The Sales Playbook Podcast

Episode 58 What To Do When Your Call Isn't Returned September 2 2012

In this week's podcast we tackle something that quite frankly, bothers the heck out of lots of sales people. I'm talking about . . . The Call That Isn't Returned and I'm also talking about its plural form . . . The Calls That Aren't Returned but . . . It's important that we all approach this from the same perspective so please allow me to provide a context for this. I'm not talking about the call(s) that aren't returned after you've met with someone . . . I'm talking about the calls that aren't returned from that person you are trying to get a damn appointment with.

Items Mentioned In This Podcast Include

1)  Linkedin discussion (on this very topic) in my Sales Playbook group. Here's a link to that discussion. 2) I refer to something that I call "Call Back Entitlement Syndrome". Here's the post I mentioned 3) "Meticulous Pre Call Planning" and "Communication Mapping" are just 2 of the more than 100+ tips and strategies I teach in my Sales Camp Program. For details click here. 4) Link to "Sales Mix" Podcast can be found by clicking here. FYI I sound like I'm on helium in this episode and I have no logical explanation to offer. :) 5) Link to "Your Cold Call Is Lonely" post is right here my link clicking brother from another mother! 6) I mention a way cool e-Book on creative ways you can prospect. Click here to snatch  your free copy! Who loves you guys more than me? 7) Sign up for our podcast on iTunes by clicking here.

I could use a really huge favor . . .

If you find value in my podcast, would you please go to iTunes and give it a great rating and leave a comment in the Customer Review section as well? It would sure help us bring things to the next level. Click here if you want to hook a brother up! Once you click on the link, select the option to view in iTunes so you can rate the podcast . . . Thanks in Advance.

Episode 57 Moonlighting For Future Success August 26 2012

Whether you know that you will be making a job change or starting your own business or you think you’re in a “Till death do us part” relationship, you need to listen to today’s podcast because . . .

We’re going to talk about . . .

How, When and Why you need to do this.

I see so many people who wait until its like the 11^th hour to build their online presence and quite frankly, it comes across really bad as if

“I’ll show up now that I need something from everyone”

Not bueno and not good for your overall brand!

Here’s what we’ll cover . . .

Why you absolutely MUST do this

Some specific things that you can do, right now, that will enable you to stand out

How you can use technology to buy you some time

How you can create a status update that will demonstrate your expertise

And most of all . . .

How you can raise your army long before you go into battle.

Oh, and as many of you know, I don’t do a second take, that’s why you hear me say “Sunday, August 25^th” when we both know it’s the 26^th. I do stuff like this from time to time to remind you that I’m human and willing to come at cha without a bunch of production and polish.

Episode 56 How To Keep Your Prospects From Going Silent

We’ve all been there . . .

A good prospect meeting with gusts of great and then . . . A whole lot of nothing! No response to calls, emails and you’re in limbo! What’s an aspiring sales rock star to do? How about changing up some things on the front end to lower the probability of the silent prospect? Today, I have 5 things you can immediately apply to your next meeting to help keep the momentum going! Things like a very specific question you need to ask as you set your appointment with the prospect A question you need to ask and then work backwards A very specific thing I want you to say to keep them from disappearing A very specific thing I want you to do to gain commitment without any of that 1970's Monkey Style Kung Fu closing crap. Sound like a reasonable plan for our time together this week. Hope so because I'm sure as heck not going to rerecord this  :)

Episode 55 How I Came Back From Failure August 5 2012

I though it was time for me to tell my story (complete with specifics) of how I made my come back after suffering a horrific failure.

Episode 54 The 1 Question That Might Rule Them All July 29 2012

This one question might throw you off guard. There's nothing sophisticated or glamorous about it and yet . . . It can impact your business big time. In order to get the full benefit of this question, it needs to be asked of several people in your business and guess what? It all starts with you! I hope I intrigued you enough so you'll at least invest the 18 minutes in the podcast!

Episode 53 Rethinking Your Customer Touch Points July 22 2011

When was the last time you took the time to seriously look at each customer touch point in your organization and just for the heck of it . . . When was the last time you looked at things as if you were your customer at every phase of the sales cycle? Sadly, if you're like most people . . . it was long ago and far away in the land of "I can't remember when". Today . . . we're gonna go there girlfriend and it all begins with a little story of how a group of people wowed me during my son's college orientation. I know, "How the heck are you going to tie that one into sales Castain?" . . . don't worry . . . I got this one under control!

Episode 52 Expediting Your Memorability July 8 2012

There's a sales study that has been butchered so many different ways that its hard to know what's real and what isn't. There's one interpretation of the study that would lead you to believe that it takes 7 "touches" to make a sale. There's another interpretation of the study that would lead you to believe that it takes 7 touches just to get the appointment. I offer a third, more up to date translation of this notion of "7" complete with several suggestions to help you expedite the process! Things have changed folks and its time we adapt to a radically different sales landscape!

Episode 51The Quality That Sustains A Sales Rock Star July 1 2012

By far one of the coolest things about my job is that I get to conduct best practices studies for organizations.

The purpose of these studies is to flag the qualities of their sales rock stars and then create a series of repeatable steps to roll out for the rest of the sales force.

There is one quality that I see time and time again that I believe is critical to their success and today I’m going share it but . . .

Don’t you dare dismiss it because of its simplicity in fact . . .

Pay attention to how you react to it when I share it with you. Your reaction might very well underscore the entire point of today’s podcast.

Episode 50 7 Ways To Train On A Shoestring June 17 2012

In this week’s podcast, we talk about 7 ways you can train for little to no money but first we dive head first into 3 areas of “Stinkin Thinkin” when it comes to training.

I don’t need to train . . . I know my stuff. Actually you do need to train, we all do.

No time . . . With 3 kids and a business that takes me all over the US I certainly understand that one but . . . perhaps we need to find the time? I think you’re worth it!

No Money. Don’t even get me started on how much I know about this one. Been there, done that and its an awful feeling. I just think it’s a shame that many of us have invested in strange companies through our 401k’s and the stock market and yet we aren’t willing to invest in ourselves.

Even so, this podcast will show you a few really easy and really inexpensive ways you can in fact . . . Train on a shoestring!

5 Ways You Can Benefit From Twitter

Twitter is one of those social networking platforms that you love, you “don’t get” or you just sort of go through the motions!

No matter where you are on that whacky continuum, there are multiple benefits to be had on Twitter . . . so guess what?

Today We’re Going There!

In this week’s podcast we’ll explore 5 of these and I promise you that even if you’re fully onboard with Twitter, these are things you’ll want to take note of!

Note: At the end of the podcast, I mention our upcoming Twitter webinar Twitter For The Aspiring Rock Star. For more details, click here!

I have some awesome content lined up for you if you scroll down and listen via the handy dandy podcast player. If you’re short on time then how about clicking on the link underneath the podcast player so you can download it. This way I can be your educational co pilot this week and you can use your drive time for some free learning!