Yoursalesplaybook - yoursalesplaybook.com - Paul Castain's Sales Playbook
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Selling In A World With A Shorter Attention Span 26 Aug 2013 | 06:17 am
I’ve often thought about how our biggest competitor is no longer the other company that offers our widget . . . it’s all the things that divert our prospect’s attention! In general, the attention span...
Don’t Assume Your Client Sees Your Value 23 Aug 2013 | 06:56 pm
I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed, but told me how much I saved. Needless to say, I left there feeling like I rece...
Coffee Is For Closers . . . Kool Aid ISN’T! 22 Aug 2013 | 04:44 pm
Each day thousands of sales reps drink deep from their company’s rich well of corporate Kool Aid. I won’t lie to you, I too have emerged from many a company “rah rah” complete with a Kool Aid mustache...
8 “Must Avoid” Prospecting Mistakes 21 Aug 2013 | 05:38 pm
Sometimes we move so fast that we don’t slow down to think about what we’re doing, how we’re doing it and if it’s the most effective way for us to get from “Point A to Point B” I believe this happens ...
Dressing Up A Turd And Calling It Something Else 20 Aug 2013 | 05:29 pm
I read something the other day that really rubbed me the wrong way. For starters the author mentioned someone he was talking with who said something about cold calling he didn’t agree with. He then go...
8 Ways To Rock Your Sales This Week 19 Aug 2013 | 07:10 am
All of us, whether we like it or not are creatures of habit. The sad part is that we’re often unaware of the things we do, day in and day out simply because they’re habits. Here are 8 things for you t...
The Anonymous Selection Process 16 Aug 2013 | 05:44 pm
In the spirit of due diligence, a potential client will . . . Visit our websites Check product/service review sites such as Yelp, The Better Business Bureau etc They will “Google” our company Etc Then...
Are You Asking For This During Your Meetings? 13 Aug 2013 | 04:29 am
Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it h...
The Learning Makeover 11 Aug 2013 | 07:08 pm
With everyone heading back to school here in the states I thought it might be apropos for us to talk about how we can accelerate our learning and bring our selling skills to new levels. In this week’s...
A Terrible Thing About Fridays 9 Aug 2013 | 09:02 pm
No business needs ever occur on Fridays . . . They schedule themselves Monday through Thursday. Oh, and if its a Friday during the summer it might violate some unwritten law. Decision makers don’t mak...
