The Sales Playbook Podcast

There's this phrase that many people criticize leadership for making; We've always done it this way! We can be a tad guilty of that in sales too, in fact; In this week's episode of The Sales Playbook Podcast we're going to not only talk about it; I'm going to put myself out there and tell you about several things I've "always done" for the last decade that I decided to change in 2019! A Webinar To Kick 2019's Ass! Come join us this Thursday, January 17th, at 11:30 am EST for our Accelerate 2019 webinar! It's a simple plan to help you kick off 2019 AND . . . Bring your results to new levels of AWESOME! Here's what we're going to cover; Taking Inventory Of Your Strengths and Weaknesses (You'll use my evaluation form and receive personalized, email feedback) Creating An Action Plan To Bring Your Results To New Heights The 3 Drivers To Increasing Sales The 5 Obstacles That Typically Get In The Way The "10 Things" Exercise (You'll receive personalized, email feedback) Creating Your Own Personal "War Room" The One, Non-Negotiable Thing That Needs To Be Scheduled (Besides Prospecting) 5 Ways To Guard Your Time A Simple Thing You MUST Do On Your Way To and From Work Each Day At the end of the webinar, you'll have a BETTER plan to help you ROCK 2019! AND . . . You'll also have something most webinars DON'T provide; Feedback and ongoing support from the host! When? January 17th, at 11:30 am EST. What Do You Get? (1) 90 minute webinar (1) Self Evaluation (It's informal and fun so don't worry) Email Feedback Once You Submit The Evaluation. Email Feedback Once You Submit Your "10 Things Exercise) Email Support For 30 Days How Much? $149 I'm not going to be able to take on an unlimited amount of participants for this one so my advice would be to reserve your spot now. Please click HERE to reserve your spot today!

What's THE best channel to use for prospecting? Is it the phone? Is it email? LinkedIn? In this week's episode of The Sales Playbook Podcast I share my thoughts and provide 6 reasons WHY! A BETTER Way To Prospect, Take Control and Close MORE We are just days away from the launch of our Rock Star Academy download. It 150 tactics, 30+ templates, 13 PDF's, and 3 bonus eBooks and; It's all prerecorded so you can go at your own pace! Here's what the program looks like; Session 1: Creating An Effective Prospecting Plan Session 2 : 20 Ways To Create Opportunities Session 3: Meticulous Pre-Call Planning Session 4: Cold Emails That Get Opened, Read, and Responded To Session 5: A Cure For The Common Cold Call. Session 6: Social Selling Tactics Session 7: Network Like A Pro Session 8: How To ROCK Your Referrals Session 9: How To Get Your Dream Client's Attention Session 10: Creating A Kick-Ass Prospecting Cadence Session 11: How To Take Control Of Your Prospect Meetings Session 12: Presenting Your Solutions With IMPACT! Session 13: Negotiate Like A Pro When?  You'll get your first prerecorded session on Monday, January 14th, and then a new session will arrive every Monday after that. Go at your own pace! What's included? (13) 45-90 Minute Pre-Recorded Sessions Delivered Once to Twice Per Week Starting January 14, 2019 Worksheets For Each Session Homework Assignments Templates (Actually A Ton Of Templates) 3 Bonus e-Books Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments. What's the investment? $799 Please click HERE ASAP to secure your spot in this program.

That's a bit of a shocking statement but happens to be true! In this week's episode of The Sales Playbook Podcast we'll talk about the context of that statement, why it happens to be true and what you can do about it! Early Registration For Our 2019 Rock Star Academy Is Now Ending Tomorrow, December 10th, is the last day to register for our 2019 Rock Star Academy and save $300! So you'll only pay $499 instead of $799 and here's what you'll learn; Session 1: Creating An Effective Prospecting Plan Session 2 : 20 Ways To Create Opportunities Session 3: Meticulous Pre-Call Planning Session 4: Cold Emails That Get Opened, Read, and Responded To Session 5: A Cure For The Common Cold Call. Session 6: Social Selling Tactics Session 7: Network Like A Pro Session 8: How To ROCK Your Referrals Session 9: How To Get Your Dream Client's Attention Session 10: Creating A Kick-Ass Prospecting Cadence Session 11: How To Take Control Of Your Prospect Meetings Session 12: Presenting Your Solutions With IMPACT! Session 13: Negotiate Like A Pro When?  You'll get your first prerecorded session on Monday, January 10th, and then a new session will arrive every Monday after that. What's included? (13) 45-90 Minute Pre-Recorded Sessions Delivered Once to Twice Per Week Starting January 10, 2019 Worksheets For Each Session Homework Assignments Templates (Actually A Ton Of Templates) 3 Bonus e-Books Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments. What's the investment? Normally $799 But if you register BEFORE December 10th, it's only $499! Please click HERE ASAP to lock in on the savings and secure your spot in this program.

3 Questions and A MAJOR Announcement From Paul Castain December 3, 2018

The amount of time the average sales rep spends selling is pretty low! According to a study from insidesales.com it's roughly 36.6%! In this week's episode of The Sales Playbook Podcast, I'm going to attempt to dissect WHY I believe this to be true and; I'm going to share some additional stats that might surprise the hell out of you!

3 Resources To Help You Finish Strong and Start 2019 STRONGER December 1, 2018

We're coming up on that time of year where many a sales rep will be setting their 2019 goals and; Many thought leaders will be beating the hell out of tired advice like setting "S.M.A.R.T." goals. I thought we should have a little heart to heart about 2 things NOBODY ever talks about. Hit the handy/dandy audio player below and give this a listen while you're at the gym, in the car, or on your next flight. Castain's Black Friday Weekend Sale Ending Shortly If you haven't done so already, please stop by my Black Friday Weekend Sale where you'll find aggressive discounts on our new Rock Star Academy program, our upcoming cold email webinar, my on-demand webinars, and my one on one coaching program. Please click HERE ASAP to have a look BEFORE the sale ends!

Today's quick tip is all about an email that you absolutely MUST send no later than the day after Thanksgiving. Once you get done with today's quick tip, make sure you stop by our Black Friday Sale where I just announced our latest course (along with a generous early registration discount) as well as deep discounts on my coaching program and on-demand webinars. Here's the link if you'd like to have a look!

While the rest of the world is mentally checking out on the Tuesday BEFORE Thanksgiving, I decided to step up my game and offer a Quick Sales Tip. Today, I have a quote and a question that EVERY sales rep should be leveraging! Think I'm bluffing, then give it a quick listen and when you're done, get on over to our Black Friday event and help support your Uncle Paul over here so I can buy more cigars without my wife giving me hell!   Please click HERE to check out the deep discounts!

In this week's episode of The Sales Playbook Podcast, I share 2, very specific ways, you can get a 45 day lead on your competitors. I also offer 3, totally FREE downloads to help you kick your competitor's ass! I also announce something really cool that I haven't announced anywhere else! Yep, you'll hear it first on the podcast! So go ahead  and give this FREE sales lesson a listen during your commute, at the gym, or on that flight your about to take.  

When it comes to phone objections, MOST (if not all) of the discussion seems to be around what to say or how to respond. Instead, let's take a look at the things that will actually provoke the person on the other end of the phone to push back and object. In this week's episode of The Sales Playbook Podcast we look at 3 things that cause phone objections and more importantly; What YOU can do about it. Please give this FREE sales lesson a listen during your commute, at the gym, or on your next flight! Press "play" on the handy/dandy player below and enjoy! On a scale from 1-10 . . .  How are you at avoiding and responding to phone objections? Come join us for our Objection Buster webinar, this Friday, November 16th, at 11:30 am EST. I'll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts! Here's what I'm going to share; 5 Ways To "Soften The Target" BEFORE You Make The Call. How To Warm Up and How To Conduct A "Warm Up" Call. 3 Ways To Perfect Your "Pitch". What You MUST Say In The First 8 Seconds Of Your Call. How To Use The Preemptive Strike Tactic To Neutralize Objections. How To Embrace The Power Of "Pattern Interrupts" While Cold Calling. The 3 Step "Objection Buster" Formula. How To Respond To Stalls Like "Send Me Some Information", "Call Me Back Next Month, Next Quarter, After The Holidays", Etc. How To Respond To Typical Objections Such As "Not Interested", "We Already Have A Vendor For That", "We're Under Contract", "No Time To Meet", "No Budget". An Exercise That Will Triple Your Responses To Typical Objections. When? Friday, November 16th, at 11:30 am EST. Can't make it? Sign up anyway and you'll receive the webinar replay and all the resources listed below. What's Included? (1) 90 Minute Webinar With Mucho Actionable Tips Worksheets Webinar Replay Cold Call Template 7 Objection Buster Templates How Much? $99 Please click HERE to reserve your spot and/or to get on the list to receive the webinar replay and templates!

I have a really cool and timely phone objection resource for you but its timely and you'll want to listen to this ASAP.

Here we are trying to tell our prospects that things will be different with us and yet; We say and do the same things as our competitors! I put together a FREE audio lesson for you where I share; 3 out of the box ways for you to stay top of mind when you're most vulnerable; Between meetings! Please click the handy/dandy audio player below to enjoy this FREE lesson! Better HURRY . . .  If you'd like access to our How To Expedite Your Deals BEFORE Year End webinar, better sign up ASAP. It all takes place this Thursday, November 8th, at 11:30 am EST and registration is about to end. Here's what you'll gain by signing up today; How To Get In Front Of Prospects With A Higher Degree of Urgency How To Get Access To ALL Of The Stakeholders Without Offending Your Contact. 1 Thing You Can Do To IMMEDIATELY Stand Out In A Competitive Deal How To IMMEDIATELY Take Control (Without Being Manipulative) The 5 Types Of Questions That Propel The Sale Forward What To Say/Do When Your Prospect Wants To Take 3 Bids. 1 Dozen Ways To Expedite Your Deals. 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls! How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing! At The End Of The Webinar, You’ll Have A Powerful Framework to Outfox, Outmaneuver, and Outsell your competitors! When? This Thursday, November 8th at 11:30 am EST. Can’t make it on Thursday, November 8th at 11:30 am EST? Sign up anyway and I’ll send you the webinar replay later that afternoon. View it at a more convenient time! And yes, I'll send you the templates and bonus PDF listed below. Here’s What You’ll Get . . . (1) 90 Minute Webinar Packed With Actionable Tips. Worksheets Webinar Replay (Sent Later That Day) 2 Templates That Have Been Working Like A Charm For Me Bonus PDF What’s The Investment? $99 Please CLICK HERE to reserve your spot!

In this week's episode of The Sales Playbook Podcast, I share several ways to keep your deals moving forward especially; When it's almost year end and we need EVERY deal to make it across the finish line.   How To Expedite Your Deals BEFORE Year End Join us for our webinar, on November 8th at 11:30 am EST. Here's what you'll gain by joining us; First, I'm going to be a good coach and show you how to reduce the probability of being in this situation again by showing you; How to get in front of people who have a much higher degree of URGENCY to make a change NOW. Getting the right people into your meetings. My definition of the "right" people might shock you! Then, we're going to discuss . . . How to disqualify your competitors from the running WITHOUT badmouthing them. How to emotionally charge up your prospects so they have complete buy in to making a change NOW! How to keep your prospect completely engaged, between meetings and your deal moving forward! How to create a communication plan so you avoid any of that lame "Calling to check in" BS. What to do when your prospect goes silent. What to do when your prospect uses the holidays to stall a decision. You're welcome! Here's What You'll Get . . . (1) 90 Minute Webinar Packed With Actionable Tips. Worksheets Webinar Replay 2 Templates That Have Been Working Like A Charm For Me Bonus PDF Sent The Following Week What's The Investment? $99 I know, I should have given you more time to refinance your home, sell off a kidney etc but; I'm thinking if you only get 1 takeaway from our time together; You'll more than make it back! Please click HERE ASAP to reserve your spot.

As challenging as the fourth quarter can be for us sales folk; I believe there's a hidden opportunity that simply DOESN'T exist in Q1-Q3! In this week's episode of The Sales Playbook Podcast, I share several ways for you actually LEVERAGE the fourth quarter instead of; Being challenged by it! How to get the ATTENTION of a decision maker who finds it much easier to simply disregard you!   Well for starter you might want the 5 cold email templates, 10 subject lines, 1 cold calling template, 7 voicemail templates and; The 50 tips and tactics I'm going to be sharing during our 50 Ways To Prospect Differently In The Fourth Quarter webinar! Here’s what I’m going to share; 10 Places Where You Need To Start Looking For Business. How To Find Potential Clients With The Urgency To Buy NOW vs January. 10 Fourth Quarter Specific Messaging Tactics. Said Another Way "How To Leverage The Fourth Quarter Instead Of Being Challenged By It!" 3 LinkedIn Prospecting Tactics That Work Like A Charm. The 3 Snail Mail Tactics That Will Help You Stand Out Immediately! My Updated 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. 10 Subject Lines That Capture The Recipient's Attention. How To Create A Really Effective Phone Script WITHOUT Sounding Scripted. I’m Also Going To Send You The Template. 7 Voicemail Scripts (With Templates) That Will Help You Stand Out. A “Call To Action” That Actually Inspires ACTION! A Very Different Prospecting Cadence That Mixes Phone, Email, LinkedIn, Snail Mail, Etc.   When?   Thursday, October 25th, at 11:30 am EST   What Do You Get?   (1) 90 Minute Webinar Webinar Replay Worksheets 5 Email Templates 1 Phone Template 7 Voicemail Templates   How Much?   $99 Please click HERE to reserve your spot.