The Sales Playbook Podcast

I have something cool to announce and something even cooler to give away! Better have a listen before time runs out on this!

I stood at the counter of my local pizzeria, holding my son Paul who was 6 months old and stealing the show. The owner of the Pizzeria, who I only knew as “The Pizza Dude” (but being from NY I’m sure it had to be Mario or Tony or something) was looking at my son and it was quite evident that he was drifting off on an “outer body experience”. Turns out, he had been traveling back in time and then said something to me, that I have never forgotten. In this week's episode of The Sales Playbook Podcast I share it and quite honestly, it wasn't easy because its quite personal! Important Reminder . . . Come join us for The 7 Stories EVERY Sales Rep MUST Tell on October 11th, at 11:30 am EST! Registration is about to end so if you'd like to join us; Now would be a great time to reserve you spot otherwise; Here's what you're about to miss; The 7 Frameworks For Compelling Stories. The 7 Sales Stories. The 5 Things That Add Credibility To Your Stories. The Technique I Use To Remember EVERY Story In My Arsenal. How To Use Stories When You Prospect. How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend How To Use Stories To Sell Change In An Organization How To Captivate Your Prospect With Your Delivery. How To Leverage The "Theme and Variation" Tactic. When? Thursday, October 11th, at 11:30 am EST. Can't Make It Then? Sign up anyway and I'll send you the webinar replay. View it whenever you'd like! What Do You Get? (1) 90 Minute Webinar Worksheets How Much? $99 Click HERE to join us!

"People buy emotionally and justify with logic" Well duh, but how do you do that? Seriously, how do you sell more emotionally? I share two powerful ways you can do it in this week's episode of The Sales Playbook Podcast. The 7 Stories EVERY Sales Rep MUST Tell On Thursday, October 11th, at 11:30 am EST, I'm going to share 7 very specific types of stories YOU need to have in your sales arsenal. These 7 stories are designed to help you gently guide your prospect by the hand to a magical place called "a decision". Here's what you'll gain by joining us; The 7 Frameworks For Compelling Stories. The 7 Sales Stories. The 5 Things That Add Credibility To Your Stories. The Technique I Use To Remember EVERY Story In My Arsenal. How To Use Stories When You Prospect. How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend How To Use Stories To Sell Change In An Organization How To Captivate Your Prospect With Your Delivery. How To Leverage The "Theme and Variation" Tactic. When? Thursday, October 11th, at 11:30 am EST. Can't Make It Then? Sign up anyway and I'll send you the webinar replay. View it whenever you'd like! What Do You Get? (1) 90 Minute Webinar Worksheets How Much? $99 Click HERE to join us!

Many sales reps underestimate the power of stories because; Too many of them see stories as some warm and fuzzy tool instead of; A lethal selling weapon! In this week's episode of The Sales Playbook Podcast I give several examples of how stories have been used (and can be used) to sell MORE! One more thing . . .  On Thursday, October 11th, at 11:30 am EST, I'm going to share 7 very specific types of stories YOU need to have in your sales arsenal. These 7 stories are designed to help you gently guide your prospect by the hand to a magical place called "a decision". Here's what you'll gain by joining us; The 7 Frameworks For Compelling Stories. The 7 Sales Stories. The 5 Things That Add Credibility To Your Stories. The Technique I Use To Remember EVERY Story In My Arsenal. How To Use Stories When You Prospect. How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend How To Use Stories To Sell Change In An Organization How To Captivate Your Prospect With Your Delivery. How To Leverage The "Theme and Variation" Tactic. When? Thursday, October 11th, at 11:30 am EST. Can't Make It Then? Sign up anyway and I'll send you the webinar replay. View it whenever you'd like! What Do You Get? (1) 90 Minute Webinar Worksheets How Much? $99 Click HERE to join us!

It will come as no surprise to you that there are people out there that have a hard time believing/trusting a sales rep. That lack of belief/trust can and will slow down the sales cycle and; In many cases bring it to a grinding halt! In this week's episode of The Sales Playbook Podcast, I take a tactic I've shared many times here and; Offer some "fresh out of the oven" tactics to kick it up a notch! How To Close MORE Deals Have you downloaded our Closers Academy download? Better do it soon because it's only available until September 27th! Here's what you'll gain by downloading it; Session I (Prerecorded View Whenever You'd Like) *The one question you MUST ask the minute you set the appointment. *The Pre Appointment Packet you need to get into your prospect's hands BEFORE your meeting. *A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative). *12 tactics that safeguard your deal from obstacles, stalls and objections. *5 Types of questions (with examples) that jumpstart your prospect's emotions while forging your credibility. *How to disqualify competitors WITHOUT badmouthing them. Session II (Prerecorded View Whenever You'd Like) *The one question you MUST ask BEFORE presenting your solutions. *3 things to include in your proposals that your competitors WON'T! *How to keep the discussion from going prematurely to price. *12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward. *How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting! *How to ask for the business WITHOUT getting all "salesy". *How to negotiate like a pro! *A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings! Go at your own pace! Here’s What You’ll Get . . .  (2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line. (2) Sets of Worksheets PDF With 100 Sales Questions Templates What’s The Investment?  $199 Please click HERE to get it instantly!

IMPORTANT: Please Listen To This ASAP (Time Sensitive) September 4th, 2018

With everyone heading back to school this time of year I thought we should have a little heart to heart about why and HOW; You should "Go Back To School" with your selling skills! I share several tips (include something that I believe is holding you back as a sales professional) I share my Accelerated Performance Framework, two FREE downloads, and; I even share a top secret link to a secret 2 Day Back To School School Sale. Thinking about checking this episode out "later"; Bad idea!    

There are 3 things you need to have in place if you'd like to get better at sales. In this week's episode of The Sales Playbook Podcast we talk about my 3 step accelerated performance framework and how you can use it to; Give your sales a serious jolt! Was This Helpful? Here's Another Resource To Help You Sell More! So for those of you who would like to pick up the pace NOW and get a few more deals in the bank; I've created something that I've never offered before and won't have the time to offer again this year. It's appropriately titled How To Increase Your Sales and includes a 90 minute online workshop and a 1 on 1 coaching session to help YOU; Kick Ass At A Higher Level! Here's what you'll discover by joining us; 75+ things we can learn from sales rock stars. A detailed, easy to implement plan, that helps you get in front of more opportunities with both your prospects and clients. How to juggle your hunting activities with the other 20,000 things on your plate. 10 ways to stand out with your potential clients The questioning mistake that costs you business with prospects and clients. 3 ways to skyrocket your referrals. 6 ways to EXPEDITE your deals WITHOUT coming across as desperate. A customized, 1 on 1 coaching session to zero in on your challenges and opportunities When? Thursday, September 13th, at 11:30 am EST. What's Included? (1) 90 minute workshop with over 25 tips and tactics to help you increase your sales. Webinar replay in case you can't join us live or if you'd like to review again. Worksheets Homework assignment where you'll submit your action plan to me and I will offer feedback (via email) (1) 30 minute, 1 on 1 coaching session to address your challenges and opportunities. How much? $199 So if you'd like to push yourself a bit, try some new tactics and; Have someone to report back to who is genuinely interested in your success; Click HERE ASAP to get started! Perhaps its time for us to work together!

There's something horrible that many of you are doing to your network and the best part; Is that you have no idea you're doing it! In this week's episode of The Sales Playbook Podcast we dive, headfirst, into something really bad many of you are doing and; We'll talk about why you need to stop and; What to do if you've been a victim of this networking crime! How To Generate MORE Opportunities From YOUR Network I'm going to be sharing the communication plan I use with my network (and 10 templates) during our How To Leverage Your Online and Offline Network. IMPORTANT IMPORTANT IMPORTANT It all takes place this Thursday, August 23rd, at 11:30 am EST. Here’s what you’ll discover by joining us; How To Strike Up A Conversation With Anyone (Even If You’re An Introvert Like Me). 11 Networking Mistakes And How To Avoid Them. A Step by Step Communication Plan To Follow During and After A Networking Event. What To Say and Do From The Moment You Connect With Someone On LinkedIn. An Easy Way To Stay In Touch With Your Most Valuable Connections. How To Double and Triple Your Referrals and Warm Intros (Even If You’ve Never Done Business With Someone In Your Network). How To Stay Out Of The “Friend-Zone” and Transition Your Network Into Paid Clients. 10 Email Templates To Help You Stay “Top of Mind” With Your Network. What do you get? (1) 90 Minute Webinar Worksheets Webinar Replay (In case you can't make it or you'd like to go back for seconds) 10 Email Templates How Much? $99 Please click HERE  to reserve your spot.

During this week's episode of The Sales Playbook Podcast, we dive, headfirst, into something that's been causing you to lose opportunities and; You're probably completely unaware of it! Think I'm kidding? Then I triple dog dare ya to give this week's FREE sales lesson a listen! Would You Like My 10 Best LinkedIn/Networking Templates? I'm going to be sharing how I nurture my network (including my communication plan and 10 email templates) during our How To Leverage Your Online and Offline Network. It takes place August 23rd at 11:30 am EST and; Here’s what you’ll discover by joining us; How To Strike Up A Conversation With Anyone (Even If You’re An Introvert Like Me). 11 Networking Mistakes And How To Avoid Them. A Step by Step Communication Plan To Follow During and After A Networking Event. What To Say and Do From The Moment You Connect With Someone On LinkedIn. An Easy Way To Stay In Touch With Your Most Valuable Connections. How To Double and Triple Your Referrals and Warm Intros (Even If You’ve Never Done Business With Someone In Your Network). How To Stay Out Of The “Friend-Zone” and Transition Your Network Into Paid Clients. 10 Email Templates To Help You Stay “Top of Mind” With Your Network. What do you get? (1) 90 Minute Webinar Worksheets Webinar Replay (In case you can't make it or you'd like to go back for seconds) 10 Email Templates How Much? $99 Please click HERE  to reserve your spot.

There's one type of email I FAILED to send for several years when I was first getting Castain Training Systems up and running; Quite frankly it hurt my business! In this week's episode of The Sales Playbook Podcast I talk about this one type of email and WHY you MUST include it with your sales efforts! 50 Emails (and templates) To Help You ROCK Your Sales Join us for our 50 Emails To Help You ROCK Your Sales program on August 9th! Here's the deal; Session I (August 9th at 11:30 am EST) 3 Ways To Build Your Own Email List (And Actually Have The Recipient Request To Be On It) The One Type Of Email Most Reps Never Even Think Of Sending (That Costs Them Business) How To Get Your Email Opened (Without Being Sleazy) Note: 79% of sales emails aren't even opened. Three Powerful Ways To Make Your Email Extremely Relevant To The Recipient. How To Use "Speed Bumps" To Capture Someone's Attention Within The Email. 10 Emails (With Templates) That I Personally Use To Build Rapport, Credibility, and Demonstrate Expertise. 2 Call To Actions That Result In More (Get This) ACTION From The Recipient How To Create Mini Email Campaigns WITHOUT Having To Trade Places With The Marketing Department Session II (Prerecorded View It Whenever You'd Like) How To Vary The "Flavor" Of Your Emails (40 Examples and Templates Will Be Shared In Session II) 8 Types Of Emails That Convince (With Templates) The Follow Up Email You've Been Forgetting To Send The "Promise" Technique and Why It Works With Prospects and Clients. The Visual Technique Your Peers Are Using To Humanize Their Emails (It's Not What You're Thinking) A 3 Step Technique That Effortlessly Combines LinkedIn, Snail Mail, and Email. The One Email That Seriously Expedites Referrals. Yep, I'll Send You The Template Too! The 4 Types Of "Value" Emails (With Templates). How The Program Works; Session I is delivered live (as opposed to dead which would be really creepy) Session II is prerecorded and sent out a few days later along with 50 kick-ass email templates. What Do You Get? (2) 90 minute training sessions Webinar Replay (Attend Live, View The Replay, I Won't Tell Anyone) Worksheets 50 Email Templates Email Access To Me So You Can Send Me Your Emails For Review, Bounce A Webinar Related Idea Around, Etc How Much? $249 Please click HERE to secure your spot in this special mini course!

There are a lot of mistakes that sales reps make as far as the frequency, timing, and even the "flavor" of their email messaging. In this week's episode of The Sales Playbook Podcast I flag several mistakes for you to avoid as well as several best practices for you to embrace! 50 Emails (and templates) To Help You ROCK Your Sales Join us for our 50 Emails To Help You ROCK Your Sales program on August 9th! Here's the deal; Session I (August 9th at 11:30 am EST) 3 Ways To Build Your Own Email List (And Actually Have The Recipient Request To Be On It) The One Type Of Email Most Reps Never Even Think Of Sending (That Costs Them Business) How To Get Your Email Opened (Without Being Sleazy) Note: 79% of sales emails aren't even opened. Three Powerful Ways To Make Your Email Extremely Relevant To The Recipient. How To Use "Speed Bumps" To Capture Someone's Attention Within The Email. 10 Emails (With Templates) That I Personally Use To Build Rapport, Credibility, and Demonstrate Expertise. 2 Call To Actions That Result In More (Get This) ACTION From The Recipient How To Create Mini Email Campaigns WITHOUT Having To Trade Places With The Marketing Department Session II (Prerecorded View It Whenever You'd Like) How To Vary The "Flavor" Of Your Emails (40 Examples and Templates Will Be Shared In Session II) 8 Types Of Emails That Convince (With Templates) The Follow Up Email You've Been Forgetting To Send The "Promise" Technique and Why It Works With Prospects and Clients. The Visual Technique Your Peers Are Using To Humanize Their Emails (It's Not What You're Thinking) A 3 Step Technique That Effortlessly Combines LinkedIn, Snail Mail, and Email. The One Email That Seriously Expedites Referrals. Yep, I'll Send You The Template Too! The 4 Types Of "Value" Emails (With Templates). How The Program Works; Session I is delivered live (as opposed to dead which would be really creepy) Session II is prerecorded and sent out a few days later along with 50 kick-ass email templates. What Do You Get? (2) 90 minute training sessions Webinar Replay (Attend Live, View The Replay, I Won't Tell Anyone) Worksheets 50 Email Templates Email Access To Me So You Can Send Me Your Emails For Review, Bounce A Webinar Related Idea Around, Etc How Much? $249 Please click HERE to secure your spot in this special mini course!

When you send a ton of sales emails (like most of us do in sales) certain things get neglected and; Those things can actually determine whether read and responded to or; Disregarded and deleted! In this week's episode of The Sales Playbook Podcast, I share 4 simple things to do that can make a world of difference! 50 Emails (and templates) To Help You ROCK Your Sales Join us for our 50 Emails To Help You ROCK Your Sales program on August 9th! Here's the deal; Session I (August 9th at 11:30 am EST) 3 Ways To Build Your Own Email List (And Actually Have The Recipient Request To Be On It) The One Type Of Email Most Reps Never Even Think Of Sending (That Costs Them Business) How To Get Your Email Opened (Without Being Sleazy) Note: 79% of sales emails aren't even opened. Three Powerful Ways To Make Your Email Extremely Relevant To The Recipient. How To Use "Speed Bumps" To Capture Someone's Attention Within The Email. 10 Emails (With Templates) That I Personally Use To Build Rapport, Credibility, and Demonstrate Expertise. 2 Call To Actions That Result In More (Get This) ACTION From The Recipient How To Create Mini Email Campaigns WITHOUT Having To Trade Places With The Marketing Department Session II (Prerecorded View It Whenever You'd Like) How To Vary The "Flavor" Of Your Emails (40 Examples and Templates Will Be Shared In Session II) 8 Types Of Emails That Convince (With Templates) The Follow Up Email You've Been Forgetting To Send The "Promise" Technique and Why It Works With Prospects and Clients. The Visual Technique Your Peers Are Using To Humanize Their Emails (It's Not What You're Thinking) A 3 Step Technique That Effortlessly Combines LinkedIn, Snail Mail, and Email. The One Email That Seriously Expedites Referrals. Yep, I'll Send You The Template Too! The 4 Types Of "Value" Emails (With Templates). How The Program Works; Session I is delivered live (as opposed to dead which would be really creepy) Session II is prerecorded and sent out a few days later along with 50 kick-ass email templates. What Do You Get? (2) 90 minute training sessions Webinar Replay (Attend Live, View The Replay, I Won't Tell Anyone) Worksheets 50 Email Templates Email Access To Me So You Can Send Me Your Emails For Review, Bounce A Webinar Related Idea Around, Etc How Much? $249  Please click HERE to secure your spot in this special mini course!  

Sometimes we're so consumed with being liked in sales that we; Avoid the tough questions and difficult conversations. Holding our prospects and clients accountable. Doing the things that would help us take better control of the deal WITHOUT being controlling or manipulative. In this week's episode of The Sales Playbook Podcast we're gonna go there! Super IMPORTANT and TIMELY Registration for our Virtual Sales Camp Program is about to end! It's 100 tips and tactics, 15 sales email templates, 1 cold call template, 4 voicemail templates, 1 agenda statement template, and a really cool PDF with 100 sales questions. Oh, and it's all prerecorded so you can go at your own pace. You're welcome! Here's what we cover; Session I 30 ways to find potential clients who have a higher probability of needing what you sell TODAY. How to research quickly and efficiently so it doesn't become your life's work. 33 ways to approach a potential client. 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail. Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as "Becoming a pain in the ass". 15 email templates that get opened, read and responded to. Session II  How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate! How to craft an objection resistant dialogue that gets their attention from "Hello". I'm also going to send you a template you can IMMEDIATELY apply. 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS! A 3 step formula for responding to 95% of the objections you get on a regular basis. 3 really cool tactics to use when someone asks you to send them information. 4 types of voice mails that will capture the recipient's attention. I'm also going to send you the templates. Session III  The one question you MUST ask the minute you set the appointment. The Pre Appointment Packet you need to get into your prospect's hands BEFORE your meeting. A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative). 12 tactics that safeguard your deal from obstacles, stalls and objections. 5 Types of questions (with examples) that jumpstart your prospect's emotions while forging your credibility. How to disqualify competitors WITHOUT badmouthing them. Session IV  The one question you MUST ask BEFORE presenting your solutions. 3 things to include in your proposals that your competitors WON'T! How to keep the discussion from going prematurely to price. 12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward. How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting! How to ask for the business WITHOUT getting all "salesy". How to negotiate like a pro! A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings! FREE Bonus Session: 25 Ways To ROCK Your Sales This Summer 3 ways to create URGENCY with your prospects and clients 10 email tactics that will help you capture your prospect’s attention (and get more responses) 2 “Summer Specific Attention Getters” 2 ways to triple your referrals 3 ways to generate more business with your existing clients 3 ways to handle “Call me back after Labor Day” A ridiculously simple summer communication plan you can implement the moment I teach it to you How to leverage the summer instead of dreading it How to outwork your competitors this summer (and still enjoy the heck out of yours) So what do you get? (4) 90 minute pre-recorded sessions with worksheets. Bonus session 15 sales email templates 1 cold calling template 4 voicemail template PDF with 100 sales questions Castain's Agenda Statement template How much? $375 When? Whenever you'd like. I'll send you everything right away and the rest is up to you. Please click HERE to get started! Registration is about to end so No Procrastination Allowed!

So here we are only days in to the second half of 2018! Are you having the year you hoped you'd have? I got you covered my friend! This week in The Sales Playbook Podcast, I share 18 ideas to help you kick ass in the second half! You'll want to have pad and pen handy for this one folks because I hold absolutely NOTHING back! Castain's Sales Camp  Join us for our Virtual Sales Camp Program. It's 100 tips and tactics, 15 sales email templates, 1 cold call template, 4 voicemail templates, 1 agenda statement template, and a really cool PDF with 100 sales questions. Here’s what we’ll cover . . . Session I 30 ways to find potential clients who have a higher probability of needing what you sell TODAY. How to research quickly and efficiently so it doesn't become your life's work. 33 ways to approach a potential client. 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail. Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as "Becoming a pain in the ass". 15 email templates that get opened, read and responded to. Session II  How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate! How to craft an objection resistant dialogue that gets their attention from "Hello". I'm also going to send you a template you can IMMEDIATELY apply. 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS! A 3 step formula for responding to 95% of the objections you get on a regular basis. 3 really cool tactics to use when someone asks you to send them information. 4 types of voice mails that will capture the recipient's attention. I'm also going to send you the templates. Session III  The one question you MUST ask the minute you set the appointment. The Pre Appointment Packet you need to get into your prospect's hands BEFORE your meeting. A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative). 12 tactics that safeguard your deal from obstacles, stalls and objections. 5 Types of questions (with examples) that jumpstart your prospect's emotions while forging your credibility. How to disqualify competitors WITHOUT badmouthing them. Session IV  The one question you MUST ask BEFORE presenting your solutions. 3 things to include in your proposals that your competitors WON'T! How to keep the discussion from going prematurely to price. 12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward. How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting! How to ask for the business WITHOUT getting all "salesy". How to negotiate like a pro! A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings! FREE Bonus Session: 25 Ways To ROCK Your Sales This Summer 3 ways to create URGENCY with your prospects and clients 10 email tactics that will help you capture your prospect’s attention (and get more responses) 2 “Summer Specific Attention Getters” 2 ways to triple your referrals 3 ways to generate more business with your existing clients 3 ways to handle “Call me back after Labor Day” A ridiculously simple summer communication plan you can implement the moment I teach it to you How to leverage the summer instead of dreading it How to outwork your competitors this summer (and still enjoy the heck out of yours) So what do you get? (4) 90 minute pre-recorded sessions with worksheets. Bonus session 15 sales email templates 1 cold calling template 4 voicemail template PDF with 100 sales questions Castain's Agenda Statement template How much? $375 When? Whenever you'd like. I'll send you everything within 24 hours and the rest is up to you. Registration ends July 19th! Please click HERE to get started!