How Stating The Obvious Increased My Sales $20,000 In 2 Weeks

One More Week Until You’re Fired!

People Are Forgetting About You And That’s Not OK!

Getting Back To School With Your Selling Skills Part 3

I Really Need To Ask You This

If you want to join us for our new online program “How To Hunt Differently” and learn how you can stand out with your prospects, the time is NOW to sign up. We launch this Wednesday and I close the doors to new registrations Tuesday evening.

Click HERE to learn more and to reserve your spot!

Investing in yourself is a good thing!

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I Really Need To Ask You This

by Paul Castain on September 11, 2014

There are some people who won’t take the time to get smarter because they’re “busy”!

Meanwhile, they have plenty of time for football games and tweeting their play by play of the games, online gaming etc.

You have others who won’t spend the money to get smarter and meanwhile they support the daily Starbucks, lunches, dinners out, multiple vacations per year, the latest Apple device etc

So here’s the question . . .

If you won’t invest the time

And you won’t invest the money

Why aren’t you taking your craft seriously?

Do you really believe you’re continuing to grow and continuing to create options?

Here some free audio lessons

Here are a bunch of lessons that aren’t free

There’s amazon.com and audible if you care to invest in a book and your local library if you don’t want to part with your cash.

Here’s The Point . . .

Do something!

“If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse.”

Jim Rohn

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Getting Back To School With Your Selling Skills Part 3

by Paul Castain on September 11, 2014

In Parts I and II we talked about embracing a different mindset toward learning and then how you can zero in on your personal development with the RIGHT information.

I purposely wrote “RIGHT Information” because the average person consumes 34 gigabytes of information each day and quite frankly we need to learn how to zero in so what we consume moves us further instead of clogging our brains!

This week we talk about a serious trap 99% of the population falls into when it comes to learning (It’s actually called “The Learning Trap)

We’ll talk about how the “Practice Makes Perfect” mindset can hurt us and how we might be defaulting to the wrong sales approach.

I share my thoughts about bad coaches and how that “Those who can,do and those who can’t teach” thing needs to be rewritten.


Download this episode (right click and save)

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People Are Forgetting About You And That’s Not OK!

by Paul Castain on September 10, 2014

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 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 9 seconds;

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

Here’s What You Can Do About It . . .

First . . . Say thank you! Seriously, send them a card (not an email)

Do that one step alone . . . and you immediately stand out!

Nobody ever thanks someone who doesn’t buy from them and that’s why you need to do it!

Note: Was an assistant helpful or instrumental in any way with regard to you getting a chance to speak with a potential customer? Might want to thank them too! Do that, and you might just ascend to Multi Platinum Rock Star Status and, as a bonus, have someone eager to help you in the future.

Next . . . Send a Recap of the discussion.

A recap has deadly powers that the average sales person never realizes.

A recap isn’t just something you send because of protocol . . . you send it because when crafted properly they help your prospect, get back to the state they were in when you asked them the awesome questions you hopefully asked.

I would send the recap after the thank you and time it so both are received about 48 – 72 hours after the call was completed.

Mix up your “touches”

Now this is the part where the average sales rep really screws up, because the only thing they will do (out of mucho options) is make a note to call back in their CRM and then call to “Check in”

Way to sound like everyone else dude! Seriously, you do know by now that there are other things besides the phone you’re way too dependent upon.Right?

I mean, definitely schedule a call back but what will you do in the interim?

How about an invitation to connect on a social network?

How about mailing them something or even Fedexing or delivering something?

Is there a resource you could send them?

Do you have anything in your arsenal that educates people on how to buy your product or service? No? Well why the heck not?

How about a funny greeting card?

How about a “blank card”?

How about a greeting card sent on non religious holidays?

How about 40 different ways you can creatively get their attention?

How about an invite to a networking event?

Here’s the long and the short of it gang . . .

They’re gonna forget about us the moment they hang up!

How cool would it be if we anticipated that and were fully prepared with a killer “Stay In Touch” campaign?

As I’ve said before, nobody is diss’n your phone call and I’m not saying the cold call is dead . . .

It’s just really lonely and in need of some companionship!

By the way, this is the topic of our new How To Hunt More Effectively online program. Click here or the banner below to check out some other ways you can keep your prospect’s attention!

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