How To Complement The Phone With Other Forms Of Outreach

by Paul Castain on October 21, 2014

I thought it might be time for an all caps FREE audio sales lesson that could easily increase your options to 30-50 types of outreach.

And no, that wasn’t a typo!

Think I’m bluffing?

Scroll down and check it out!

Enrollment For Our How To Hunt More Effectively Program Ends October 22nd!

This is it folks . . .

This is the online program you’re going to want to join to help you to stand out and capture the attention of a buyer with way too many things on the brain!

We’re going to discuss how you can complement your phone calls and emails with social networking, traditional networking, referrals, snail mail and creative approaches.

We’re also going to discuss how you can create an effective communication map and who knows, maybe we’ll even talk about 10 additional ways to hunt differently and to show I’m a good sport, maybe we’ll have a whole session on how you can kick ass on the phone and work those emails too.

Click HERE for more details but do it soon dude, because Wednesday evening I put the rope across the door and tell everyone “Sorry it’s a private party”


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But Will You Put In The Work To Finish The Year Stronger?

by Paul Castain on October 21, 2014

A little over a week ago, I sent a free audio sales tip, talking about how you need to start increasing your efforts NOW before everything comes to a grinding halt in a few short weeks!

Truth be told, the time to pick up the pace was actually a few months ago, but here we are! Now since we can’t go back and change our efforts, we can certainly do so going forward!

There are two things you always want to look at when it comes to driving results.

Activities

Skill

The activities comes down to you spending as much time as humanly possible bringing in new business, retaining and “wowing” your customers and growing the existing business.

It means you have to schedule those activities, balance those activities and embrace various forms of outreach. Not just the phone and email!

The skill part begins with you losing your ego and acknowledging that you don’t know as much as you think you know and somewhere along the line you felt you were beyond learning.

It also means that you have to ditch the lies you’ve been telling yourself about not having the time or money when meanwhile you do a pretty good job of pissing both away!

It might also mean acknowledging that you’re scared! Kind of like I did back in 2008 when Jon Novak asked me, during a training session, why I hadn’t written a book. By the way, it was admitting to myself (and a crowd of 30) that I was scared that led me to want to understand “Why?” and ultimately to this blog in November 2008 and the building of the Sales Playbook brand.

It means embracing an attitude of “humble student”!

Many a sales rep lost that attitude years ago and sadly, their skill level will never change.

Meanwhile, the world continues to move at the speed of light!

Do some soul searching today.

Take some action and if you’re inclined . . .

Come join us in our online program How To Hunt More Effectively this Thursday.

Why?

Because you deserve to end the year stronger and perhaps it’s time for you and I to get serious about this relationship and start working together!

But do something!

Passively reading something and feeling good for 30 seconds won’t move the needle!

Click HERE to learn more or the banner below!

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Should We Thank A Prospect? Please Read And Weigh In!

by Paul Castain on October 21, 2014

Today’s post is a little different because you don’t get to just read it and remain silent as many of you often do.

Today, I’m asking you to answer a simple question.

There are some who feel that thanking a prospect for their time demonstrates good manners and proper business etiquette.

There are others who feel that it makes us appear desperate and subservient.

But that’s them!

I want to know YOUR thoughts so . . .

Should We Thank Our Prospects For Their Time?

Please take a moment to leave a comment and let us know why.

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There’s quite a debate going on these days in sales cubicles, conference rooms, classrooms and of course, Linkedin groups on everyone’s favorite subject . . . Cold Calling!

For the most part, I now avoid these debates much like I would religion or politics.

Not because I’m worried about offending anyone, but because much like religion and politics, people are passionate about their feelings. At the end of the debate . . . we’re still going to cling to our beliefs.

Oh and by the time we’re done even defining a cold call we probably could have just gone out and sold something!

There’s one thing, though, that pisses me off to no end and its this notion that a sales rep is lazy or shouldn’t be in sales if they don’t cold call.

Now, if you’re an inside rep, I kind of get it, but even still, with all the available options . . . nobody should be “cold calling” anymore.

Having said that . . . I’ll now officially begin my rant!

If a sales rep is getting results from methods other than cold calling . . .

Please tell me how that’s lazy and once your testosterone levels stabilize, please tell me why they shouldn’t be in sales.

And when you do, I’m going to give you a big hug (I’m not into dudes by the way) because you will have helped me find a loophole for my taxes this year.

Why?

Because the IRS doesn’t give a sh*t how I bring in my business . . .its still taxable!

Like the IRS is going to say “Castain, your business brought in 1.5 million last year, but it doesn’t count because you were lazy and didn’t cold call”?

So whether I cold call, warm call, get referrals, do creative stuff, email, snail mail, door knock, network, social network, do seminars, webinars or even call my Uncle John and say “Uncle John . . .You’ve always sucked as an Uncle and you can make it up to me by buying my training products!” . . .

It’s REVENUE! In other words . . .

Who cares . . . as long as the results are there?

Truth be told, many of those other things I mentioned, take quite a bit more time to do. A real smart ass might even go back at the eternal “cold caller” with a rebuttal that they are indeed the lazy ones.

Here’s the other part of this thats disappointing . . .

No matter how much of a compelling argument people make that they are getting their results from other methods, there will always be at least a few amateur “Dr Phil wannabes” that think deep down these people are just afraid or they wet the bed too much as a kid or something.

You’ll also get people who are insistent that if these “lazy folk” would just pick up the phone they would get used to it.

So here’s my question . . .

Why are we continually force feeding people this notion that they HAVE to do something that isn’t giving them the results that the other methods are giving them?

You know what gang? We can all drag out some case study or statistic to prove our point but at the end of the day (start of the day too) it means nada!

Why?

Because it doesn’t take into account one’s personal strengths.

Your individual mileage will vary but . . .

We all, ultimately will live and die by our numbers.

We can’t hide from that reality at the end of the month.

We need to lose this gung ho nonsense and acknowledge that everyone has their strengths and if those strengths bring home the bacon, so be it.

One more thing . . .

I’m not in favor of hunting business by utilizing any one approach.

I teach a method of utilizing a good, strong, sales mix activities.

So whether you’re clinging to one approach (other than the phone) or you’re cold calling exclusively, I believe you’d get better results by diversifying.

Meanwhile, I salute you for bringing business in, however you do it so long as its between ethical and legal :)

Your turn . . .

With all the tools available to a sales professional today . . . Should we consider a sales rep lazy if they don’t cold call? What say you Sales Playbook community?

Oh, And . . .

When it comes to hunting for more business, what else do you utilize besides the phone and email?

Sadly,most sales reps have a whole lotta nothing and rely too heavily on two channels that about as noisy as they get!

Don’t get me wrong, I love the phone and email, it’s just that they need to be part of a total communication plan or as I like to call it a “sales mix

On October 23rd, right on your computer screen, we’ll be talking about how you can create a killer communication plan to stand out, get noticed and help you get the sale!

Click HERE for the details or the handy/dandy banner below.

This might be just the thing to help you finish the year stronger!

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A Quick Tip To Help Strengthen Your Phone Skills

by Paul Castain on October 19, 2014

This week’s quick sales tip will help you get better at the phone without spending what experts refer to as “Mucho time”

Think I’m kidding? Well why don’t you call my bluff and have a quick listen!

One More Thing . . .

When it comes to hunting for more business, what else do you utilize besides the phone and email?

Sadly,most sales reps have a whole lotta nothing and rely too heavily on two channels that about as noisy as they get!

Don’t get me wrong, I love the phone and email, it’s just that they need to be part of a total communication plan or as I like to call it a “sales mix

On October 23rd, right on your computer screen, we’ll be talking about how you can create a killer communication plan to stand out, get noticed and help you get the sale!

Click HERE for the details or the handy/dandy banner below.

This might be just the thing to help you finish the year stronger!


Download this episode (right click and save)

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