There’s a really simple thing you should be doing with your prospects in order to keep your deals from stalling out. Ready? Assign homework! At the end of every meeting assign yourself some homework first (nobody ever gets pissed if you give yourself work to do). Then you assign your prospect some too. Here’s what … continue reading »
In just about 10 weeks from now we celebrate Thanksgiving here in the states and; So begins the mental checkout many of your clients and prospects experience, as they tag a few days onto the front end, and back end of the holiday. Then business goes back to normal for a week or two and … continue reading »
I began to think about year end and the inevitable “mental sabbatical” buyers will be taking back a few weeks ago! As good as business has been for me at Castain Training Systems, I know things would still slow down dramatically at year end but; I also know that I CAN’T afford to miss several weeks of activity and; … continue reading »
Here are two sales activities that you can do that will make a HUGE IMPACT within 1 year! First, speak with 3 people, from your social network, each week. My guess is that, you don’t know your social network very well and worse yet, they don’t know you! How can you help each other, refer … continue reading »
There’s a really simple thing I’ve been doing for the last 5 years that’s had a HUGE impact on my selling efforts. I decided to inject a little fun into something that’s typically boring, stuffy and WAAAAY too “corporate”! Its a simple 8 1/2 x 11, at a glance overview of my services; “10 Ways I Rock … continue reading »
I’ve said it before and I’ll say it again; When you’re a buyer, getting pitched several times a day; everyone begins to sound the same! Here are a few examples of how your peers are leveraging creativity to STAND OUT! Jamie McLennan, Allegra Princeton Jamie sent me a really cool, imprinted ball from a company … continue reading »
Imagine being on the receiving end of countless sales pitches each and every day! Sooner or later MOST if not ALL, sales reps would sound the same to you! In this week’s episode of The Sales Playbook Podcast we talk about; How To Set Yourself Apart In A World Where Everyone Sounds The Same! I … continue reading »
LeapJob tells us that 98% of cold calls fail. IBM argues that its more like 97% but here’s the bigger point; Some use that as an excuse to avoid picking up the phone. Others see it as an opportunity to look at where they might be lacking as far as their phone chops. There’s another … continue reading »
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 … continue reading »
Whether a prospect says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even a “So what?” or three! Here are 3 … continue reading »
I look forward to hearing from you!
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