The Sales Playbook Podcast

You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you! If you’re like many other sales reps, your primary weapon is the phone but calling over and over in hopes of either making it a numbers game or wearing someone down might be limiting you! Today, we’re going to talk about 3 very specific thoughts on how you can increase your probability of getting noticed. Here’s What You’ll Gain By Listening Today . . . A sales question you need to reject every time you think about it! Several ways you can use creativity as a way to get in a door but more importantly WHY the creative act might underscore something your prospect is actually looking for in their business. An important question you need to ask yourself today (as in pause the podcast and ask yourself dude) Oh, and sales managers, you need to ask this question in your next sales meeting. It might dramatically change your results! Something you can do immediately after getting off the phone with a prospect that will make you stand out from %99.9% of your competitors unless 100% of your competitors listen to today’s podcast and do what I suggest. Then you’re pretty much screwed! Several specific examples of how I leverage things from my social network to stand out with my prospects. They’re super easy to do and don’t require mucho time to implement! Additional Resources To Support Today’s Podcast . . . 1) Free e-Book with 35 Ways To Prospect More Creatively! 2) How you can use “Blank Cards” to help your sales efforts. Also, if you would like for me to mail one to you so you can see it for yourself, email me paul@yoursalesplaybook.com and make sure you include your address. 3) How you can make money from people who love to complain on Twitter. Click here. 4) How to create value for your network and stand out in the process. 5) I mention our upcoming online sales program. Details 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 Pau

Our ability to ask awesome questions can make or break the deals we work so hard to get in front of! That shouldn’t shock you, in fact, I wouldn’t blame you if you responded to that with a “DUH!” (all caps too) complete with an eye roll,  but . . . Having said that, most people make a ton of mistakes when it comes to questions and the “Determining Needs” step. If you are making these mistakes, I can pretty much guarantee you that you are losing deals! That’s why we need to go there girlfriend! Here’s What You’ll Learn In Today’s Session . . . 1) How to seriously challenge the questions you’re asking now and bring them up like 700 notches by doing one simple exercise. Actually, that’s not completely true because I also mention something else you can do that will bring it up to like 800 notches. Its like that amp in Spinal Tap that goes to “11”! 2) Why focusing exclusively on “Pain Points” is limiting you and how to correct that bad boy right quick! 3) How to identify your prospect’s “Hot Button” immediately! You do understand that they don’t have all day to play “20 Questions” right? 4) Why asking one type of question will get you into trouble and how asking another type will lead to Jedi Mastery and no, its none of that “open ended” “closed” questions stuff! 5) Why the timing of when you ask your questions is critical. 6) Why focusing on the most vocal person in a meeting is a huge mistake and how to facilitate discussions with EVERYONE on their team. 7) The problem with the sequence of your questions versus the natural flow of your conversation with your prospect(s). 8) Something we forget to do when we race to the next question on our list (besides listening) 9) How your enthusiasm actually can get you into trouble and move the discussion prematurely towards price. 10) How to dig deeper when someone answers your question. 11) A questioning mistake that will give your competitors an edge. Actually, you might be screwed already so you’ll want to do the assignment I offer to get you back on the inside track! 12) One of the biggest benefits you’ll get by asking better questions and quite frankly, most people miss this one completely! At the end of this podcast, I make two announcements . . . Our online sales course is now live and we are accepting enrollments. Details here. The other is a teaser regarding a two day training event I am hosting in Chicago on September 24th and 25th. I will announce the details and share a course outline with everyone mid April. If you’d like to get on my “Tell me more” list, click here and I’ll email you once we officially launch

We spend lots of time in our cars traveling to appointments, airports and if you’re in inside sales . . . the office. That travel time represents an opportunity for you to do some really productive things and this week . . . we’re gonna go there! Here’s What You’ll Gain By Listening Today . . . How you can shift something from your office to the car that makes your office time more productive. How you can use your drive time to get 400 more practice sessions per year. Why you should “spar” in your car. How you can get the equivalent of a 2 year degree by traveling 12,000 miles a year over the next 3 years. How your drive time can be ideal for reducing time wasted with one specific type of person. And a few other things that I throw in as I wander off script Additional Resources To Support Today’s Podcast . . . 1) I mention a really cool website that allows you to convert Youtube videos to MP3’s you can listen to in your car. Click here to check it out. 2) I mention Audible as a great resource for downloading books you can listen to in your car. Click here to learn more. 3) I mention a different kind of “Drive By” here. 4) I mention our online sales course (enrollment now open) Click here to find out more. 5) 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! 6) 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 Pau

Like, you, I have my fears! I have things that I’ve gone out of my way to avoid simply because I was afraid. I was reflecting on this the other day, and thought it might be time for us to have a little heart to heart. I want to share with you, 3 things, I took chances on, that absolutely changed my life for the better but . . . Then I’m going to break it down, into some steps that you can take, right here and now. Here’s What You’ll Gain By Listening Today . . . An easy to ask question when it comes to fear. Why your fears might be nothing more than an internal voice misleading you. I reference several famous stories that contradict things like lack of a college degree, bad economy, past failures etc. How a kazillionth degree black belt (and MMA fighter) changed my perspective on “fear”. A study on why we procrastinate. Additional Resources To Support Today’s Podcast . . . 1) I mention facing my fear of starting a business after a bad medical scare with my wife. Click here. 2) Why you must build things now, before you need them! Click here! 3) “Moonlight” now to build your dream later. 4) How focusing on fear can manifest the very things you’re afraid of. Click here. 5) I mention our upcoming, online sales course at the end of the podcast. Click here for a course outline, pricing options etc. 6) 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! 7) 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 Pau

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.

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 Pau

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. 6) Think before you post. 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 Pau

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 Pau

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 Pau

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 Pau

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! 5) How to hire a sales coach. 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 Pau

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 Pau

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

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! Here’s what you’ll learn during today’s podcast . . . The decision you need to make this week. Actually, the decision you need to make NOW before you begin your week! Where, how and why emails are a good thing during peak vacation/holiday seasons. A really cool (and super easy) social networking strategy that you can do immediately . . . and stand out! How you can get a 24-26% higher open rate and why. A certain type of call you can make that’s productive especially when the decision maker isn’t around. Imagine that! How snail mail can be utilized this week. (note to my printing friends and the US Postal Service: You're Welcome) Additional Resources To Support Today’s Podcast . . . 1)   A trap people fall into during holidays. 2)   3 Ways you can leverage holidays in your “sales mix”. 3)   Meticulous Pre Call Planning. 4)   How you can use blank cards to jolt your business! 5)   Stonehouse Collection has some cool cards you can send. 6)   SendOutCards is a great way for you to send cards during the holiday season. One of our listeners, Julie Hansberry, sells them and you can learn more by clicking here. 7) At the end of the podcast, I mention our community on Linkedin with over 32,000 of your peers. Come "like" us on Facebook too and hang out with over 1500 aspiring sales rock stars! 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 Pau

How To Continually Improve When You’re Crazy Busy There truly aren’t enough hours in the day for us to kick butt, take names or if you’re struggling . . . enough hours to keep your head above water. Things are moving at a crazy pace and yet . . . We absolutely MUST get smarter at what we’re doing. We all buy in to the concept of continually learning but . . . How can we do that and still keep focused on our responsibilities? Today . . . we’re gonna go there! Here’s what you’ll learn during today’s podcast . . . A really sad statistic that suggests that all of us are RUSTING! 7 ways you can continually improve without spending mucho time or any money. One easy to use technique that will have you realizing lessons that you were dismissing. How to set up a short term and long term “LCS” (and no, I won’t tell you what that is in the notes.) 3 free apps for your smart phone that will help you capture lessons and awesome ideas. How you can become aw