Paul Castain's Blog

Want A Smoother Sales Cycle? Ask BETTER Questions!

Posted July 11, 2018

When you’re competing against other companies for an account, there are certain questions you SHOULD be asking, that will help narrow the playing field (without badmouthing);

Are you asking those questions?

There are certain types of questions that demonstrate your expertise to your clients and prospects;

Are you asking those questions?

There are questions that serve as insurance policies against obstacles, stalls, objections and even prospects going silent;

Are you asking those questions?

There are even questions that segue beautifully into cross-selling/up-selling opportunities, referrals and testimonials;

How ya doin in that department?

I’ll stop there and say;

You should be building a questioning arsenal!

I have a special module in our Virtual Sales Camp Program dedicated to questioning skills.

We’re going to be talking about how you can use BETTER questions to;

  1. Take BETTER Control Of Your Meetings (WITHOUT Being Controlling or Manipulative)
  2. Gently Guide A Prospect INSTEAD Of Having To “PITCH” Them
  3. Create A Dialog That Is Focused MORE On VALUE Than Price
  4. Create More Of An “Objection Resistant” Interaction With Prospects
  5. Close MORE Business

I’m also going to be sending everyone a bonus PDF with 100 questions to build their questioning arsenal.

Here’s what the rest of the program looks like;

Session I

  • 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
  • How to research quickly and efficiently so it doesn’t become your life’s work.
  • 33 ways to approach a potential client.
  • 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
  • Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
  • 15 email templates that get opened, read and responded to.

Session II 

  • How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
  • How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
  • 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
  • A 3 step formula for responding to 95% of the objections you get on a regular basis.
  • 3 really cool tactics to use when someone asks you to send them information.
  • 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Session III 

  • The one question you MUST ask the minute you set the appointment.
  • The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
  • A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
  • 12 tactics that safeguard your deal from obstacles, stalls and objections.
  • 5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
  • How to disqualify competitors WITHOUT badmouthing them.

Session IV 

  • The one question you MUST ask BEFORE presenting your solutions.
  • 3 things to include in your proposals that your competitors WON’T!
  • How to keep the discussion from going prematurely to price.
  • 12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
  • How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
  • How to ask for the business WITHOUT getting all “salesy”.
  • How to negotiate like a pro!
  • A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

FREE Bonus Session: 25 Ways To ROCK Your Sales This Summer

  • 3 ways to create URGENCY with your prospects and clients
  • 10 email tactics that will help you capture your prospect’s attention (and get more responses)
  • 2 “Summer Specific Attention Getters”
  • 2 ways to triple your referrals
  • 3 ways to generate more business with your existing clients
  • 3 ways to handle “Call me back after Labor Day”
  • A ridiculously simple summer communication plan you can implement the moment I teach it to you
  • How to leverage the summer instead of dreading it
  • How to outwork your competitors this summer (and still enjoy the heck out of yours)

So what do you get?

(4) 90 minute pre-recorded sessions with worksheets.

Bonus session

15 sales email templates

1 cold calling template

4 voicemail template

PDF with 100 sales questions

Castain’s Agenda Statement template

How much?

$375

When?

Whenever you’d like. I’ll send you everything within 24 hours and the rest is up to you.

Registration ends July 19th!

Please click HERE to get started!

 

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Company Contact Information

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

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