Please Don’t Send Holiday Cards Like This!

by Paul Castain on December 13, 2014

I’m talking about those imprinted cards with your company name on them without any handwritten note from you!

It’s lazy and you’re better than that!

Your clients/prospects will get lots of cards this holiday season and sadly, most will be just that;

A card without anything personal included.

No note thanking them for their business and wishing them a happy and healthy holiday season.

Heck, most won’t even contain a signature because the sender of the card felt the imprinted thingy was enough.

I’ll let you in on a little secret.

Business is becoming less personal thanks to technology

Our human interaction muscles are weakening by the minute.

Let’s stop taking shortcuts and get back to the things that bring human back to business.

I’m sure you know this but . . .

Any company, if given enough time, can build a better widget.

Any company can cut a competitor’s price but . . .

YOU are the only sustainable competitive advantage so . . .

Stop trying to shortcut that and . . .

Work it baby!

Perhaps it’s time . . .

For you to stop doing the same things you’ve always done and start the new year strong by hiring a sales coach or joining us for our next online sales course?

To learn more about my coaching programs click here.

To learn more about my next online sales course click HERE

But do something because if you’re like most people, you’re about to start the new year with great intentions but no plan and no person to kick you in the ass to help you work the plan!

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Startling Facts About Selling During The Holiday Season

by Paul Castain on December 12, 2014

Researchers from the GOYA Institute have found that even though its the holiday season, people still need what you sell!

In a similar report from The WTF Group, it was also concluded that even though its the holidays, and you may have mentally checked out . . . people still need what you sell.

The recent study from the Did That Just Happen Institute found that your competitor loves it when you begin your “mental sabbatical” around this time.

And finally . . .

I do believe it was the great Gordon Gekko who said . . .

“This is your wake up call pal . . . Go to work!”

Your Cold Calls Need Some Companionship!

If you’re like most aspiring sales rock stars,you rely too heavily on the phone  to reach potential clients!

Next month, we’re going to show you have you how you can give those calls a little companionship from other forms of outreach.

If you enroll BEFORE December 16th, you’ll save $100!

Click HERE for details and email me for special pricing (and extras) on 2 or morepaul@yoursalesplaybook.com

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You Probably Need To Hunt For Business Differently

by Paul Castain on December 11, 2014

If there’s one thing I’ve seen in 31 years of sales it’s people who cling to one or maybe two types of “touches” and meanwhile there’s a whole other world of options out there.

Let me be a tad more specific . . .

Beyond the phone and beyond email . . . What else do you have in your arsenal? Oh and before you answer the question, let’s be even more specific . . .

Beyond the phone and beyond email . . . What else do you have in your arsenal that you’re actually using?

And just for good measure . . .

How are you leveraging a good mix of “touches” while keeping your message fresh and standing out from tons of other people trying to get your prospect’s attention?

Well I’m certainly hoping that I’ve gotten YOUR attention because if you’re like most people, you’re missing a lot of opportunities!

What’s An Aspiring Sales Rock Star To Do Uncle Paul?

Well for starters, I hope you’ll give serious consideration to our brand spanking new online program!

This program will help you  . . .

Stand out

Get noticed and . . .

Expedite your sales cycle!

Here’s The Plan . . .

In Session 1, we’re going to explore 10 ideas to help you hunt for business differently. I promise that in this session alone, there will be several ideas that will make you think differently about your hunting practices!

In Session 2, we’ll discuss how you can master this thing we call “email”! I have tips that will help you with your subject lines, overall message, how to improve your response rates and a few tactics that will forever change the way you approach emails going forward!

In Session 3, I’m  going to show you exactly how I use “snail mail” (and FedEx too) to stand out and get mucho responses in the process! And no, we’re not talking about massive direct mail campaigns here gang. We’re talking about simple, inexpensive things you can do on your own without that pesky marketing department getting involved.

In Session 4, we need to have a serious heart to heart on how we can marry social networking into your overall sales efforts. I’m going to show you how to listen for important “clues”, how you can stand out and how you can transition your relationships off your computer screen without the conversation “getting weird”!

In Session 5, I’m going to show you how you can use traditional networking to create some pretty powerful relationships. I’ll share some common mistakes (and how you can avoid them) and I’ll even show you how you can jump start conversations and gracefully end the ones that are going nowhere fast!

In Session 6 we’re going to cannonball into the money pool you can create by learning how to get more referrals from your existing business. I’ll show you a system I use that can double and triple the amount of referrals you’re getting. We’ll talk about when to ask for referrals and how to condition your clients to keep giving you more in the future!

In Session 7 We’re going to talk about how you can use creativity to stand out and capture the attention of your prospects. I’ll share numerous real-life examples of what sales reps are using in the field as well as a technique you can (and really should) use with your top prospects!

In Session 8 I’m going to show you how you can work the phone into this entire process and as a bonus, warm up your “cold calls” quite a bit!

In Session 9 you’ll learn 2 absolutely lethal techniques called “mixing” and “mapping” and how you can align all of the various “touches” into an effective communication plan.

Between sessions you’ll get a recap of the session.

The recording from the session (slides and all)

Worksheets

When?

We kick off on Wednesday, January 28th at 11:30 am EST.

Time out! Don’t forget that we deliver it live and then share the recording within 48 hours. Go at your own pace!

Where?

On your computer screen! Join us from your favorite chair!

How Much?

Funny you should ask . . .

Would You Like To Save 100 Bucks?

Then you might want to click here for some special “Early Registration” pricing that’s going to disappear on December 16th at 6:00 PM EST!

Email me for special pricing (and extras) on 2 or more participants paul@yoursalesplaybook.com

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The “Extremists” Of Cold Calling

by Paul Castain on December 11, 2014

If there’s one thing you see lot’s of in sales, it’s extremes!

Take this business of the cold call for example . . .

There are some who believe you have no business being in sales if you aren’t going to make cold calls.

There are others who will do everything they can NOT to pick up a phone because they feel it’s a waste of time.

Instead of wasting valuable time arguing or even pondering whether or not you should still devote time to the phone, consider this . . .

Perhaps The Cold Call ISN’T Dead . . .

It’s just really lonely and in need of some companionship from other forms of “touches”.

Time Out! I caught you! Didn’t I? I caught you saying “But I also use email” And there’s the problem; everyone and their mother does exactly that but when asked the inevitable follow up question of “What else do you have, beyond a call and an email?”, the room goes silent, eye contact is broken and people start checking their phones (which is the grown ip equivalent of a child closing their eyes and saying “You can’t see me”)

There’s a whole world of other “touches” waiting for you, if only you’ll start looking beyond the cold call!

Besides, what if your prospect hates the phone but will always respond to you if you approach them through a social network?

What if they’re more of a creative type and the way to get their attention is by getting more creative than a cold call?

What if they’re all about networking events and you don’t show up?

What if they only consider doing business with people who have been referred by someone they trust?

Mixing it up makes you less predictable and makes the “courtship” a tad more interesting too!

Don’t Get Your Panties In A Bunch!

Right now, is the point when all the sales testosterone kicks into high gear and people think that the message here is NOT to call!

That would be the wrong message for you take away from this.

I don’t want you to replace the phone . . .

I want you to complement it with other touches.

And I’m of the crazy belief that your prospect wants you to as well!

So no, I don’t think the cold call is dead . . .

Just really lonely and in need from some companionship from other forms of “touches”!

And Speaking Of Lonely Cold Calls . . .

If you’re like most aspiring sales rock stars,you rely too heavily on the phone  to reach potential clients!

Next month, we’re going to show you have you how you can give those calls a little companionship from other forms of outreach.

If you enroll BEFORE December 16th, you’ll save $100!

Click HERE for details and email me for special pricing (and extras) on 2 or morepaul@yoursalesplaybook.com

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Do You Ask Why?

by Paul Castain on December 10, 2014

When was the last time you challenged your thinking by asking “Why?” as in . . .

“Why do I hunt for business the way I do?”

“Why do I structure my day this way?”

“Why do I avoid certain things?”

“Why do I present my company with the words and phrases I’ve chosen”

“Why do I feel the way I do about _____________?”

“”Why do I typically respond with ____________ when asked _________________?

Sales Managers, VP’s of Sales, Executive Leadership Teams, Business Owners . . . When was the last time you asked “Why?” or better yet, gathered your team together to ask “Why?” as a group?

“Why?” challenges our thinking and keeps us from becoming one with the status quo.

I would imagine that there’s even some wisdom in asking yourself “Why haven’t I asked ‘Why?’”

If you’re like most aspiring sales rock stars,you rely too heavily on the phone  to reach potential clients!

Next month, we’re going to show you have you how you can give those calls a little companionship from other forms of outreach.

If you enroll BEFORE December 16th, you’ll save $100!

Click HERE for details and email me for special pricing (and extras) on 2 or more paul@yoursalesplaybook.com

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