The Sales Playbook Podcast

As adults sometimes we feel like that little kid staring out the window at school wishing they were out on the playground. Happens every summer with many of us but we're torn. On one hand we want to have fun, slow down and recharge but; On the other hand who the hell can afford 2-3 months of that? In this week's episode of The Sales Playbook Podcast I share 3 ways you can kick ass and still enjoy the summer! This one time, at 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. Please click HERE to get started!

Coming up on my birthday something wasn't right this year. Something was off and I felt out of sync! Actually, something was bothering me but I didn't know what. I wasn't sad or depressed but still; Something was off! I didn't do any of that "turn that frown upside down" sh*t; Instead, I chose to do something else that I share in this week's Sales Playbook Podcast. At the end of the podcast I offer two very timely thing that expire shortly so you might want to listen to this episode immediately! Please take the time to listen to this week's episode! T-Minus 4 Days Until We ROCK Your Prospecting! Our How To Get Your Dream Client's Attention webinar kicks off this Thursday, June 28th, at 11:30 am EST. During this webinar, you’ll gain access to; How To Dramatically Increase The Odds Of Having A Decision Maker Take Your Call (Did You Ever Wish There Was A Way You Could Get Someone To Actually Pick Up The Phone? Here You Go!) How A Decision Maker Reads An Email and The 5 Email Tactics Your Peers Are Leveraging To Stand Out. 2 Email Subject Lines That Lead To More Opens and Responses. 1 Simple Phrase That Will Capture A Decision Maker’s Attention. 3 Ways Your Peers Are Leveraging "Seasonal Messaging" To Set Themselves Apart. 15 Ways Your Peers Are Using Creativity To Get In The Door (I’ll Be Sending A Really Cool Bonus PDF After The Webinar) 4 Things You Can Do Via Your Social Network To Get Your Dream Client's Attention (That Pretty Much NO ONE Is Doing!) How To Create A Prospecting Cadence That Helps You Stand Out WITHOUT Becoming A Pain In The Ass! WHEN? Thursday, June 28th, at 11:30 am EST. What Do You Get? (1) 90 Minute Webinar Worksheets Webinar Replay PDF With 15+ Ways To Use Creativity To Capture Your Dream Client's Attention How Much? $99 Please click HERE to reserve your spot!

In this week's episode of The Sales Playbook Podcast we talk about the psychology behind WHY we avoid cold calls and; SEVERAL things you can do to kill procrastination once and for all! IMPORTANT Deadline . . .  If you'd like to download our Prospect Like A Pro download, you better do it really soon because the deadline is here. Otherwise, here's what you're going to miss out on; 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. 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. Go At Your Own Pace Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone! Here’s What You’ll Get . . . (2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts! (2) Sets of worksheets (one for each session) 15 email templates 1 opening statement template 4 voicemail templates Email access to me to answer any course related questions What’s The Investment? $199 Click HERE  to download it NOW!

Sometimes prospecting can be a bit of a challenge for us. We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our appearances. I have a really simple formula that I've shared many times before but; Today is going to be different because . . .  I have a new addition to the formula and; We're going to take a much deeper dive into HOW you can work it into your prospecting plan! Think I'm bluffing? Go ahead and give this week's episode of The Sales Playbook Podcast a listen! Could Your Prospecting Skills Use A Little Love? Then I would highly recommend a special prospecting download you can enjoy instantly! Here’s what we cover; 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. 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. Here’s What You’ll Get . . . (2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts! (2) Sets of worksheets (one for each session) 15 email templates 1 opening statement template 4 voicemail templates Email access to me to answer any course related questions Go At Your Own Pace Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone! What’s The Investment? $199 Click HERE  to download it NOW!

In this week's episode of The Sales Playbook Podcast I share something that can become a silent killer of sales reps and; I should know because it almost cost me my business a few years ago! IMPORTANT Deadline . . . For those of you who would like to join us for our How To Generate MORE Leads Via LinkedIn webinar, registration is going to be ending shortly. It all takes place this Thursday, May 3rd, at 11:30 am EST. Here’s what you’ll GAIN by joining us; What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using! How to position yourself apart from your competition. How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way! How to create a referral machine . . .Even with people who’ve never bought from you! How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary. How to send inmails without paying for a premium membership. How to dramatically increase your response rates via LinkedIn. How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn? How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right? AT THE END OF THIS TRAINING, YOU’LL HAVE THE FRAMEWORK FOR A POWERFUL LEAD GENERATION SYSTEM! The investment is only $99 and here’s what you’ll get; (1) 90 Minute Training Session Worksheets 10 Templates Email Access To Me to answer any webinar related questions When? May 3rd at 11:30 am EST. How Much? $99 Please click HERE to reserve your spot and/or to get on the list to receive the webinar replay if you can't join us live!

There are two really important questions that each of us has asked ourselves with regard to LinkedIn; Why should I put in the effort? How do I find the time to make LinkedIn a part of my prospecting plan WITHOUT my other activities suffering? In this week's episode of The Sales Playbook Podcast, I have plenty of answers for you! If you found value in this post, join us for our webinar, How To Generate MORE Leads Via LinkedIn, on May 3rd, at 11:30 am EST. I’m going to show you: How to IMMEDIATELY increase your phone appointments right from your LinkedIn network. How to create a referral machine . . .Even with people who’ve never bought from you! What to say and do, from the moment, you connect with someone. And I’m going to give you 10 templates to make it super easy! How to position yourself as an expert without coming across like a tool. You’re welcome! How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friend-zone” you! How to dramatically increase your response rates via LinkedIn. How to approach someone without coming across as salesy. How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right? At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System! Here’s what you’ll get; (1) 90 Minute Training Session Worksheets 10 Templates Email Access To Me to answer any webinar related questions When? May 3rd at 11:30 am EST. How Much? $99 Please click HERE to reserve your spot and/or to get on the list to receive the webinar replay if you can't join us live!

What we say and how we say it in sales can make or break our ability to; Get in front of deals and get those deals across the finish line! In this week's episode of The Sales Playbook Podcast, I offer 10 ideas to help! Would You Like My Phone, Email and Messaging Templates? Then join us our 50 Ways To ROCK Your Cold Calls, Emails, and Sales Messaging webinar on April 19th, at 11:30 am EST! Here’s what I’m going to share; A 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 How To Create A Really Effective Phone Script WITHOUT Sounding Scripted. I’m Also Going To Send You The Template. How To Use “Potato Chips” In Your Messaging To Make The Recipient Hungry For More 12 Tactics That Reduce Doubt, Skepticism, and Objections How To Create A Very Different “Call To Action” In Your Emails, Cold Calls and Sales Messaging. 4 Voicemails (With Templates) That Will Help You Stand Out How To Create A Prospecting Cadence That Mixes Phone, Email, LinkedIn, Snail Mail, Etc. When? April 19th at 11:30 am EST What Do You Get? (1) 90 Minute Webinar Worksheets Webinar Replay In Case You Can’t Join Us Live or You’d Like To Review Again 5 Email Templates 1 Phone Template 4 Voicemail Templates How Much? $99 Please click HERE to reserve your spot and/or to receive the webinar replay if you can’t join us live.

In an ideal world, you and I would get to everything we're supposed to be doing in sales to be successful. Instead, many of us have experienced a sense that we "Can't get to it all" or "There aren't enough hours in the day" or even; Working WAAAAAYYYYY too many additional hours to try and get it all done. Today, I have a simple mindset shift for you (and several tips that are super easy to apply) This is the podcast you absolutely MUST make the time to listen to and then take the time to apply the ideas in your day to day. Maximizing Your Time To Achieve BETTER Results There’s nothing worse than ending the day and feeling like you accomplished NOTHING! Actually, I lied, there is something worse . . . having multiple days like that! Sound familiar? Meanwhile, little by little, we begin to miss the mark, miss opportunities and our paycheck shows it! But the minute someone mentions “Time Management” we have visions of time tracking and days that are so regimented we feel like we’re about to overdose on structure! Not on my watch! I created a really cool webinar (If I do say so myself) that will help you take BETTER control of your day to day. It all takes place on April 5th, at 11:30 am, and if you don’t have time to join us(I mean how f*cked up is that considering this is a time management webinar?) I’ll even send you the replay. Here’s what we’re going to discuss; The 3 things that MUST dominate your calendar. We’ll talk about how to get them on your calendar, and most importantly, KEEP them on your calendar. The one thing that steals 25% of a sales rep’s time and how YOU can steal it back! How to instantly become MORE productive WITHOUT adding more hours to your day. How to get MORE prospecting time on your calendar WITHOUT adding more hours to your day. How to blow off unnecessary meetings WITHOUT being a jerk. How to use drive time/travel time to your advantage. The 3 sales activities you can easily automate to save tons of time. When? April 5th at 11:30 am EST. What Do You Get? (1) 90 Minute Webinar Worksheets Webinar Replay Bonus PDF With Additional Content, Exercises, Etc. How Much? $99 and let’s be honest; You spend WAY more than that when time manages you instead of YOU managing your time! Please click HERE to reserve your spot BEFORE you get too busy to attend a time management webinar

We all know that the vast majority of our calls and emails end in a less than desirable result. We typically deleted, disregarded and told "NO" but; What if we could shift the odds in our favor by making a few really small changes to our opening statement? In this week's episode of The Sales Playbook Podcast, I share a few really simple things you can do, IMMEDIATELY that will make a big difference in the results you've been getting! WANT TO REALLY SET YOURSELF APART? People absolutely buy difference and; Communicating that “difference” in a COMPELLING way will make the difference between getting in front of more opportunities and being frustrated because nobody is saying "YES" to you! We’re going to be talking about this, a lot, during Castain's Prospecting Playbook webinar on March 23rd, at 11:30 am EST. Here’s what you’ll gain by joining us; 25 Ways To Find The Business Everyone Misses 5 Creative Ways To Get A Potential Client’s Attention A 4 Step Messaging Framework That Will Set You Apart The One Sentence That Gets A Potential Client’s Attention IMMEDIATELY 5 Ways To Get Someone’s Attention By Using Snail Mail 5 Email Templates That Get Opened, Read and Responded To The Phone Template My Coaching Clients Have Been Using To Generate MORE Appointments How To Handle Stalls and Objections. Here’s What You’ll Get; (1) 90 Minute Webinar Worksheets Webinar Replay (5) Email Templates That Get Opened, Read and Responded To (1) Phone Template Access To A Secret Resource Page Email Access To Me To Answer Any Webinar Related Questions When? March 23rd at 11:30 am EST How Much? $99 Please click HERE to reserve your spot!

In this week's episode of The Sales Playbook Podcast I share 3 email tactics that WAAAAYYYYYY too many sales reps are embracing that; Have been beaten to death by those who approached that decision maker before you and; These tactics also have a way of making you sound NEEDY! And you'll be happy to know that this isn't some kind of rant with no actual "try this approach instead" substance. I offer several tips you can easily apply to dramatically change your email approach.  20 EMAILS (WITH TEMPLATES) THAT GET OPENED, READ, & RESPONDED TO! I’m going to be sharing 20 Sales Email Templates and 70 Tips during our 70 Ways To ROCK Your Sales Emails webinar. Sign up to gain access to . . . 30 ways to find potential clients who are 400% more likely to buy NOW! 4 ways to get email addresses WITHOUT spending a dime on email lists. 20 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates so you can begin using them immediately! 12 subject line mistakes that you need to avoid. Keep making them and you’re hosed! 12 BETTER subject lines that get your email read. 12 ways to head off skepticism, doubt and objections. One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email. A really simple, 4 step messaging framework that gets results. 2 Psychological techniques that work like a charm! How to dramatically increase your response rate When? Thursday, March 8th, at 11:30 am EST. Here’s What You Get . . . Worksheets (1) 90 minute training session Replay Of The Webinar (In case you can’t join us live (or even dead) or you’d like to review the training again) 20 Email Templates Investment: $99 If you’re ready to seriously kick your email skills up a notch, you won’t want to miss this important training! Click HERE to reserve your spot!

Count to one (I'll wait) and when you're done I want you to realize that during that one second; 2.5 million emails were sent and received worldwide. With that type of volume (and the 74 trillion that will be sent this year) its time for us to have a heart to heart. Most sales emails sound the same to the recipient. In today's episode of The Sales Playbook Podcast, I share a really simple way to send a BETTER sales email. My Best 70 Sales Email Tactics and 20 Sales Email Templates  Join us for our 70 Ways To ROCK Your Sales Emails webinar. Sign up to gain access to . . . 30 ways to find potential clients who are 400% more likely to buy NOW! 4 ways to get email addresses WITHOUT spending a dime on email lists. 20 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates so you can begin using them immediately! 12 subject line mistakes that you need to avoid. Keep making them and you’re hosed! 12 BETTER subject lines that get your email read. 12 ways to head off skepticism, doubt and objections. One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email. A really simple, 4 step messaging framework that gets results. 2 Psychological techniques that work like a charm! How to dramatically increase your response rate Here’s What You Get . . . Worksheets (1) 90 minute training session Replay Of The Webinar (In case you can’t join us live (or even dead) or you’d like to review the training again) 20 Email Templates Investment: $99 If you’re ready to seriously kick your email skills up a notch, you won’t want to miss this important training! Click HERE to reserve your spot!

We all know the importance of keeping in touch with clients but; How do you do it WITHOUT sounding like you're desperate for a sale and; WITHOUT "Calling to check in". In this week's episode of The Sales Playbook Podcast I offer several ways to actually bring value while keeping in touch. And in the spirit of Valentine's Day here in the U.S., we talk about the importance of continuing to "date" your clients during the "marriage". How To GROW Existing Accounts On February 22nd at 11:30 am EST, we’re hosting our How To GROW Your Existing Business webinar. We’re going to discuss; How To Get The Inside Track On New Opportunities. How To Sell Change. A 3 Step Questioning Technique That Helps Safeguard Your Accounts, Generate MORE Business, Testimonials and Referrals. How To Get Access To Other Stakeholders Without Offending Your Contact. How To Expand To Other Divisions, Locations Etc. How To Add Value Via Ideas, Surprises and Resources. How To Create A “Keep In Touch” Plan Without Defaulting To “Calling To Check In”. A Meeting Format That Opens Your Client (and all the stakeholders) Up To New Ideas. When? February 22nd at 11:30 am EST and if you can’t make it I’ll send you the webinar replay. 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) How Much? $99 Please click HERE to join us!

This one is timely folks! You'll want to listen to it ASAP!

If you want to have better relationships with your clients and prospects you need to be having BETTER conversations and; If you want to have BETTER conversations with your clients and prospects; You need to be asking BETTER questions. In this week's episode of The Sales Playbook Podcast we discuss; What great questions do (And not just as a vehicle to gather information) 5 ways to ask BETTER questions. Think I'm bluffing? Then go ahead and give this week's FREE audio sales lesson a listen. No time? Make the time! Download it and listen to it on your way to your appointments, on your flight or on your way home from work tonight! Would You Like 100 Sales Questions To Jolt Your Selling Efforts? I’m going to be sharing them and talking more about the power of great questions during our How To Ask AWESOME Sales Questions webinar on February 8th, at 11:30 am EST. We’re also going to discuss; Six Questioning Mistakes That Cost You Business How To Create An Arsenal of AWESOME Questions (You Know, The Ones YourCompetitors Fail To Ask) 100 Sales Questions To Jolt Your Selling Efforts Five Types Of Questions With Examples The One Type Of Question That Helps You Take Control The One Type Of Question That Dramatically Increases Your Credibility Three “Questioning Flight Plans” That Can Help You Get BETTER Results How To Create A Conversation Instead Of An Interrogation When?February 8th at 11:30 am EST. Can’t Make It? Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure! What Do You Get? (1) 90 Minute Webinar With Action Based Tips and Tactics Worksheets Webinar Replay In Case You Can’t Make It or You’d Like To Go Back For Seconds   PDF With 100 Sales Questions How Much? $99 Click HERE to register and to secure your spot!

As someone who's struggled with shyness the better part of his life; I can relate with those who are a bit out of their element at networking functions. This week on The Sales Playbook Podcast we talk about; A few simple things to ease your nerves BEFORE an event. A really cool thing you can do at the beginning of a networking event. How to start a conversation with anyone. A very specific type of question that will make your life easier. How to have others carry that conversation and walk away thinking you're a brilliant conversationalist.  A simple trick my mentor taught me to use whenever I had to do something that made me uncomfortable. So go ahead . . .  I triple dog dare ya to listen to this week's episode! Would You Like My Networking Communication Plan and 10 Templates? Then come join us for our How To ROCK Your Online and Offline Network on January 25th 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 10 Email Templates IMPORTANT . . . Can’t Make It On January 25th at 11:30 am EST? Sign up anyway and I’ll send you the webinar replay, worksheets and templates! How Much? $99 Please click HERE  to reserve your spot!