Image result for funny eavesdropping

There are things that businesses experience (good and bad) that dramatically increase the urgency to buy your products and services.

We refer to these occurrences as “Trigger Events” and they include things like;

New Product Launches

Hiring

Earnings (Good or Bad)

Expansion

Change In Company Leadership

Change In Company Initiatives

Changes In Legislation

More about the other types of “Trigger Events” in a moment but first;

There’s a really good and a really UGLY side to this with your clients.

The good side is that when you listen (and not just via Google Alerts) and you flag a “Trigger Event”;

You dramatically INCREASE your odds of closing a deal;

The REALLY UGLY side to this is;

If your competition listens BETTER, and beats you to it;

You LOSE!

And it might not just be the deal at hand;

It might put the entire account in jeopardy!

There are actually over 30 types of “Trigger Events” that I’m going to share, as well as a way for you to “set it and forget it” with regard to listening for them!

We’re going to be talking all about it during our How To Competitor-Proof And Grow Your Book Of Business webinar on December 15th at 11:30 am!

Here’s what you’ll gain by joining us;

  • Understanding where you might be vulnerable with your existing clients and what you can do to remedy it!
  • How to leverage a little something/something called “Random Acts Of Coolness” to WOW your customers into telling your competitors “Thanks but no thanks!”
  • How most reps leave money on the table and how you can completely turn it around!
  • How to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole. Your Uncle Paul is gonna throw you a rope!
  • How to create client visits that benefit both you and your client at a much higher level.
  • How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?
  • How to up sell, cross sell and;
  • Get MORE testimonials and WAY MORE referrals!.

IMPORTANT:

If you can’t join us on the 15th, sign up anyway and I’ll send you the replay by the close of business on the 15th. Watch it at your leisure!

To learn more, and to reserve your spot, please Click HERE or the banner below.

learn more June 2016

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2 Ways To Use Your Auto Signature To Create Opportunities

by Paul Castain on December 4, 2016

opportunity-autosignature

This week on The Sales Playbook Podcast, we discuss one simple modification you can make to your auto signature, that can help you create MORE opportunities.

Oh, and it takes like 3 minutes to do and won’t cost you a dime!

You’re welcome!


Download this episode (right click and save)

I have several other suggestions, on this very topic,  that I will be sharing during our How To Competitor-Proof And Grow The Heck Out Of Your Book Of Business webinar on December 15, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • Understanding where you might be vulnerable with your existing clients and what you can do to remedy it!
  • How to leverage a little something/something called “Random Acts Of Coolness” to WOW your customers into telling your competitors “Thanks but no thanks!”
  • How most reps leave money on the table and how you can completely turn it around!
  • How to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole. Your Uncle Paul is gonna throw you a rope!
  • How to create client visits that benefit both you and your client at a much higher level.
  • How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?
  • How to up sell, cross sell and;
  • Get MORE testimonials and WAY MORE referrals!.

To learn more, and to reserve your spot, please Click HERE or the banner below.

check-it-out

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50 Ways To Have An AWESOME Holiday Season!

by Paul Castain on December 4, 2016

A while back, I created this list of things to embrace during the holiday season with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things . . . Today, our goal is to recapture them!

Please pass this along and let’s spread a little holiday cheer!

Any who . . .

1. Go Elf yourself by clicking HERE
2. Why not listen to some commercial free (almost) Christmas music here http://accuradio.com/holidays
3. Commit to laughing your hiney off at least once a day. Once you do that, make sure you help others do the same! Methinks we are taking ourselves way too seriously!
4. Don’t listen to that damn “Christmas Shoes” song. If you do and someone walks in on you tell them its your allergies!
5. Forgive someone.
6. Be a kid again. I won’t tell anyone!
7. Understand that other than the “5 Golden Rings” in The 12 Days of Christmas, someone basically cleaned out their attic and was trying to unload junk. I mean what am I supposed to do with a bunch of Lords a leaping? Screw it; just put it over there next to the swans a swimming, Jackass!
8. Sing along to a holiday song. Rinse and repeat!
9. Take a co worker out to lunch or coffee . . . just because.
10. Between now and year end include messages of hope and inspiration in your social networking status updates.
11. Grab a hot chocolate and look at some Christmas lights.
12. Say a prayer for someone. Please mention me while you’re at it . . . I could use some good press :)
13. Give someone a few extra minutes of your time.
14. Take at least one opportunity to bite your tongue.
15. Over tip someone who deserves it.
16. Listen to the Ave Maria and then acknowledge a truly beautiful song!
17. Fellow New Yorkers: Let’s have a “bird free” holiday season. If each of us refrains from middle finger usage at least once, it will reduce the other person’s urge to “return the bird” and total “bird” usage will drop by 10 billion.
18. Understand that laughing at the song “Grandma Got Run Over By A Reindeer” is sick. Would you really laugh if your Grandmother got run over by a reindeer? What’s next? Grandpa got his nuts caught in a turbine? Actually that would be funny. I might write that song!
19. Forgive your parents already. Like they didn’t forgive you for dopey stuff you did?
20. Evict negativity from your life. Seek out good. Its there . . . I promise!
21. Give someone the gift of your undivided attention.
22. Watch this important clip and then tell me who was the better dude. Heatmeiser or Snowmeiser.  I will tell you all straight up that I laughed so hard I cried with my Mom the first time I saw this!
23. Tell a loved one how much they mean to you. Unfortunately, there’s an expiration date on this crazy thing we call life! And if by chance you lost that person . . . find a way to honor them!
24. Read the lyrics to “I Heard The Bells On Christmas Day” and then prepare for a good cry when I tell you what inspired that poem. Henry Wadsworth Longfellow’s son was killed in the American Civil War and it was his way of expressing despair, anger and questioning his faith in the process. Kind of makes your complaint about having to stop by Aunt Sadie’s on Christmas look like baby sh*t next to his tragedy, huh? Here are the lyrics, get your Kleenex.
25. Plan a family night.
26. Find something inspirational and then pass it to your network because quite frankly, we all need a shot in the arm from time to time.
27. Encourage someone. Its free!
28. Answer this question: What am I most grateful for? Take inventory and count all your blessings.
29. Stop striving for Norman Rockwell Christmas moments. Understand that the beauty of his art was in capturing the chaos and even celebrating it. Might be a lesson in that crazy thought.
30. Donate some food to your local food pantry. They get hit hard this time of year.
31. Change the words to one of your favorite holiday songs. Personally, I like singing “Walking in my winter underwear” to the tune of “Walking in a winter wonderland”. I’ve even changed lyrics to things I could never share here. But I will hint that it involved a threesome and leave it at that.
32. Commit to wearing your spirit on your sleeve!
33. If you have stepped away from your faith . . . step back. By the way, I did and I was a fool for thinking I would travel my life’s journey without it! I’ll spare you the sermon, but I feel much better after setting my “Spiritual GPS” to the on position!
34. Listen to the lyrics of “We wish you a Merry Christmas” and then ask yourself What’s the deal with that Figgy Pudding and who the hell do they think they are threatening us that “We won’t go until we get some” I wish the person who wrote that song would have stepped back to realize that people are willing to get indignant over a Baileys or a hot chocolate, but a figgy pudding? Don’t have any, but help yourself to those Lords a leapin over there instead skipper!
35. Sing a duet of “Baby its cold outside” and then realize that the atrocity that just occurred with your singing is precisely why you both need to keep working your day jobs. By the way, how cool was it when Will Ferrell sang that in Elf with that quirky chick in the shower?
36. Stay away from the news. Take it in bite sized pieces. They make mega bucks with negativity . . . you don’t!
37. Find a way to create a memory and then visit that memory often! Someday you will refer to today as “The good old days” Make it count!
38. 101 Christmas Videos can be viewed online by clicking HERE
39. Go on a date with your spouse. Conquering the world needs to happen on the home front too.
40. Avoid any instance where you will be accused of “donning gay apparel” And don’t let the SOB soften that statement with some “Fa la la la la” jibberish. Talk about dropping a bomb and then changing the subject.
41. Go to a tree lighting, a children’s Christmas concert to get that hometown vibe going!
42. When you find yourself in an exceptionally good mood, don’t ever let anyone take your joy away from you. Let’s pinkie swear on it!
43. Find a way to make someone look like a rock star today, just because.
44. Mend a fence. Lose your ego and repeat after me “Sorry” Try it and you will lighten your load.
45. Catch up with someone you lost touch with. Please do this today after you read this. Life is short!
46. There are 11 towns in the US named “Santa Claus”. I’m only sharing that because I set the bar too damn high in telling you I had 50 things. What was I thinking?
47. Let someone know they inspired you!
48. Try to do some of your holiday shopping at a “Mom and Pop”establishment. It’s a great way to stimulate your local economy.
49. Christmas Shoes Part II: If someone walks in on you tearing up, tell them you are going to be the next Paula Abdul and you were just practicing!
50. Watch It’s A Wonderful Life and then acknowledge that it truly is!

I hope in some crazy way this has brought you a smile, a tear and a renewed sense of holiday spirit!

Hire Paul To Speak At Your Event

CastainBanner - Copy (2)I help sales reps, sales leaders and business owners sell more. To learn how, click HERE. For speaking availability and rates, email me  paul@yoursalesplaybook.com

 

Paul Castain Sept 2015

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5 Things You Never Realized About Referrals

by Paul Castain on December 3, 2016

Image result for wow

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message.

Like asking for referrals.

If I were to ask you “Why should sales reps ask for referrals?”

After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s one of many ways we can make money in sales”.

On the surface, you’d be 100% correct, but it really goes way deeper than that!

5 Reasons Why Referrals Are So Important

  1. There’s a much higher closing rate, when we pursue opportunities where we’ve been given a warm intro. I can also tell you, first hand, that when I am referred to a prospect, they hardly ever ask me to sharpen my pencil. Why? Because my reputation has preceded me!
  2. There’s typically a much lower cost of sales when an opportunity is generated via referral. The obvious cost savings is in the marketing but the not so obvious is in the reduction in time spent and lack of negotiating.
  3. When a client gives a referral they are affirming their decision to do business with you. I’m not seeing a downside to that!
  4. When you ask someone for a referral, it strokes their ego . . .at least twice! Everyone likes it when someone asks for them to recommend something. It makes them feel as if,  they’re regarded as “being in the know”. So when you ask someone for a referral their ego gets stroked with you, and also with those they reach out to on your behalf.
  5. Asking for referrals sets a certain level of expectation with your clients. In sales, we always talk about “managing expectations” so why wouldn’t we create a vibe where our clients expect us to ask them for referrals?

So, having said all that;

Why aren’t YOU asking for more referrals?

Don’t know how?

Feel uncomfortable?

By The Way . . .

We’re going to be talking about referrals in our December 16th webinar, How To Competitor-Proof And Grow The Heck Out Of Your Business.

Specifically . . .

  • One incredibly easy thing you can do, that can easily double and triple the amount of referrals you’re getting right now!
  • A 3 step conversation segue that not only keeps it from “getting weird” but increases your referrals, cross selling opportunities and testimonials. You’re welcome!
  • How to dramatically increase the amount of REPEAT referrals you’re receiving!

We’re also going to discuss;

  • Where you might be vulnerable with your existing clients and what you can do to remedy it!
  • How to WOW your customers into telling your competitors “Thanks but no thanks!”
  • How most reps leave money on the table and how you can completely turn it around!
  • How to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole.
  • How to create client visits that benefit both you and your client at a much higher level.
  • How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?
  • How to up sell and cross sell without getting all “salesy” on your customer!

To learn more, and to reserve your spot, please Click HERE or the banner below.

check-it-out

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What To Do To Keep Your Clients From Pigeonholing You

by Paul Castain on December 2, 2016

Pigeonholed

Have any (or even all) of your clients pigeonholed you?

We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else.

The reasons for this can vary but more often than not, it’s a simple awareness thing.

This can present a bit of a challenge for us because we don’t want to go over the top with the “Did you know we also offer ______” stuff.

So what the heck do you do?

There are many things I do to keep the various things I offer front and center with my clients.

Today, I want to focus on just one!

First, I made up a single sheet with 10 things I offer.

Note: I didn’t want the sheet to contain lots of words or narrative of any kind.

Why? Because people are far too busy to read that stuff! It’s also very typical and I’m not typical.

Next, I wasn’t digging the whole “10 Things I Do For My Clients” or “10 Ways I Can Work With You” thing . . .

So I decided to have some fun and do something that underscored the “Castain” brand . . .

while speaking to something my clients need . . .

They need help becoming sales rock stars!

So, I changed the title and went with . . .

“10 Ways I Rock With My Clients” Simple, elegant and no sh*tty marketing speak!

I sent it off to my designers and let them work their magic.

Here’s what they came up with . . .

By the way, if you click on it you can download it.

It’s fun, its informative and its brief enough to get read.

It’s also a versatile piece . . .

I can send this to my clients in an email.

I can link to it in a PS in my auto signature “PS Here Are Some Other Ways We Can Work Together”

I can include it as a page in my proposals.

I can upload it onto my LinkedIn profile.

I can send it off via snail mail with an intro letter or with a handwritten post it note.

Do I think this crazy little PDF will change the world?

Hell no . . . but I do believe it will help me in my efforts to educate while reinforcing my brand!

I’m also of the belief that’s it’s a breath of fresh air because it ISN’T typical!

I have several other suggestions on how YOU can keep yourself from getting pigeonholed and will be sharing ALL of them during our How To Competitor-Proof And Grow The Heck Out Of Your Book Of Business webinar on December 15, at 11:30 am EST.

Here’s what you’ll gain by joining us;

  • Understanding where you might be vulnerable with your existing clients and what you can do to remedy it!
  • How to leverage a little something/something called “Random Acts Of Coolness” to WOW your customers into telling your competitors “Thanks but no thanks!”
  • How most reps leave money on the table and how you can completely turn it around!
  • How to avoid getting “pigeonholed” and how to fix it if you’re already knee deep in that damn pigeonhole. Your Uncle Paul is gonna throw you a rope!
  • How to create client visits that benefit both you and your client at a much higher level.
  • How to create a communication plan that will keep you from saying that God awful “Calling to check in” nonsense. What are we on parole?
  • How to up sell, cross sell and;
  • Get MORE testimonials and WAY MORE referrals!.

To learn more, and to reserve your spot, please Click HERE or the banner below.

check-it-out

{ 0 comments }