Today, I did something that represents one of the most painful things I’ve had to do in a really long time. I decided to take a page from my life, when I lost my Dad, and verbally share some lessons as well as a really profound experience I had during his wake. In the … continue reading »
In this week’s episode of The Sales Playbook Podcast, I dissect an email and a letter I received that were both awesome and then something went wrong, terribly wrong! Before you scroll down and listen to this week’s free audio sales lesson, have you downloaded my mobile app yet? Click here from your smartphone so … continue reading »
Each day thousands of sales reps drink deep from their company’s rich well of corporate Kool Aid. I won’t lie to you, I too have emerged from many a company “rah rah” complete with a Kool Aid mustache. Worse yet, many of us have this false sense that our clients will willingly drink from our … continue reading »
I’m not a fan of using phone scripts. While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script. Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales person’s unique voice, they execute poorly. And yes, there’re some … continue reading »
In this week’s quick tip, I share an example of something I just did that resulted in over $36,000 in new business in just about 3 weeks. The best part is that it cost me next to nothing to do! In addition, I provide several other ways you can work this little gem into your playbook … continue reading »
Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near … continue reading »
This week’s podcast is a very different one for me and I can promise you’ll hear your “Uncle Paul” as you’ve never heard him before! I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess … continue reading »
I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”. I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling … continue reading »
As part of your pre call research, check out your potential client’s LinkedIn profile, right hand side, and scroll down. Keep going until you see “How you’re connected”. This will show you connections you both have in common. Reach out to those connections and do 3 things . . . 1) Put your cards on the … continue reading »
If you want better client/prospect interactions start asking better questions. What’s a better question? A question that makes them think A question that respectfully challenges their thinking A question that encourages them to continue or expand upon something they just shared with you A question that tells you what’s frustrating them as well as questions … continue reading »
I look forward to hearing from you!
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