The “Million Dollar” Sales Question

by Paul Castain on April 27, 2016

million bucks

For the last week or so, we’ve been talking about creating an effective plan to grow your sales.

Forgive me for stating the obvious but . . .

You could have an absolute kick ass, award winning plan, but;

If you allow interruptions, time wasters and things that pull you away from the plan;

Well, that’s about as good as having a crappy plan, no?

That’s why you might want to use a question that provides a bit of a reality check.

I call it “The Million Dollar Question” because I believe its worth at least a million dollars to you over the course of your career.

Here it is . . .

Several times a day, ask yourself . . .

Is what I’m doing, right now, THE best way to . . .

Get a new account

Retain or WOW an existing account

Grow an existing account

If the answer is “Hell Yes!” then carry on, nothing to see to here.

If the answer is “DOH!” then correct the course.

Bad days in sales don’t wait until 4:59, so do this repeatedly, so you can catch the wrong activities right when they happen.

And of course, in order to do this effectively, you probably should ask your ego to leave the room.

If you ask this question of yourself on May 10th during our webinar, A Simple Plan To Grow Your Sales, I’m pretty confident you’re going to get a “Hell Yes!”

We’re going to talk about a formula I’ve used to grow my own business and the hundreds of businesses I’ve personally coached.

We’re going to help you create an “11:30 Plan” to help you show up more consistently on a daily,weekly and monthly basis.

You’ll discover 10 ways to ROCK your sales efforts and how you can free up more time, to hunt more,without going into overtime!

We’ll explore 3 sales activities, that you can automate, to save time and make more money.

We’re also going to discuss the things that have been taking you away from a bigger paycheck and what YOU can do to regain control!

I’ll be sharing over 25 ideas and tactics to help you bring your sales to the next level!

Oh, and . . .

An effective plan doesn’t need to be complicated, in fact, all we’re talking about here is;

A Simple Plan To Grow Your Sales!

To learn more, please Click HERE. Registration ends soon!

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An Email Practice That Might Hurt More Than Help

by Paul Castain on April 26, 2016

out of office

I’m seeing more and more sales reps setting up an email auto response that lets everyone know that they only check email twice a day. The email includes a phone number for people to call if it’s urgent.

From a time management perspective, I understand this completely.

In fact, with the average person sending and receiving 100+ emails per day Radacatti Group), and checking their smartphone 46 times per day (Deloitte), it might even free up some time but . . .

From an “I care about my clients” perspective, I think we might be missing the mark.

Throughout the business day there are interruptions.

Some will be good and some will be not so good but;

They are still interruptions that we need to manage if we want to keep a relentless focus on the plan to;

  1. Get New Business
  2. Keep and “WOW” That Business
  3. Grow That Business

One thing you can do, is to think about how you want to handle your emails.

Then, you might want to think bigger picture and think about how you want to handle the things that interrupt you (good or bad) from the task at hand.

When you think about your plan, think about it from your customer’s perspective too.

And remember, there are always extreme ways of thinking with regard to sales.

One extreme is that you check and respond to your email twice a day.

The other extreme is that you stop what you’re doing, lose that momentum, then try and get your groove back every time an email hits your inbox.

Instead of extremes . . .

Perhaps the answer is somewhere in the middle?

We’re going to be talking a lot about creating effective plans (and managing the things that keep us from achieving them) in our webinar A Simple Plan To Grow Your Sales on May 10th at 11:30 am EST.

We’re going to talk about a formula I’ve used to grow my own business and the hundreds of businesses I’ve personally coached.

We’re going to help you create an “11:30 Plan” to help you show up more consistently on a daily,weekly and monthly basis.

You’ll discover 10 ways to ROCK your sales efforts and how you can free up more time, to hunt more,without going into overtime!

We’ll explore 3 sales activities, that you can automate, to save time and make more money.

We’re also going to discuss the things that have been taking you away from a bigger paycheck and what YOU can do to regain control!

I’ll be sharing over 25 ideas and tactics to help you bring your sales to the next level!

Oh, and . . .

An effective plan doesn’t need to be complicated, in fact, all we’re talking about here is;

A Simple Plan To Grow Your Sales!

When?

May 10th, at 11:30 EST. Can’t make it that day? Sign up anyway and I’ll send you the recording on the 11th!

What Do You Get?

(1) 90 minute “live” (as opposed to dead) webinar.

Worksheets

Webinar recording

Plus 2 FREE Bonuses . . .

After the webinar, I’ll be sending you a FREE bonus PDF and a link to a FREE, secret resource page, with additional ideas, links etc.

What’s The Investment?

$99

Click HERE or the button below to reserve your seat!

 

register here

 

 

 

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New Banner Ad CTS

There’s an old McGraw Hill Ad that reads . . .

I don’t know who you are

I don’t know your company

I don’t know your company’s product

I don’t know what your company stands for

I don’t know your company’s customers

I don’t know your company’s record

I don’t know your company’s reputation

Now-what was it you wanted to sell me?

This is what happens to you when YOU aren’t working a plan and working it consistently.

I get it, there were fires you had to put out and several high maintenance clients.

There were internal meetings and several things you had to do yourself (because you wanted it done right)

Let’s not forget about all the administrative “stuff” that bogs you down and . . .

Next thing you know, you only have time here and there to hunt for new business.

Meanwhile, your boss doesn’t want to hear it, she/he just wants numbers

Your creditors don’t care either, they just want their money!

Meanwhile, you struggle, each time you reach out to potential clients, just to get them to remember who the hell you are!

Forgive me for stating the obvious but . . .

You need a plan and . . .

You need to work it regularly

Otherwise, you’re actually working much harder . . .

To achieve a much smaller paycheck!

On May 10th, I’ll be sharing A Simple Plan To Help You Grow Your Sales!

We’re going to talk about a formula I’ve used to grow my own business and the hundreds of businesses I’ve personally coached.

We’re going to help you create an “11:30 Plan” to help you show up more consistently on a daily,weekly and monthly basis.

You’ll discover 10 ways to ROCK your sales efforts and how you can free up more time, to hunt more,without going into overtime!

We’ll explore 3 sales activities, that you can automate, to save time and make more money.

We’re also going to discuss the things that have been taking you away from a bigger paycheck and what YOU can do to regain control!

Oh, and . . .

An effective plan doesn’t need to be complicated, in fact, all we’re talking about here is;

A Simple Plan To Grow Your Sales!

Click HERE to learn more and to reserve your spot.

But please understand, inconsistent prospecting ISN’T going to give you the year you deserve!

A-Simple-Plan-To-Grow-Your-Sales

 

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Poor Sales Results Never Wait!

by Paul Castain on April 25, 2016

bad year

A bad day in sales doesn’t wait until 4:59 to happen . . .

Its the sum total of everything you either did or (in many cases) didn’t do, every minute and every hour that brought you there.

By that same logic . . .

A bad week never waits until Friday at 4:59

A bad month never waits until the 30th

A bad year never waits until December 31st.

We’re just about a third of the way through 2016;

You know, the year everyone was so excited about for like 2 weeks back in January?

Do you have a plan to kick ass this year?

More importantly . . .

Are you actually working that plan?

Meanwhile . . .

Time is relentless and keeps marching onward!

Ponder that while you consider joining us on May 10th for A Simple Plan To Grow Your Sales

The “Do It Yourself” approach to getting your year back on track can work but;

You’ve tried that already and . . .

Having an experienced guide (with a really awesome map) might get you there faster!

Please click HERE and take a look what I have planned for you.

Oh, and one more thing . . .

Awesome sales results won’t wait either, unless of course;

You keep avoiding the things that help you own them!

Won’t you join us?

 

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Sales-Mix (1)

 

There’s a question that I’ve been asking participants in my training programs and it immediately changes the tone.

The room typically goes fairly silent, eye contact is usually broken and for about 30 seconds or so; it gets a tad awkward.

Before I tell you what the question is, I don’t think for one minute, that the question is brilliant or that I should immediately quit my day job to create “The question of the year” but . . .

For many of you, the question will stump you. And if it doesn’t, then either you’re already on top this or you’re one of those types who loves to flag stuff as “Sales 101” and meanwhile you’re not doing it.

As a precautionary measure, please ask your ego to go wait in the car before answering it.

Here goes . . .

Besides the phone and email, what else do you have in your toolbox (that you’re actually using) to reach out to (and even attract) potential clients?

If you’re like most people . . . you don’t have anything because you rely too much on the phone and email.

Time Out: Let’s clear the air about something. This is the part where you might have an urge to become indignant because you feel I just insulted the cold call. Nope! And you can rest assured that I’m not one of those dudes running around saying “the cold call is dead!”

I just think your calls (cold, warm, luke warm or “George Costanza shrinkage” type of cold) are really lonely and need some companionship from other ways of reaching out and attracting potential clients!

I will also tell you, straight up, that you’re limiting your results because not everyone responds to calls and email the way you do. Also, the news is out that your prospects don’t care what you “get” . . . they show up where THEY want to regardless of whether you get networking events, snail mail, creative things and yes, even calls and email!

There will be some who will respond better to snail mail, a FedEx or drop in

There will be some who will respond better via a social network

There will be some who will respond better to creative efforts

And YES there are those who prefer a phone call or email.

I could go on and on but the point is this . . .

You need to develop a well balanced “sales mix”!

Doing so will immediately help you stand out from your competitors who are (wait for it) . . . only using the phone and email.

I believe you will be heard. Why? Because if all you’re doing is calling and immediately following up with an email, you might be boring the heck out of your prospect. Perhaps you’ve become “The Thursday at 10:00 call” for them. Same message, same method of communication . . . different week.

Mixing it up keeps it interesting for them and quite selfishly . . . for you too!

I believe you can maximize your efforts because each  touch, can now reinforce the touch before it or the very next one.

And don’t kid yourself, you’re absolutely, positively going to need a plan to make all of this work.

Not a complicated, elaborate plan . . .

A SIMPLE Plan To Grow Your Sales

That’s what we’re going to be talking about during our webinar on May 10th.

So here’s my challenge for you and it comes in the form of a few questions;

1) Ask yourself . . . “Aside from calling and emails, what else do I have in my ‘sales mix’?”

2) Then ask yourself . . . “What could I add to my ‘sales mix’?”

3) Then kick it up a notch by bringing this concept to your sales manager and your sales team. Teach it to them (there’s no better way to learn) and then harness the collective brainpower of your team. Unless you work with idiots and then you should just skip this step.

4) This is the hardest step and only for the brave aspiring sales rock stars . . . Get off your behind and do it!

5) And if you’d like help creating a plan that works best for you, click HERE and check this out!

What’s Your Plan To ROCK Your Sales?

And when was the last time you seriously considered adjusting it?

On May 10th, we’re going to be talking about A Simple Plan To Grow Your Sales.

I have over 25 ideas to help you, bring your results to the next level.

Here’s what you can expect during our time together . . .

  • 10 Ways To Absolutely ROCK Your Selling Efforts
  • The 3 Drivers Of Sales Success and The Secret To Working Them Regularly
  • A Simple Routine To Help You Grow Your Sales
  • 3 Automated Sales Tactics That Will Save You Time and Make You Money
  • How To Add 16 More Selling Days WITHOUT Infringing Upon Your Personal Life
  • How To Add 1500 More “Touches” To Your Prospecting Efforts (Even When You’re Crazy Busy)
  • The 5 Obstacles To Building Your Business (and what you can do about it)
  • A Simple Tactic To Free Up More Selling Time
  • How To Blow Off Unnecessary Meetings WITHOUT Being Rude
  • The One Thing That Can Make You More Productive Immediately

Registration is only open for a short period of time, so if you’d like to learn more, CLICK HERE.

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