Paul Castain's Sales Playbook

How A “Thank You” Saved My Rear End!

Paul Castain — Tue, 31 Jan 2012 02:16:18 +0000

If you’ve been reading this blog for any length of time, you should know by now that I’m a big advocate of the handwritten thank you note! By now you’re probably sick of hearing me say things like . . . “They help you stand out” “They help get you back on your prospect’s ‘mental radar’” And now we [...]

Some Things That Might Not Make Your Schedule

Paul Castain — Mon, 30 Jan 2012 01:50:22 +0000

I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that in your schedule. Right? How about if the boss tells you they need to speak with you on Friday at 2:00? And just to beat up the point, how about [...]

Confessions Of An “Orphaned” Client!

Paul Castain — Thu, 26 Jan 2012 02:42:51 +0000

I was opening the mail the other day when a message struck me as odd. It said something along the lines of . . . Mr. Castain, We value your business and wanted you to know that we have moved to blah blah blah. I have no clue what it said after the “We have moved part” because I [...]

When A Potential Client Requests Pricing Via Email

Paul Castain — Wed, 25 Jan 2012 00:09:29 +0000

So there you are minding your own business when an email lands squarely in your inbox! It’s a potential client who would like a quote on your services. Pop Quiz: If its simple enough, do you send them a quote or even a ball park number or do you at least attempt to bring this discussion to [...]

Should We Give Full Disclosure When Quoting?

Paul Castain — Tue, 24 Jan 2012 01:28:46 +0000

I’m not ashamed to admit that I run my startup lean! So if it means I take a shuttle instead of a car service . . . so be it! Recently, I decided to treat myself and book a car service. It was at the end of a really long day of airports and I could [...]

What Do You Reach To When The Road Gets Tough?

Paul Castain — Thu, 19 Jan 2012 05:41:35 +0000

I remember watching the “Wanted Dead Or Alive” video back in the day and shaking my head. Here’s this great song and the whole time they’re portraying the band as worn out from the road but still embracing the “the show must go on attitude” I remember thinking “poor f’n rock stars making all that money and [...]

Being True To “You”

Paul Castain — Fri, 13 Jan 2012 01:17:27 +0000

I was channel surfing the other day and just happened to catch Emma Stone’s acceptance speech at the People’s Choice Awards. She said something along the lines that its important that we are true to ourselves and that she would not be there accepting that award if she hadn’t made that decision 8 years earlier. I had [...]

Will You Hold Your Ground And Do What’s Right?

Paul Castain — Wed, 11 Jan 2012 23:33:49 +0000

I come across sales reps every day who are saying things, and doing things they don’t feel good about! Why? Because this is what their boss, “the powers that be” or the owner told them to do. Things like deceptive prospecting techniques - Telling the assistant Mr. Jones is expecting your call when he isn’t. - Telling the assistant you [...]

The Forgotten Improvement Plan!

Paul Castain — Wed, 11 Jan 2012 02:15:36 +0000

Sometimes we put so much focus on the areas where we need to improve, and then forget to put artillery fire on the things we’re already good at! I know what you’re thinking . . . “Why would I possibly work on something that I’m already good at?” I don’t know . . . maybe so you [...]

Emailing . . . No Need For Speed!

Paul Castain — Tue, 10 Jan 2012 04:22:18 +0000

This guy I know (Butch) emails me last week saying some really cool things. So I do what any gracious aspiring sales rock star would do . . . I emailed him with . . “Thanks Bitch!” Actually . . . That’s what I almost did until I paused and gave my reply a quick once over. Imagine [...]