"How Many Moves Does The Average Sales Rep Have Memorized?"

There we were, 25 of the most arrogant Sales Managers who had ever walked the face of the earth.

We were good at what we did! So good, that we saw the training we were asked to attend as a punishment!

As we sat there, counting the minutes until the first break, we were greeted by the man himself. He didn’t greet us a with a “Good morning!” and then make us do it again like all the other ass hats;

He greeted us with a magical question . . .

“Anyone want to take a guess at how many moves a champion chess player has memorized?”

I remember thinking “Ah yes, the force is strong with this yokel!

To get the show on the road, we circled our wagons and tossed a few BS stabs at his query. Finally, (at the pace at which grass grows under careful observation) he arrived at the answer . . . which I really can’t remember for the life of me! I think it was something like 30,000 but truth be told, I simply made a mental note to give a sh*t.

Moments later the rebirth of Castain was initiated with the Jedi Master’s simple, but effective follow up question;

“How many moves do you think the average sales professional has memorized? Better yet let’s see”

He approached the first Sales Manager and said “You call someone and they tell you that they aren’t interested” The Sales Manager returned fire with a good, solid rebuttal. Game on, bitch!

The Jedi Master then asked for another answer to that same objection. After a little hesitation, he had his second rebuttal. A little weak, but a rebuttal nonetheless. Then, the death blow was delivered when he asked for a third rebuttal. I say “death blow” because I’m not quite sure what the sales manager said in response because it had all the charm of a death rattle.

School was now in session! In fact I felt like Daniel-San when he finally grasped Miyagi’s whole “wax on, wax off” thing but I digress.

Long story short;

This guy not only kicked our assess, he wedgied us and hung us up by our drawers.

Of course, someone needed to reverse the challenge to see what this guy was made of. We went several rounds with him and I was completely amazed at his ability to respond with such precision! At one point he seemed to take on the form of a unicorn but that could have been some cheap tequila still in my system.

He went on to explain to us that in sales, we know that certain “stock” situations will occur such as:

Someone says they aren’t interested
Someone asks us to tell them a little about our company
We are asked to explain the difference between our company and a competitor
Someone asks us if we can sharpen our pencil on a price

But in many ways, we are ill prepared.

So I decided to marry this in with something I believe Tom Hopkins preached;

Having at least 3 ways of communicating your standard messaging.

Some examples;

At least 3 ways of approaching a potential client

At least 3 ways of handling each of your typical phone objections

At least 3 ways of keeping in touch without “Calling to check in”

At least 3 ways of reaching out to a potential client, within each form of outreach (phone, email, snail mail, LinkedIn, drop in, drop off, something creative etc)

And speaking of which . . .

Do You Have At Least 3 Different Types Of Sales Emails In Your Toolbox?

I have 20 sales email templates I’m going to be sharing this week during our 20 Sales Emails That Get Opened, Read & Responded To webinar.

Here’s the plan;

On Thursday, August 24th, at 11:30 am EST, I’m going to teach you my 4 step messaging framework, share my 20 best sales emails, and then send you on your way with 20 of my best templates.

Here are just a few of the emails we’ll discuss;

The 2 emails that generate a sick amount of appointments for me each week.
The one email (with 12 different variations) that reduces doubt, skepticism and objections.
The email that demonstrates your expertise.
The “Little Big Horn” email.
2 emails you MUST send to your LinkedIn network.
The “Social Clue” email.
The “Disappearing Prospect” email.
An intro email (with 30 different variations).
The “Reverse Call To Action” email

When?

Thursday, August 24th, at 11:30 am EST.

Can’t make it that day?

Here’s what you’ll get;

(1) 90 minute webinar with over 50 ideas.

Worksheets
Webinar Replay
My personal sales email folder with 20 templates!

How much?

$99

Please click HERE or the button below to join us (and to get your email templates)

Paul Castain's Blog