First and foremost, if you are new to my blog, please stop what you are doing and read the previous post I’d like to offer you some generic responses that I have successfully used in response to generic objections. The first thing I would like you to do is develop a reflex response of automatically … continue reading »
Dudes, dudettes and aspiring rock stars, this week we’re going to talk about every sales person’s favorite . . . handling objections! I have a 4 step process I follow. I’ll spare you the cheesy acronym or clichés such as “The 4 D’s of objection handling”. Here it is “cheese free” for your objection handling … continue reading »
Amazing story sent to me by my brother Michael Castain! In 1972, Joe Miller was on holiday in Kenya after graduating from Tulsa Junior College .On a hike through the bush, he came across a young bull elephant standing with one leg raised in the air. The elephant seemed distressed, so Joe approached it very … continue reading »
Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids … continue reading »
Subscribe to Paul Castain’s Sales Playbook by EmailThere are no less than a hundred thousand telemarketing tips out there waiting to help you overcome objections, reach the decision maker, get by the gatekeeper etc. How about some advice on how to set a proper appointment once you get to that magical word “YES”? I’d like … continue reading »
For many years now, I have taken some time to do something I really can’t do during the week . . . THINK! Don’t get me wrong, this wacky brain of mine is going full force during the week, but there are phones ringing, way too many emails, conference calls, fire drills and all types … continue reading »
Warning: There is zero educational value in today’s blog. It is simply a rant and an opportunity for you to have a quick laugh and say “Eew” several times. What’s up with the increasing amounts of people who feel that the world will stop if they don’t take a call while at the urinal? I … continue reading »
I believe that the deepest form of rapport/credibility happens subconsciously and is more or less a feeling that we can’t articulate. For a warm and fuzzy example of this, think about someone you love and why you love them. Yes, we can create a laundry list of great things about them, but its really a … continue reading »
As many of you know, I am a big advocate of utilizing a sales mix strategy. This simply means having multiple account acquisition strategies such as: snail mail, email, networking, social networking, creative things etc. Let’s chat briefly about the email thing. Did you ever notice that when you call up some companies to ask … continue reading »
Greetings from Houston Texas! There is an old motivational story that has been beaten to death amongst the “turn that frown upside down” folk. Every morning, in the jungle a Gazelle wakes up and realizes it must outrun the fastest Lion or it shall become a happy meal for the son of a bitch (I … continue reading »
I look forward to hearing from you!
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