Do you send a recap after a meeting with a prospect? Whether you are or you aren’t, here’s the psychology behind why you SHOULD! First, it helps bring your prospect back to the psychological state when they were feeling the pain from their challenge or potential pain in NOT doing anything. And sales ISN’T just … continue reading »
Most of the challenges we face in sales can be traced back to the questions we asked (or didn’t ask) along the way. Sadly, most reps ask questions mostly for informational purposes instead of; To Gently Gain Control and Guide Their Prospects and Clients Jump-Start Emotions To Create Urgency Establish Rapport and Credibility Create A … continue reading »
We just announced our new program Paul Castain’s Closers Academy. I created it to help you get MORE of your deals across the finish line, FASTER. Before I share the details with you I wanted to offer you and your sales team a FREE, 30 minute call. I’ll be giving them away to each team … continue reading »
If you’re like me and sell in a REALLY competitive industry; You’ll appreciate this super simple tactic that will help you IMMEDIATELY stand apart from your competitors! Think I’m bluffing? Then I triple dog dare ya to give this week’s episode of The Sales Playbook Podcast a listen! And I offer a really cool freebie … continue reading »
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 … continue reading »
Many of us have avoided asking for access to the decision maker (and other stakeholders) because it felt weird. I know I used to be uncomfortable with it because I felt somehow, I was accusing my contact of being insignificant. Needless to say, I lost a lot of deals because of this! I developed a really … continue reading »
There was a time in sales (and thank God we’ve grown up since then) where there were all these “closes”. There was “The Ben Franklin”and “The Puppy Dog” and let’s not forget about “The Columbo”. I’m not a big fan of them, mostly because they sound salesy, contrived and phony. I’m also here to tell … continue reading »
You’ve worked hard to get in front of your opportunities! Wouldn’t it be nice to get a few more deals across the finish line? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need … continue reading »
A few things to think about the next time your prospect is undecided. Did They Have The Urgency To Begin With? Did You Get The Right People Into The Meeting(s)? Did You Establish The Proper Environment? You know, one where you each were able to ask questions, brainstorm etc? Oh, and given the proper amount … continue reading »
TODAY is the last day our Prospect Like A Pro download will be available. There are over 75 tactics, 15 email and 5 cold calling templates waiting for you but; The bad news is that its going away in a few hours, so if you’d like to snag a copy for yourself, you’d better do … continue reading »
I look forward to hearing from you!
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