The Ultimate Way To Reduce Doubt, Skepticism, and Objections.

I know this will shock you but;

There are decision makers out there who won’t fully trust you!

That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say;

Objections!

A few forms of “evidence” to consider;

Facts

Statistics

Case Studies

Testimonials

Let’s talk about that one.

I’m a firm believer in the power of testimonials but;

So many testimonials reek of bullsh*t!

One of my competitors has a testimonial that doesn’t even have a name at the end of it;

Instead, it says “Sales Rep, Pharmaceutical Industry”.

Way to narrow it down, huh?

Or how about a testimonial from “Rich W”?

“Rich W” seems made up but “Rich Weatherby” is a tad more legit.

Why only a tad?

Because I’d rather see Rich Weatherby, Spectrum Business Enterprise

There’s no faking that one, and the reader can mosey on to LinkedIn to do a little due diligence.

Here’s an actual testimonial I received from George Henderson.

I discovered Paul and his teachings many years ago. His expertise, wisdom, and humor immediately caught my attention. Shortly thereafter, I found myself devouring his wonderful work, and his selfless acts of giving back to his ever growing network of students. In a split second, I knew he was the guy.

I had plenty of experience selling ideas, products, and services to clients, but the more I listened to Paul, I quickly found myself in uncharted territory. I started working with Paul because I didn’t want to figure out sales the hard way; I needed a mentor to quickly advance me toward mastery.

That he did, and more. Paul’s advice and suggestions made an immediate impact on both my confidence and my business success. He’s armed me with so many tips and suggestions; I still haven’t been able to pursue them all!

Paul is much, much more than a sales coach; he’s a friend, an agent, a mentor, an editor, and a life coach. He’s a pleasure to work with and is not afraid to tell you what you need to hear. That’s because he genuinely cares. As Paul will tell you, he does it because he loves it.

If you’re feeling stuck, lacking confidence, or just want to achieve the highest level of sales mastery, I highly recommend a consult with Paul. Your only regret will be that you didn’t reach out to him sooner!

George Henderson, AccessIT Group, Inc.

“But putting their actual name puts me at risk”

At risk for what? Not being perceived as a bullsh*t artist?

If you need to worry about your clients jumping ship like that, I’m thinking you have a much bigger problem to address.

I use testimonials in a few different ways.

I have them all over my online sales pages. This includes my services pages, my courses, my webinars, etc.

I include them in a “Pre Appointment Kit” Note: I share the details during our Virtual Sales Camp program.

I include them in my proposals, but I do it differently than most. I provide my bio as part of my proposals. At the end of the bio, I have testimonials talking about me, not my company.

Why?

Because feature, benefits, bells and whistles are great but;

I’m the difference that brings it all together and you better believe that YOU are too!

Said a different way . . .

People Buy YOU First!

I use testimonials from time to time, as part of my auto signature in my email blasts.

About two years ago, I decided to bring my testimonials up a notch, by asking a few of my coaching clients to provide a video testimonial.

Why?

Because the only thing better than using someone’s full name, is to see and hear them provide the testimonial.

One more thing, testimonials are one of several types of “evidence” that can help expedite your deals.

They answer the question;

Who says so besides yourself?

I’m going to be talking a lot more about evidence during our Virtual Sales Camp Program!

I also share 50 email templates, 75 summer selling tips, phone scripts, etc., in our Virtual Sales Camp Download.

Oh, and it’s all prerecorded so you can go at your own pace. You’re welcome!

Here’s what we cover;

Session 1 How To REALLY Get A Decision Maker’s Attention

The one phrase that will immediately set you apart from your competitors.
How to dramatically increase the probability of a decision maker taking your call. Did you ever wish there was a way to get someone to actually pick up their phone? Here you go!
5 email tactics your peers are using to stand out.
BONUS PDF: 10 email subject lines that lead to MORE opens and MORE responses.
15 ways your peers are using creativity to get in the door. BONUS PDF with 20+ additional ways you can use creativity to capture a decision maker’s attention.

Session 2 Multi-Channel Prospecting.

4 LinkedIn tactics EVERY sales rep should leverage.
2 ways to create WARM Calls instead of cold calls.
2 referral sources you’ve completely neglected.
5 ways to use snail mail to set yourself apart.
2 email tactics that generate appointments.
BONUS: 50 cold email templates.
5 ways to use a “reverse call to action” to create interest.
How to devise a “3 touch mini campaign” and a multi-channel prospecting cadence.

Session 3 Maximizing Account Potential

The one mistake that hurts your clients and your paycheck!
A 3 step questioning technique that helps safeguard your accounts, generate more opportunities, testimonials, and referrals.
How to get the inside track on new opportunities.
How to get access to additional stakeholders WITHOUT offending your contact.
How to expand to other locations, divisions, etc.
How to add value via ideas, surprises, and resources.
BONUS PDF: A stay in touch cadence to help you stay “top of mind” with your clients.

Session 4 Expediting Your Deals

How to take immediate control of your deals WITHOUT being controlling or manipulative. BONUS PDF: How To Take Immediate Control Of Your Prospect Meetings.
8 ways to safeguard your deals and keep them moving forward.
How to leverage the “theme and variation” tactic.
How to preempt and respond to obstacles, stalls, and objections.
3 tactics to use if you feel you’ve been “ghosted”.
BONUS PDF: 100 sample questions to ask your prospects.

By the end of this program, you’ll have tactics, templates, and a communication plan to;

Get in front of MORE opportunities
Bring MORE of those opportunities across the finish line.
GROW the accounts you currently manage!

When?

You’ll receive the entire course immediately, but by all means;

Go at your own pace!

Where?

Your computer screen.

What’s Included?

(4) 60 minute pre-recorded sessions with over 75 actionable tips

Worksheets

50 email Templates

5 Bonus PDFs

(4) Assignments and individualized feedback from Paul Castain

Access to a secret resource page with additional PDFs, articles, etc

Email access to Paul Castain to answer any course related questions

How Much?

$375

Paul Castain's Blog