The Sales Playbook Podcast

Episode 215 The Most Dangerous Period During EVERY Sales Cycle (And What You Can Do About It) May 27, 2018

In this week's episode of The Sales Playbook Podcast we discuss a period of time that exists in ALL deals where the rep is most vulnerable!

Oh, and we also talk about what you can do about it.

 

IMPORTANT Deadline . . .

Registration is about to end for Paul Castain's Closers Academy program which launches this Friday, June 1st, at 11:30 am EST!

Here's the deal . . .

Session I (June 1st at 11:30 am EST)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect's hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect's emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (June 8th at 11:30 am EST)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON'T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all "salesy".

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

Go at your own pace!

Join us live on June 1st and June 8th or review the replay at a more convenient time. Do both, I won't tell anyone!

Here’s What You’ll Get . . . 

(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

Webinar Replay (Always Sent Immediately After Each Session)

(2) Sets of Worksheets

Templates

A PDF With 100 Sales Questions For Your Arsenal

What’s The Investment? 

$199

Please click HERE

Hey Sales Managers;

Train your entire sales team on this program (and get a FREE 30 minute call with your sales team) and you pay for only 5 people to attend.

No, that's NOT a typo!

All you have to do is send an email to paul@yoursalesplaybook.com  and let me know that you’d like to take advantage of this offer. I’ll send you an invoice and once payment is received we’ll set up the FREE team call for you and your sales team.

Episode 214 This One Thing Will Help You Stand Out From Your Competitors May 20, 2018

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 at the end of the podcast.

How To Close More Deals

We just announced our new program Paul Castain's Closers Academy.

Here's the plan;

Session I (June 1st at 11:30 am EST)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect's hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect's emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (June 8th at 11:30 am EST)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON'T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all "salesy".

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

Go at your own pace!

Join us live on June 1st and June 8th or review the replay at a more convenient time. Do both, I won't tell anyone!

Here’s What You’ll Get . . . 

(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

Webinar Replay (Always Sent Immediately After Each Session)

(2) Sets of Worksheets

Templates

What’s The Investment? 

$199

Please click HERE to secure your spot.

IMPORTANT Note For Sales Managers . . . 

Train your entire sales team on this program (and get a FREE 30 minute call with your sales team) and you pay for only 5 people to attend.

No, that's NOT a typo!

All you have to do is send an email to paul@yoursalesplaybook.com  and let me know that you’d like to take advantage of this offer. I’ll send you an invoice and once payment is received we’ll set up the FREE team call for you and your sales team

Episode 213 Why We Procrastinate When It Comes To Cold Calling and What Can Be Done About It May 13, 2018

In this week's episode of The Sales Playbook Podcast we talk about the psychology behind WHY we avoid cold calls and;

SEVERAL things you can do to kill procrastination once and for all!

IMPORTANT Deadline . . . 

If you'd like to download our Prospect Like A Pro download, you better do it really soon because the deadline is here.

Otherwise, here's what you're going to miss out on;

• 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
• How to research quickly and efficiently so it doesn’t become your life’s work.
• 33 ways to approach a potential client.
• 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
• Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
• 15 email templates that get opened, read and responded to.
• How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
• How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
• 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
• A 3 step formula for responding to 95% of the objections you get on a regular basis.
• 3 really cool tactics to use when someone asks you to send them information.
• 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Go At Your Own Pace

Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone!

Here’s What You’ll Get . . .

(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!

(2) Sets of worksheets (one for each session)

15 email templates

1 opening statement template

4 voicemail templates

Email access to me to answer any course related questions

What’s The Investment?

$199

Click HERE  to download it NOW!

Episode 212 My Formula For Prospecting For Consistent Prospecting (Even When You're Busy) May 6, 2018

Sometimes prospecting can be a bit of a challenge for us.

We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our appearances.

I have a really simple formula that I've shared many times before but;

Today is going to be different because . . . 

I have a new addition to the formula and;

We're going to take a much deeper dive into HOW you can work it into your prospecting plan!

Think I'm bluffing?

Go ahead and give this week's episode of The Sales Playbook Podcast a listen!

Could Your Prospecting Skills Use A Little Love?

Then I would highly recommend a special prospecting download you can enjoy instantly!

Here’s what we cover;

30 ways to find potential clients who have a higher probability of needing what you sell TODAY.

How to research quickly and efficiently so it doesn’t become your life’s work.

33 ways to approach a potential client.

3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.

Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.

15 email templates that get opened, read and responded to.

How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!

How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.

12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!

A 3 step formula for responding to 95% of the objections you get on a regular basis.

3 really cool tactics to use when someone asks you to send them information.

4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Here’s What You’ll Get . . .

(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!

(2) Sets of worksheets (one for each session)

15 email templates

1 opening statement template

4 voicemail templates

Email access to me to answer any course related questions

Go At Your Own Pace

Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone!

What’s The Investment?

$199

Click HERE  to download it NOW!

Episode 211 The One Thing You Can't EVER Be Afraid Of In Sales April 29, 2018

In this week's episode of The Sales Playbook Podcast I share something that can become a silent killer of sales reps and;

I should know because it almost cost me my business a few years ago!

IMPORTANT Deadline . . .

For those of you who would like to join us for our How To Generate MORE Leads Via LinkedIn webinar, registration is going to be ending shortly.

It all takes place this Thursday, May 3rd, at 11:30 am EST.

Here’s what you’ll GAIN by joining us;

• What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
• How to position yourself apart from your competition.
• How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
• How to create a referral machine . . .Even with people who’ve never bought from you!
• How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
• How to send inmails without paying for a premium membership.
• How to dramatically increase your response rates via LinkedIn.
• How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
• How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

AT THE END OF THIS TRAINING, YOU’LL HAVE THE FRAMEWORK FOR A POWERFUL LEAD GENERATION SYSTEM!

The investment is only $99 and here’s what you’ll get;

(1) 90 Minute Training Session

Worksheets

10 Templates

Email Access To Me to answer any webinar related questions

When?

May 3rd at 11:30 am EST.

How Much?

$99

Please click HERE to reserve your spot and/or to get on the list to receive the webinar replay if you can't join us live!

Episode 210 LinkedIn For The Busy Sales Rep April 22, 2018

There are two really important questions that each of us has asked ourselves with regard to LinkedIn;

Why should I put in the effort?

How do I find the time to make LinkedIn a part of my prospecting plan WITHOUT my other activities suffering?

In this week's episode of The Sales Playbook Podcast, I have plenty of answers for you!

If you found value in this post, join us for our webinar, How To Generate MORE Leads Via LinkedIn, on May 3rd, at 11:30 am EST.

I’m going to show you:

• How to IMMEDIATELY increase your phone appointments right from your LinkedIn network.
• How to create a referral machine . . .Even with people who’ve never bought from you!
• What to say and do, from the moment, you connect with someone. And I’m going to give you 10 templates to make it super easy!
• How to position yourself as an expert without coming across like a tool. You’re welcome!
• How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friend-zone” you!
• How to dramatically increase your response rates via LinkedIn.
• How to approach someone without coming across as salesy.
• How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For

A Powerful Lead Generation System!

Here’s what you’ll get;

(1) 90 Minute Training Session

Worksheets

10 Templates

Email Access To Me to answer any webinar related questions

When?

May 3rd at 11:30 am EST.

How Much?

$99

Please click HERE to reserve your spot and/or to get on the list to receive the webinar replay if you can't join us live!

Episode 209 How To Improve Your Sales Messaging April 8, 2018

What we say and how we say it in sales can make or break our ability to;

Get in front of deals and get those deals across the finish line!

In this week's episode of The Sales Playbook Podcast, I offer 10 ideas to help!

Would You Like My Phone, Email and Messaging Templates?

Then join us our 50 Ways To ROCK Your Cold Calls, Emails, and Sales Messaging webinar on April 19th, at 11:30 am EST!

Here’s what I’m going to share;

• A 4 Step Messaging Framework That Works With Emails, Cold Calls, Snail Mail, LinkedIn, Etc
• How To Capture Your Dream Client’s Attention In The First Sentence Of Your Emails, Cold Calls and Voicemails
• My 5 BEST Sales Email Templates
• How To Create A Really Effective Phone Script WITHOUT Sounding Scripted. I’m Also Going To Send You The Template.
• How To Use “Potato Chips” In Your Messaging To Make The Recipient Hungry For More
• 12 Tactics That Reduce Doubt, Skepticism, and Objections
• How To Create A Very Different “Call To Action” In Your Emails, Cold Calls and Sales Messaging.
• 4 Voicemails (With Templates) That Will Help You Stand Out
• How To Create A Prospecting Cadence That Mixes Phone, Email, LinkedIn, Snail Mail, Etc.

When?

April 19th at 11:30 am EST

What Do You Get?

(1) 90 Minute Webinar

Worksheets

Webinar Replay In Case You Can’t Join Us Live or You’d Like To Review Again

5 Email Templates

1 Phone Template

4 Voicemail Templates

How Much?

$99

Please click HERE to reserve your spot and/or to receive the webinar replay if you can’t join us live.

Episode 208 How To Be MORE Productive With Your Sales Activities March 25, 2018

In an ideal world, you and I would get to everything we're supposed to be doing in sales to be successful.

Instead, many of us have experienced a sense that we "Can't get to it all" or "There aren't enough hours in the day" or even;

Working WAAAAAYYYYY too many additional hours to try and get it all done.

Today, I have a simple mindset shift for you (and several tips that are super easy to apply)

This is the podcast you absolutely MUST make the time to listen to and then take the time to apply the ideas in your day to day.

Maximizing Your Time To Achieve BETTER Results

There’s nothing worse than ending the day and feeling like you accomplished NOTHING!

Actually, I lied, there is something worse . . . having multiple days like that!

Sound familiar?

Meanwhile, little by little, we begin to miss the mark, miss opportunities and our paycheck shows it!

But the minute someone mentions “Time Management” we have visions of time tracking and days that are so regimented we feel like we’re about to overdose on structure!

Not on my watch!

I created a really cool webinar (If I do say so myself) that will help you take BETTER control of your day to day.

It all takes place on April 5th, at 11:30 am, and if you don’t have time to join us(I mean how f*cked up is that considering this is a time management webinar?) I’ll even send you the replay.

Here’s what we’re going to discuss;

• The 3 things that MUST dominate your calendar. We’ll talk about how to get them on your calendar, and most importantly, KEEP them on your calendar.
• The one thing that steals 25% of a sales rep’s time and how YOU can steal it back!
• How to instantly become MORE productive WITHOUT adding more hours to your day.
• How to get MORE prospecting time on your calendar WITHOUT adding more hours to your day.
• How to blow off unnecessary meetings WITHOUT being a jerk.
• How to use drive time/travel time to your advantage.
• The 3 sales activities you can easily automate to save tons of time.

When?

April 5th at 11:30 am EST.

What Do You Get?

(1) 90 Minute Webinar

Worksheets

Webinar Replay

Bonus PDF With Additional Content, Exercises, Etc.

How Much?

$99 and let’s be honest;

You spend WAY more than that when time manages you instead of YOU managing your time!

Please click HERE to reserve your spot BEFORE you get too busy to attend a time management webinar

Episode 207 How To Have A More Effective Prospecting Dialogue March 11, 2018

We all know that the vast majority of our calls and emails end in a less than desirable result.

We typically deleted, disregarded and told "NO" but;

What if we could shift the odds in our favor by making a few really small changes to our opening statement?

In this week's episode of The Sales Playbook Podcast, I share a few really simple things you can do, IMMEDIATELY that will make a big difference in the results you've been getting!

WANT TO REALLY SET YOURSELF APART?

People absolutely buy difference and;

Communicating that “difference” in a COMPELLING way will make the difference between getting in front of more opportunities and being frustrated because nobody is saying "YES" to you!

We’re going to be talking about this, a lot, during Castain's Prospecting Playbook webinar on March 23rd, at 11:30 am EST.

Here’s what you’ll gain by joining us;

• 25 Ways To Find The Business Everyone Misses
• 5 Creative Ways To Get A Potential Client’s Attention
• A 4 Step Messaging Framework That Will Set You Apart
• The One Sentence That Gets A Potential Client’s Attention IMMEDIATELY
• 5 Ways To Get Someone’s Attention By Using Snail Mail
• 5 Email Templates That Get Opened, Read and Responded To
• The Phone Template My Coaching Clients Have Been Using To Generate MORE Appointments
• How To Handle Stalls and Objections.

Here’s What You’ll Get;

(1) 90 Minute Webinar

Worksheets

Webinar Replay

(5) Email Templates That Get Opened, Read and Responded To

(1) Phone Template

Access To A Secret Resource Page

Email Access To Me To Answer Any Webinar Related Questions

When?

March 23rd at 11:30 am EST

How Much?

$99

Please click HERE to reserve your spot!

Episode 206 Email Tactics That Are Old, Tired, and Make You Sound Needy March 4, 2018

In this week's episode of The Sales Playbook Podcast I share 3 email tactics that WAAAAYYYYYY too many sales reps are embracing that;

Have been beaten to death by those who approached that decision maker before you and;

These tactics also have a way of making you sound NEEDY!

And you'll be happy to know that this isn't some kind of rant with no actual "try this approach instead" substance.

I offer several tips you can easily apply to dramatically change your email approach.

 20 EMAILS (WITH TEMPLATES) THAT GET OPENED, READ, & RESPONDED TO!

I’m going to be sharing 20 Sales Email Templates and 70 Tips during our 70 Ways To ROCK Your Sales Emails webinar.

Sign up to gain access to . . .

• 30 ways to find potential clients who are 400% more likely to buy NOW!
• 4 ways to get email addresses WITHOUT spending a dime on email lists.
• 20 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates so you can begin using them immediately!
• 12 subject line mistakes that you need to avoid. Keep making them and you’re hosed!
• 12 BETTER subject lines that get your email read.
• 12 ways to head off skepticism, doubt and objections.
• One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
• A really simple, 4 step messaging framework that gets results.
• 2 Psychological techniques that work like a charm!
• How to dramatically increase your response rate

When?

Thursday, March 8th, at 11:30 am EST.

Here’s What You Get . . .

Worksheets

(1) 90 minute training session

Replay Of The Webinar (In case you can’t join us live (or even dead) or you’d like to review the training again)

20 Email Templates

Investment: $99

If you’re ready to seriously kick your email skills up a notch, you won’t want to miss this important training!

Click HERE to reserve your spot!