Paul Castain's Blog

How To Love Hunting For New Business

Posted January 8, 2019

I’m going to say something that no sales trainer in their right mind would confess to;

I’ve never loved cold calling!

In fact, I’ll go a step further, and tell you that there were times in my career where I avoided prospecting altogether, because I hated cold calling!

Isn’t it funny how we avoid things that make us uncomfortable or in my case, hated like I hate getting a root canal?

I avoided it earlier in my career because the thought of doing any 1 thing for an extended amount of time bored the hell out of me.

And it still does!

So I stopped doing just that ONE thing (cold calling) and added additional forms of outreach to the mix.

Things like email, snail mail, FedEx, drop ins, drop offs, LinkedIn, traditional networking and trade shows, video, content, creative approaches, referrals and warm intros and in SOME cases, text messages.

I then embraced a really cool method called the “Pomodoro Technique” where you set a timer for 25 minutes and focus only on that task (no multitasking).

That, combined with all those forms of outreach gives us unlimited variations, WITHOUT doing any one of them for more than 25 minutes at a time.

Example:

You could begin your day (BEFORE game time) with 25 minutes on LinkedIn, then 25 minutes of cold emails, 25 minutes of cold calling, maybe you switch over to that proposal you need to write and give it 25 minutes, you could go back for another 25 minutes of cold calling, 25 minutes of customer calls, etc.

That excites me at a much higher level than cold calling, non stop, for the better part of my day!

It also keeps me from letting bad calls get to me (you know, sometimes there’s an asshole at the other end the phone).

It keeps me from sounding scripted and mechanical because I’m never at it for more than 25 minutes at a time.

And I also get MORE done than the average person because I allow ZERO interruptions during each 25 minute “POMODORO”

I saved the best for last;

I prospect MORE consistently because I prospect in a way that actually excites me!

One more thing . . . 

There’s a lot of 7th grade level peer pressure in sales in that there are those who think doing anything other than cold calling the hours away makes you a lightweight!

At the end of the day, who really gives a sh*t HOW you generate revenue as long as you keep it between ethical and legal.

And if you think I’m kidding, ask the IRS if income generated by methods other than cold calling still counts as income.

If you’d like to learn about additional ways to prospect, you’ll want to download my Rock Star Academy program!

It 150 tactics, 30+ templates, 13 PDF’s, and 3 bonus eBooks and;

It’s all prerecorded so you can go at your own pace!

Here’s what the program looks like;

Session 1: Creating An Effective Prospecting Plan

Session 2 : 20 Ways To Create Opportunities

Session 3: Meticulous Pre-Call Planning

Session 4: Cold Emails That Get Opened, Read, and Responded To

Session 5: A Cure For The Common Cold Call.

Session 6: Social Selling Tactics

Session 7: Network Like A Pro

Session 8: How To ROCK Your Referrals

Session 9: How To Get Your Dream Client’s Attention

Session 10: Creating A Kick-Ass Prospecting Cadence

Session 11: How To Take Control Of Your Prospect Meetings

Session 12: Presenting Your Solutions With IMPACT!

Session 13: Negotiate Like A Pro

When? 

You’ll get your first prerecorded session on Monday, January 14th, and then a new session will arrive every Monday after that. Go at your own pace!

What’s included?

(13) 45-90 Minute Pre-Recorded Sessions Delivered Once to Twice Per Week Starting January 14, 2019

Worksheets For Each Session

Homework Assignments

Templates (Actually A Ton Of Templates)

3 Bonus e-Books

Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.

What’s the investment?

$799

Please click HERE ASAP to secure your spot in this program.

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Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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