Sales tips for the aspiring rock star!
Episodes
Tuesday Jul 29, 2014
Tuesday Jul 29, 2014
I thought it might be useful to dissect a recent attempt by a sales rep to sell me advertising on one of the social networks.
And don't worry, I don't name names nor do I attack it in a way to make someone feel like an idiot.
Instead . . .
I talk about some serious mistakes that were made and then offer you a few better ideas that I feel would have been more effective.
I also offer something really cool that only those who actually listen to the podcast will get to cash in on!
Tuesday Jul 22, 2014
Tuesday Jul 22, 2014
Today is a rather special day for me because I just crossed an important milestone . . .
The 100th episode of The Sales Playbook Podcast!
Truth be told, it's also important because it also marks the return of the podcast after a 6 month break.
During this time I had some time to reflect on some major changes I've been meaning to make and I'm quite confident that you're going to love them going forward!
For starters, many of you have asked how you can get your hands on ALL 100 of these episodes so little by little, I'll be archiving them, right here on the website and you can access them by either clicking here or clicking the Podcast tab on the home page.
We're also going to be changing the format of the show for some of the episodes each month. Not going to give it away here, because the lazy ones will just read it and won't take the time to actually listen to the episode.
Before you go ahead and give Episode 100 a listen, I want you to know that when I started the podcast back in 2010 I was scared to death of moving outside of the comfort zone of my blog.
I'm really glad that I faced my fear and went for it anyway. It's helped 10's of thousands of people, it's helped me to grow and it's brought me a tremendous amount of business as a bonus!
And speaking of making money . . . When I started this podcast back in 2010, I had no plans on launching a business. A year later I had a bit of a "tap on the shoulder" and decided to leave my job as a Vice President to launch Castain Training Systems. Reason #1000 why we need to "build our army before we need it"!
Wednesday Jan 29, 2014
Wednesday Jan 29, 2014
I’ve been getting a lot of emails lately asking me how to handle a situation where a prospect/client wants to negotiate a lower price.
This week, I’m going to offer the best negotiating advice
ever . . .
Don’t.
Yep . . . Don’t negotiate and better yet you’ll want to
do some things on the front end to reduce the probability of ever having to
negotiate.
Here’s
What You’ll Gain By Listening Today . . .
I’ll share the philosophies behind why I absolutely won’t
budge on my pricing and how this philosophy can help you big time!
I’ll share, word for word, what I say to someone who
wants me to lower my price and then . . .
We’re going to talk about several things that I do (and
you can do too) on the front end to reduce the probability of a “let’s make a
deal by you lowering your price” discussion.
Resources
Mentioned In This Week’s Podcast . . .
1) 3
Reasons Why I Absolutely WON’T Negotiate!
2) 3
Bad Sales Lessons Courtesy Of T-Mobile.
3) You’re
Kidding Yourself If You Think A Buyer Won’t Do This.
4) 10
Things That Great Questions Do.
5) How
To Become More Believable To Your Prospects!
6) At the end of the podcast I mention my Sales Lessons program. Here’s the link to the info I promised.
Are you diggin The Sales Playbook Podcast?
If you’ve been loving, what you’ve been hearing on The Sales
Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review
. . . You’d make this aspiring sales rock star’s day!
Instructions on how to write a review on iTunes:
Step 1
Click on this
link
Step 2 Look to the left and there’s a
button that says “view in iTunes” click it.
Step 3 Scroll down to where it says
“customer reviews” Directly under that it says “write a review”
Step 4 Write an awesome review for your
Uncle Paul
Monday Jan 20, 2014
Monday Jan 20, 2014
When I first started on the social networks in 2008, I struggled with two major things.
1) The “We’ve
connected, now what do we do” thing. What do you say? What do you do? And . . .
2) How
can I transition this virtual “friend” off of my computer screen to real time
as in a phone call or face to face meeting. Oh, and without making the whole
thing reek of a sales pitch or having everything get weird!
This week, I really want you to take notes because I’m
going to lay out a good part of the process I’ve used to not only created
stronger connections, it’s the same process I used to launch my business in
2011.
By the way, when I launched my business in 2011, I had
no pipeline. I started from scratch and (thanks to this process) launched with
30 coaching clients
and about a dozen or so corporate training
clients.
Here’s
What You’ll Learn By Listening Today . . .
2 things you must do the moment you connect with someone.
These two things will help you stand out and increase the probability of
expediting that whole “know, like and trust” thing. You do understand that
there’s a lot riding on that. Right? If you don’t agree with that, this is a
great place for you to stop so you have more time to make 300 calls a week to
strangers who love dismissing you like the hired help!
How you can create at least 4-5 very different types of
status updates to help you stand out and demonstrate your expertise without
spewing a bunch of “stuff”.
A really simple thing you can do, right now, with other
people’s status updates that will position you apart from 99% of their other
connections.
An email you absolutely must send out on a monthly basis
to help you position yourself as a resource. Note: I didn’t say “Position yourself as a tool trying to spam your
network”
A very specific email that needs to go out to your
LinkedIn network twice a year.
Once
you’ve laid that groundwork, I show you how . . .
You can easily increase your phone appointments by at
least 3 a week and I even share a free 17 page report taking you step by step
(what to say to transition to an appointment, how to prepare, what to say once
you’re on the phone with them to keep it from sounding like you trapped them
into a pitch etc) You’re welcome!
Resources
Mentioned In This Week’s Podcast . . .
1) We’ve
Connected On A Social Network . . . Now What?
2) How To
Add Value To Your Network!
3) A Really Cool Way To Save Time By Pre
Populating Some Of Your Status Updates. Special thanks to Richie DeMarco for
telling me about this.
4) How
To Create Helpful Status Updates And Stand Out In The Process
5) My
90 Page Social Networking Workbook. This one isn’t free. I know, God forbid
the dude tries to pay the bills. Bastard!
6) 17
page report on How You Can Generate At Least 3 Additional Phone
Appointments Each Week Via Your Social Network.
7) Registration for our January 22 online sales
program ends this Tuesday, January 21st at 6:00 pm EST! Click here for details and to reserve your spot!
Sunday Jan 12, 2014
Sunday Jan 12, 2014
Today, I get to play marriage counselor to all you sales reps and sales managers because quite frankly, things might need to change!
I tackle 3 areas where you both might have to grow up,
start showing up or just give up and suffer the consequences of a crap
relationship!
If you’re a sales rep . . . I’d like for you to listen to
this, take notes, take action and then forward it to your manager.
If you manage a sales team . . . listen, take notes, take
action and then forward to your sales team
Then stop pointing the finger and get down to the business of working together!
You’re welcome . . . Group hugs available after today’s free audio sales lesson!
Resources
Mentioned In This Week’s Podcast . . .
1) You
Can’t Lead A Team From Behind Your Desk
2) How To
Master A Joint Sales Call
3) Registration for our January 22 online sales
program ends in 1 week! Click here for details and to reserve your spot!
Monday Jan 06, 2014
Monday Jan 06, 2014
I’m coming off of a record year at Castain Training Systems but
still, I’m a rather superstitious dude.
I know, that through a variety of circumstances, I could
lose business this year and even if I was this superhuman type of sales rep,
who never lost an ounce of business, I’m also one who wants to continue to
outperform myself.
I want to sell more this year and (hopefully) that is
something you and I have in common so;
I decided to dedicate this week’s free audio sales lesson to some things, that are actually right under your nose that WILL absolutely help you sell more this year.
Here’s
What You’ll Gain By Listening Today . . .
You’ll learn something that up until now, I’ve only
shared with my customers and it’s called an “11:30 Plan” You’re welcome!
We’ll cover something that you absolutely must do with
regard to hunting new business. It isn’t negotiable either!
We’ll talk about a powerful trick I learned from a sales “newb”
who had like 3 weeks of sales experience. No joke . . . school was seriously in
session for me on this one!
One simple thing, that most sales people refuse to do
that will allow you stand out, be less boring and keep it really amusing for
you (without coming across as a tool in the process)
We’ll discuss (not really because I’ll be talking to you
and can’t hear you if you're crazy enough to talk back) why and how your sales efforts need to “smile” at each
other.
A different way to utilize a “V.I.T.O” letter.
Resources
That Support This Week’s Podcast . . .
2) This Will
Stop You 56 Times A Day
3) Time
Management For The Aspiring Sales Rock Star!
4) Nobody
Cares What You “Prefer”
5) Our
New Sales Training Course Launches On January 22nd! Click here for
details and to reserve your spot!
Sunday Dec 01, 2013
Sunday Dec 01, 2013
If there’s one thing we sales folk are guilty of it’s telling people (ourselves too) that we know something and yet . . .
We aren’t doing that which we are so quick to say “I know!”
Today’s gentle kick in the ass comes to you courtesy of
your Uncle Paul!
Here’s
What You’ll Gain By Listening Today . . .
2 things you’re not requesting enough of.
1 thing you aren’t mailing enough of and 4 groups of
people you might be missing.
Something most sales people do only after all the other “stuff”
gets done and even then, it’s usually put off
until it’s too late.
A really important thing you need to do so you don’t
embrace that God awful “Calling to check in” thing!
Something about our attitude most people aren’t even
aware of.
Something you always tell people you don’t have time to
do and your failure to do this one thing is actually something that holds you
back from greater success.
Something critical and although absolutely free . . . your ego will stop you from doing!
Are
you diggin The Sales Playbook Podcast?
If you’ve been loving,
what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes,
leave us a 5 star rating and a review . . . You’d make this aspiring sales rock
star’s day!
Instructions
on how to write a review on iTunes:
Step 1 Click on this
link
Step 2 Look to the
left and there’s a button that says “view in iTunes” click it.
Step 3 Scroll down
to where it says “customer reviews” Directly under that it says “write
a review”
Step 4 Write an awesome review for your
Uncle Paul
Monday Nov 25, 2013
Monday Nov 25, 2013
Starting this week, here in the U.S. it’s going to start to get a bit more challenging.
Prospects begin to mentally “check out” and,
unfortunately, so will many sales reps.
I thought the timing might be right to offer some ideas
to help you navigate through the holidays!
Here’s
What You’ll Gain By Listening Today . . .
A few tough questions that you’re going to need to ask
yourself!
A decision that you need to make that many sales people
WON’T make this holiday season!
How to get your arms around that “call me back after the
holidays” stall.
Something that you absolutely MUST take full advantage of
and even leverage during the holidays!
Why year end promotions might work against you and a better
alternative for you to consider.
How to utilize a “holiday sales mix” as well as mapping
an effective holiday communication plan.
4 emails you MUST send during the holiday season and you better hurry because 2 of them need to be sent within the next few days.
Resources
Mentioned In This Week’s Podcast . . .
1) I
mention a blog post I did recently on a holiday stall many of your prospects
will cling to. Click
here to check it out!
2) How
To Get Responses On Holiday Weekends
3) Creating A More Thorough And Consistent
Prospecting Plan.
4) At
the end of the podcast I mention the deadline for the nifty $50 early registration
discount on our upcoming, online sales program. Please click here for
details. If you are looking to enroll 2 or more, email me directly for
discounted rates paul@yoursalesplaybook.com
You’ll want to do this soon because the discount goes away on December 2nd!
Tuesday Nov 12, 2013
Tuesday Nov 12, 2013
Sometimes we hear and say things so often in sales, that quite frankly, we really are saying it more than “owning” it.
Like that whole “People do business with people they
know, like and trust” thing.
It makes sense.
Might even illicit an immediate, AMEN from the aspiring
sales rock star but . . .
How do you attract a prospect who knows, likes and trusts
you?
Today . . . we’re going there!
Here’s
What You’ll Gain By Listening Today . . .
A lesson from every personal relationship you have today.
A cool way to “map” your communication for messaging that’s
more impactful.
How most buyers tend to get to know you today.
How you might want to add social networking to your
calling strategy for a more effective sales mix!
How to watch for and leverage a little something,
something called “social clues”.
One surefire way to be more likeable without selling out
and being a fake.
The 6 ways people judge you.
How to demonstrate your expertise and become more
trustworthy in the process
Tuesday Oct 29, 2013