One Simple Way To Warm Up A Cold Call

by Paul Castain on February 25, 2015

Young man in snow with broken down car

As part of your pre call research, check out your potential client’s LinkedIn profile, right hand side, and scroll down. Keep going until you see “How you’re connected”. This will show you connections you both have in common.

Reach out to those connections and do 3 things . . .

1) Put your cards on the table and tell them why you’re trying to reach them.

2) Ask them how well they know the person you’re trying to reach and see if you can learn more about them.

3) If they know them well enough, ask them if they would make the introduction for you.

If they do, congratulations, you’ve just turned a cold call into a warm introduction.

If they don’t, you’ve still accomplished 2 important things . . .

1) You’ve learned more about your potential client through the act of checking out their profile AND speaking with a connection (or multiple connections) you both share.

2) You’ve actually done something with your network instead of collecting a bunch of useless names.

We’re going to be talking about cool ideas like this one in our online sales course starting March 4th.

Will you be joining us?

More importantly . . .

Will you be investing in yourself?

Click HERE to begin your Jedi training!

March course

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How To Have Better Client/Prospect Interactions

by Paul Castain on February 24, 2015

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If you want better client/prospect interactions start asking better questions.

What’s a better question?

A question that makes them think

A question that respectfully challenges their thinking

A question that encourages them to continue or expand upon something they just shared with you

A question that tells you what’s frustrating them as well as questions that help them articulate what opportunities they need to embrace.

A question that draws them inward

A question that makes them think “Damn, nobody asked me that before!”

A question that calls attention to the “elephant in the room”

A question that gently guides them by the hand and encourages “self discovery” instead of you having to “pitch” it!

A question that gets them opening up and simply sharing with you.

Are you asking enough of these?

What else could we add to this list?

We’ll be talking about questions in Session 5 of our online sales course. Session 1 is Wednesday, March 4th!

Click HERE for a complete course outline, pricing and to reserve your spot!

For special pricing on 2 or more participants, email me  paul@yoursalesplaybook.com

 Castain Training Systems

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Last Chance!

by Paul Castain on February 23, 2015

your-last-chance

You’ve heard me say this before folks . . . Your cold call is lonely!

It desperately needs companionship from other forms of outreach and for my money, it doesn’t get better than a warm referral!

We’re going to be closing registration for our “How To Generate More Referrals” webinar shortly and I wanted to see if you’ll be joining us tomorrow, right on your computer screen!

Here’s the plan . . .

  • How to set the stage for and how to get more referrals from not only your clients but people you’ve never worked with.
  • One simple little 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, up selling opportunities and testimonials. You’re welcome!
  • How to dramatically increase the amount of REPEAT referrals you’re receiving!
  • 2 super important things you need to understand about why your clients actually want to refer you. Once you understand this you’ll never feel funny about asking for a referral again!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

When?

February 24th, 2015 at 11:30 am EST (Tomorrow)

Where?

Your computer screen. Join us from your favorite chair!

How Much?

$99

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

A link to the recording of the webinar 24-48 hours after the webinar.

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Do You Sign Up?

Click the handy/dandy orange button below!

register here

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!

I hope you’ll open yourself up to an additional approach to growing your business and join us tomorrow!

Looking forward to “seeing” you then!

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Why Would You Ever Leave Money On The Table?

by Paul Castain on February 23, 2015

Why Castain Why

The referral is the lowest hanging of the low hanging fruit for the aspiring sales rock star (and you can quote me on that!)

And here’s the really messed up part . . .

We’d rather pick up the phone and risk getting our ass kicked from complete strangers all because we don’t know how to ask people who already love us for a referral!

That’s just plain silly folks!

And that’s why we’re going to be hosting a webinar, tomorrow!And don’t give me any of that “You should have told me sooner” stuff,I’ve been telling you guys about it since February 4th!

Here’s what I plan on sharing . . .

  • How to set the stage for and how to get more referrals from not only your clients but people you’ve never worked with.
  • One simple little 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, up selling opportunities and testimonials. You’re welcome!
  • How to dramatically increase the amount of REPEAT referrals you’re receiving!
  • 2 super important things you need to understand about why your clients actually want to refer you. Once you understand this you’ll never feel funny about asking for a referral again!
  • Did I mention that I’m going to show you all this in a way that keeps it from “getting weird” with your clients?

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

And Now The Bad News . . .

This might not be for you!

Don’t get me wrong, I’d love to hang out with you (and get paid for doing it) but the following 3 things are absolutely, positively NON NEGOTIABLE!

  1. You need to have a book of business.
  2. You have to be willing to actually do the work that I suggest during the webinar. If you think you’ll just drop the money and somehow I’m going to get the referrals for you, I’m thinking you’re going to be disappointed.
  3. You can’t be the type of person who’s going to get all kinds of pissed off because your boss isn’t willing to reimburse you the 99 bucks for the webinar!

Now The REALLY Bad News . . .

The deadline is today so you can’t put this one off any longer, I mean, we’re doing this thing tomorrow!

So, if you’d like to join us, you need to do so before I shut the doors later today!

Procrastination is a real bitch like that!

When?

Tomorrow, February 24th, 2015 at 11:30 am EST

Where?

Your computer screen. Join us from your favorite chair!

How Much?

$99

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

A link to the recording of the webinar within a day or so after we finish the live event

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Do You Sign Up?

Click the handy/dandy orange button below BEFORE the close of business on 2/23/15

register here

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!

I think sometimes we’re all a tad guilty of making things unnecessarily more difficult for ourselves.

If you’re not including the simple act of asking for referrals as part of your overall “sales mix” then I would urge you to seriously consider joining us!

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A Quick Tip To Start The Week STRONG!

by Paul Castain on February 22, 2015

a quick tip from Paul Castain

A few years back, I was absolutely blown away by something that happened in my classroom.

In this week’s quick tip, I not only share it with you, I tell you about the lesson that comes with it and guess what?

This one silly little lesson can change the trajectory of your career!

Think I’m bluffing?

Then I triple dog dare ya to scroll down and give this a quick listen!

What’s the matter, chicken? :)


Download this episode (right click and save)

The Deadline Is Here!

This Tuesday, February 24th we’re going to be discussing how you can generate more referrals.

Here’s what I’m going to be sharing . . .

  • How to set the stage for and how to get more referrals from not only your clients but people you’ve never worked with.
  • One simple little 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, up selling opportunities and testimonials. You’re welcome!
  • How to dramatically increase the amount of REPEAT referrals you’re receiving!
  • 2 super important things you need to understand about why your clients actually want to refer you. Once you understand this you’ll never feel funny about asking for a referral again!
  • Did I mention that I’m going to show you all this in a way that keeps it from “getting weird” with your clients?

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

When?

February 24th, 2015 at 11:30 am EST

Where?

Your computer screen. Join us from your favorite chair!

How Much?

$99

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

A link to the recording of the webinar 24-48 hours after the webinar.

A special bonus eBook after the webinar

Access to me via email for any questions etc

How Do You Sign Up?

Click the handy/dandy orange button below!

register here

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