Sales tips for the aspiring rock star!
Episodes
Wednesday Mar 06, 2013
Wednesday Mar 06, 2013
My apologies for the grim topic but you and I need to have a little talk. I came across something today, that made me stop and think. Please take 3 minutes, right now and have a listen. It might offer a little perspective and get you thinking about your life differently.
Saturday Feb 16, 2013
Saturday Feb 16, 2013
You’ve just finished a meeting with a prospect . . .
Now What?
What do you do?
What are your next steps?
Today . . . we’re going to go there!
Here’s What You’ll Gain By Listening Today . . .
A question that everyone managing a sales team needs to ask in their next sales meeting. Yep, something you can actually talk about without reviewing “Mary’s numbers” and other outer body experience inducing activities.
6 questions you should ask IMMEDIATELY after your appointment.
Someone you might want to call right after your meeting.
3 things you need to send your prospect and more importantly . . . why!
How to get your prospect emotionally charged up enough to move them off of the fence of indifference.
Something you need to approach your prospect with between meetings.
Why “Homework” is essential to the courtship.
Additional Resources To Support Today’s Podcast . . .
1) I mention how I write certain things down in my journal. For more information on how you can keep a journal, click here.
2) I like to use “blank cards” when writing “Thank You’s”.
3) Believe it or not, a “thank you” actually saved my rear end. Check it out here.
4) To join our sales community on Facebook, please click here and be sure to “like” the page so you can continue to get updates and interact with us!
5) To join our Sales Playbook group on LinkedIn, please click here.
I could really use your help . . .
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
Saturday Feb 09, 2013
Saturday Feb 09, 2013
There was a time when I had no use for the term “Personal Branding”.
Truth be told, I thought it was yet another one of those “let’s beat this to death phrases” like “I’m a consultant” and “value added” until . . .
I had something happen to me back in 2008 that made me wake up start my “Castain 2.0” journey.
This week, we’re going to talk about lots of things you can do, right now, to create a more memorable brand and one more thing . . .
Your competitor loves it when you think this branding stuff is a marketing problem.
Here’s What You’ll Gain By Listening Today . . .
How to get inside your prospect’s head and understand them like no one else can.
The 20-25 questions you must be able to answer
The importance of creating and/or curating content
The importance of having a “main thing” and a really cool question you can ask yourself to help define it!
Why you must “show up” regularly
Why repetition is the mother of brand
The 6 judgments of brand (in other words . . . 6 ways YOU will be judged)
Additional Resources To Support Today’s Podcast . . .
1) My “Castain 2.0” journey explained.
2) How you might be “Dis’n” your brand.
3) The importance of “showing up”.
4) Is your brand a “Bitchin Kitchen”?
5) Your brand and the “stages” you build.
7) At the end of the podcast I mention our upcoming, online sales management course. Details here.
Finally, 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
Sunday Jan 27, 2013
Sunday Jan 27, 2013
As good as we’d all like to think we are, we miss opportunities and leave the proverbial “money on the table”. Not a great place to be for an aspiring sales rock star and that’s why I have 5 ideas to get you thinking (and even rethinking) your approach.
Here’s what you’ll learn during today’s podcast . . .
A place none of us like to look and if by chance we look there, we’re not realistic about it.
3 things that you must become obsessed with in order to maximize your opportunities.
A really simple question to ask yourself as you plan your week and another one to ask yourself as you embrace your day to day sales activities.
Something dangerous that happens with your clients and how you can stop it.
A structure you can use when visiting your accounts to maximize opportunities.
A simple framework that I call “The 98/2” rule
A reminder about your “Acres Of Diamonds”
How to know where the “money is” right now, as you hunt business.
A radical concept that completely contradicts everything you where taught about hunting opportunities.
Two ideas for sales meetings so you and your team can brainstorm 2 really cool revenue generating ideas.
Someone you should consider targeting as a point of entry in the businesses you hunt.
And If That Doesn’t Do It For You . . .
I give away something, really cool . . . No strings attached!
Additional Resources To Support Today’s Podcast . . .
1) The 75 Qualities Of Sales Rock Stars.
2) How to avoid becoming a “Pigeonholed Vendor”!
3) There’s a 2 part, on demand webinar I did called How To Bring In More Business.
4) I mention a whole page of free resources on my website that you can access by clicking here. You're welcome.
5) I mention our growing Facebook community and would love for you to join us. Please click here to join 1600 of your peers!
6) Join 33,000 of your peers in our Linkedin community by clicking here.
7) Subscribe to this podcast on iTunes by clicking here.
Finally, 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
Saturday Jan 19, 2013
Saturday Jan 19, 2013
We often talk about “providing value” “giving value” “offering value” and sprinkle in some “value added” for good measure.
Meanwhile . . . we could be missing the whole point!
This week, we’re tackle 5 things that you need to understand when it comes to value!
Here’s what you’ll learn during today’s podcast . . .
Where and when an obsession with price, price objections and negotiations can enter the picture in sales.
How most people misunderstand what’s truly valuable and a questioning sequence that will help you assess value.
One easy to use question to help you and your prospect get to a value discussion quicker.
A really cool formula for creating value.
How you can, and why you must “connect the dots” for your clients/prospects when it comes to value.
How value can be missed and forgotten.
Why waiting to offer a “value added” experience might be too late and how you can front end that bad boy.
Additional Resources To Support Today’s Podcast . . .
1) How to use stop, start and continue questions.
2) One easy to use question at the beginning of your meetings.
3) How to position yourself as a resource (another way of adding value)
4) Join 32,000 of your peers in our Linkedin community by clicking here.
5) Join 1600 of your peers in our Facebook community by clicking here.
6) Subscribe to this podcast on iTunes by clicking here.
Finally, 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
Saturday Jan 12, 2013
Saturday Jan 12, 2013
Lots of people avoid journaling because either they think its some warm, fuzzy “Dear Diary, I met a boy in study hall today” type of nonsense or they simply don’t know what they would journal about.
Today . . . we’re going there!
Here’s what you’ll learn during today’s podcast . . .
3 Reasons why you should journal!
What type of journal you should keep.
Why I think journals need to be written and not typed.
5 different ways I use my journal.
How you can use technology to complement your journaling
Additional Resources To Support Today’s Podcast . . .
1) Don’t use some crappy, $1.00 spiral notebook. Splurge on one of these $12.00 ones from Staples.
2) 50 Way Cool Ways For You To Rock Your Journal. This will keep you out of trouble for like a year with your journal . . . You're welcome!
3) Download the free Evernote app here.
4) Download the free Dragon Dictation app here.
5) Join 32,000 of your peers in our Linkedin community by clicking here.
6) Join 1600 of your peers in our Facebook community by clicking here.
7) Subscribe to this podcast on iTunes by clicking here.
Finally, 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
Sunday Jan 06, 2013
Sunday Jan 06, 2013
First and foremost . . .An all caps HAPPY NEW YEAR to you!
For those of you who set new goals this time of year, there are some things we forget about that I’d like to call your attention to.
They are subtle little things that can make a huge difference in your output and as a bonus . . . a huge difference in your overall happiness.
Here’s what you’ll learn during today’s podcast . . .
Some things that might be weighing you down in your journey and how to remove them.
Something most people forget about that can lead to a much higher level of overall happiness.
A lesson I learned from abandoning the guitar and then getting back to it a few years ago.
Why you must “Respect Yourself” this year
How the average person has all these thoughts each and every day and yet never takes the time to corral their thoughts into something really productive.
The importance of visual reminders (beyond those that might be on your vision board)
Why journaling is so important and some basic things to get you started.
5 types of people/resources that will expedite your success journey
Additional Resources To Support Today’s Podcast . . .
1) You might be lacking a little bit of R.E.S.P.E.C.T. Click here to see how.
2) Give yourself A Selfish Gift?
3) How to embrace a different kind of thinking.
4) I often talk about journaling . . . here are 50 Ways For You To Rock Your Journal!
6) I mention the upcoming Playbook For A Successful Year webinar. Please click here for details.
7) I mention our upcoming Castain’s Sales School Program. Please click here for details.
Finally, 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
Sunday Dec 09, 2012
Sunday Dec 09, 2012
There are mucho opportunities that are missed this time of year with both clients and prospects and even coworkers believe it or not.
This week, I have 7 tips to help you with your sales efforts and at the very least . . . stand out!
Here’s what you’ll learn during today’s podcast . . .
A holiday mindset that goes beyond all the warm fuzzy stuff. It’s a mindset that’s quite profitable and one that will open your eyes to missed opportunities!
Something that’s non negotiable with your holiday cards.
A creative thing you can do that costs nothing and helps you stand out big time.
I wouldn’t be me if I didn’t (once again) remind you of the importance of sending emails during the holidays.
Something you can do with a little bit of candy and something you can buy at the dollar store.
Why and how to get “personal” during the holidays.
A group of people that you might be forgetting in your holiday appreciation efforts.
Additional Resources To Support Today’s Podcast . . .
1) Jamie McClennan from The Seibel Group sends this cool holiday card to his clients and friends.
2) Rich Filar from GN ReSound did this simple homemade video for his clients. They even through in a holiday sweater contest!
3) 4 reasons why you should email during the holidays!
4) Here’s how one sales rock star (Fant Smith) shows appreciation.
5) Our January Sales School is now open for enrollments. Click here to begin the new year on top of your game!
Finally, 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
Sunday Dec 02, 2012
Sunday Dec 02, 2012
I was talking with yet another person in my network who feels that good old fashioned human relations skills have diminished amongst business people today.
Before you think we’re taking a trip to “Negative Town” today, this is actually a huge opportunity for those who are willing to get back to basics.
Today, we’re gonna go there girlfriend, but with a twist . . .
How about marrying in some human relations skills with our email, social networking and online activities?
What if I told you, its simple to do, costs like no money and you get to stand out in a see of people missing these opportunities big time?
Here’s what you’ll learn during today’s podcast . . .
Some cool things about names and one mistake that irritates people to no end when you make it!
A conversational and listening tip that will help you bond with people quicker than you could ever imagine!
How a dude in an airport made me realize that Uncle Paul was becoming “That guy”.
How you can make others look like rock stars and enhance your value to your network big time!
The importance of “Thank You” and how some lady went off about how people shouldn’t say “thank you” on Twitter.
How I surprised my clients recently with an unexpected “Thank You”!
Additional Resources To Support Today’s Podcast . . .
1) Do you take Assumptive Name Privileges?
2) People have a need to be heard!
3) My friend Kevin Keane really knows how to make his community look like rock stars on Facebook. Click here to see how Kevin does it!
4) The Thank You Challenge.
5) Join 32,000 of your sales peers in the Sales Playbook group on LinkedIn.
6) Join 1500 of your sales peers in the Sales Playbook community on Facebook.
Finally, 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
Sunday Nov 18, 2012
Sunday Nov 18, 2012
Come on . . . this is a real timely topic and you know it! Clients and prospects are taking time off. Clients and prospects mentally checking out and . . . You might be mentally checking out too! Why? Because you might have convinced yourself that nothing is going to get done this week. EPIC mistake!