Archive for February, 2011

One Way To Free Up 15 Hours Per Month

February 28th, 2011

A few months back, I was reading a really cool book called:  Mojo: How to Get It, How to Keep It, How to Get It Back if You Lose It by Marshall Goldsmith.
The author references an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing or […]
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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

9 Ways To Use Your Windshield Time!

February 27th, 2011

1)    Use This Time For Some Of Your Internal Discussions: If you are continually bombarded with people who chew up your time at work, consider using your drive time for this. Doing this helps you maximize the time in your office and helps you stay on task.
One quick disclaimer: You’re not going to get ahead […]
Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The Why, What & When Of A Good Sales Mix

February 26th, 2011

I come across way too many sales professionals who only cling to one or perhaps two different ways of approaching prospects.
In today’s podcast we’re gonna “go there”!
We’ll start with how I define an effective sales mix and 4 solid reasons why you should consider it.
Next I offer several suggestions on how you can move beyond […]
Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

How To Set Goals…AND ACHIEVE THEM!

February 26th, 2011

Knowing what you want simply isn’t enough.  There are two types of people in this world – those who are interested in goals and those who are committed to goals.  If you are committed to goals, then you have goals that are written down and planned out.  You follow a system towards goal attainment.  You do whatever must be done today and every day, no matter what, and track  progress to avoid procrastination and unpleasant surprises.  Here’s the complete goal setting process:

“There is absolutely no doubt that people can permanently increase their success at work, at school, and at home.  They just need to be taught how,” states James P. Desrosiers, President of GROWTHco, a personal and professional development organization that specializes in goal achievement programs.  “When I was younger I knew WHAT was expected of me and WHAT I wanted for myself, my family, and my company.  What I didn’t know was HOW to get everything done that was on my plate or WHY I would want to in the first place.  In other words, I was never taught time management or self-motivation.  Now I have kids and clients and I see them struggling with success the same way I did.  That’s why I created my company and its programs that help people get real about their lives and achieve anything they truly desire.

“The first thing people need to understand is why some people achieve more than others.  Everyone has the same 24 hours in their day and how we choose to use our 24-hour days will determine our individual level of success.”

People must learn a process for taking any goal, in any area of their lives, and breaking it down into easy, individual steps that are scheduled and tracked through that goal’s completion.

The process as taught by GROWTHco explains that the first step is to identify the goal and establish a deadline.  The goal must be specific.  For a salesperson, that might be going from 00 to 00 per month in sales.  For a student, instead of “doing better in school”, it could be to go from a 77% average in English to an 87%.  The goal must also be attainable.  If you haven’t been to the gym in five years, set a goal to go once or twice a week to start.  The last component of any goal is that it must be measurable.  Make sure you can track progress along the way.  Establishing a deadline eliminates procrastination and creates a sense of urgency.

The second step is to determine motivation.  “Most people need to learn how to self-motivate.  85% of all goals that people have are given to them from other people, usually employers or teachers and parents.  In order for people to reach their maximum potential, they must first be able to find the personal motivation behind these goals.  They must answer the question – ‘No matter where this goal comes from, how will MY life improve from achieving this goal?’  People will only give 100% of their potential when they can tie in the personal gain to the goal that’s on their plate.  The motivation they uncover will create the attitude and passion that is necessary for them to give 100% of their energy and effort towards the goal.”

The third step is to identify and schedule the individual steps and behaviors required for goal achievement.  Again, time is limited.  All we get is 24 hours in each day.  Specific times must be scheduled to ensure that most important behaviors and activities are given the priority.  “We must first complete those behaviors and activities that will lead us to our goals before we do those that don’t.”

The fourth step is to think about any obstacles that may come up and determine how to succeed despite these obstacles.

The fifth step is to develop a tracking system like a chart, graph, or thermometer to gauge progress along the way.  People should share their tracking systems with others to gain valuable feedback and create accountability for their results.

This is a small part of just one session of GROWTHco’s Goal Achievement Program (GAP) for adults and Youth Success Program for Students.  Jim will work with you side-by-side, until goals are achieved.  While pursuing goals, clients learn the critical skills of goal setting and time management, including delegation, communication, avoiding interruptions, using technology effectively, planning, tracking, and focus.  It’s not a fluffy, no results coaching or motivational seminar, but a results oriented productivity program.  Contact James P. Desrosiers

Content Strategy – Step III: Content Resource Assessment

February 25th, 2011

Now that you’ve determined your Key Content Theme, you need to figure out how you’re going to create all that content:

  • Who’s going to be writing the content?
  • Where’s the information for it coming from?
    • “Tribal knowledge” – the collective wisdom and experience of individual employees that may exist only in their heads
    • Existing literature – in-house as well as public sources such as other websites & trade magazines
  • Who’s going to gather and manage the information – the writer, the project manager, someone else?

Your content will only be as good as the information used to create it, so proper planning is important. Time and money is easily wasted if someone is not paying attention to where information is coming from, how current and accurate it is, and if it’s legal to use it.

Protecting The Culture!

February 24th, 2011

I’ve consulted with numerous organizations and trained and coached somewhere north of 3,000 sales reps over 27 years.
There’s one piece of advice that hasn’t changed much other than perhaps how I package the advice.
“Protect your culture”
BS starts with a single act . . . stop it at the door!
Greatness begins with a single act too […]
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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Writing With “Tone”

February 23rd, 2011

I kind of feel like a representative of the “Dark Side” when I say that sometimes people can “feel our anger” in the words we write.
And if by chance you feel that the word “anger” is a tad strong, would you at least agree that people can tell when we might have the proverbial bug […]
Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

11 Ways To Facilitate A Linkedin Discussion

February 21st, 2011

By now, you’ve probably heard the news that participating in Linkedin discussions is a great visibility strategy for you.

I thought it might be helpful to offer you a few guidelines that have served me well.

1)    Don’t Post And Run: By far one of the quickest ways to look like a tool. Call me crazy but I actually have this as one of our rules in my Linkedin group. Aside from bad manners, your discussion has a greater chance of dying and dropping off of page one which doesn’t do much for your visibility huh?

2)    Facilitate Your Discussion: You facilitate a discussion by:

–       Expanding on someone’s thought with a new one of your own.

–       Asking them to expand on their thought.

–       Asking them to give you an example.

–       Asking follow up questions

3)    Circle This One Please: Everyone Has A Story And Wants To Be Heard: So make sure you acknowledge the thoughts of the participants. Want to know a secret? People like to feel good by being acknowledged publicly. That’s how you get more and more people hunting down your discussions because they get to feel good all over again. How cool is that? Answer: Way cool!

4)    Enhance The Rock Stardom Of The Dudes/Dudettes In Your Network: Think about people in your network that have a particular area of expertise that can be invited. In some cases I would even talk them up before they get there. Do this (sincerely please) and you have a network of people who will jump into your discussions at the drop of a hat! Oh, before I forget, we should be doing this on any discussion we come across where we know someone who could add value . . . not just our discussions!

5)    When You Disagree . . . Do It Politely. A simple “Thank you for your input” is a nice neutral way of “not going there girlfriend”. But that’s common sense and everyone understands that in the groups. Right? Common sense is always commonly practiced!

6)    Don’t Let Others Diminish Your Virtual Real Estate: I’ve had only a few situations where I thought someone was going out of there way to be an A Hole. In those cases I brought it to the group manager’s attention so I didn’t have to play “Paul Castain Online Vigilante” Do that, and you become an A-Hole by association.

7)    Thank People: Online and offline. Who doesn’t like a little gratitude in front of thousands of their closest friends?

8)    Don’t Grade The Responses: In my coaching practice I always remind people to never grade the question when handling Q & A. Grading in this context would be if I tell Mary that her answer rocks and meanwhile I go silent on the other 12 responses. Way to tell everyone else they suck! Oh, and can we all stop with the “(fill in the name) nailed it” comments. Do this and you shut a discussion down real quick.

9)    Don’t Disguise A Sales Pitch As A Discussion: I despise this one. If you want a discussion, start a discussion but don’t mislead the participants. And those reply privately messages with the sales pitch is equally annoying. Why would someone come back to participate in your next discussion if you just conditioned them to have their guard up? Think Forrest. Think!

10) Don’t Start A Discussion To Blatantly Posture Yourself: I see this one a lot. The problem with posting a question and then going in to “coach” mode is that most people don’t like it because they didn’t ask for it. Certainly not in front of thousands.  Nuff said!

11) Don’t Over Post: It spreads you out way too thin (especially if you do this over multiple groups). Give your discussions a chance to breathe. I would keep it between 1-2 discussions each week depending on the volume of comments you get. To that end, only post one at a time dude!

Tip: Create a word doc with a list of discussions as you think of them. One way to get ideas is to think about the responses you get during a discussion. You might find a great opportunity for a follow up discussion.

Now if you’d like a PDF of these 11 tips plus 4 more, shoot me an email by clicking here and I will get one to you, no strings attached!

If you’d like a handy dandy PDF of these tips, drop me a line here and I’ll send you one. No strings attached!

Now get out there and facilitate!

Today’s News: If you’d like to have The Sales Playbook magically appear in your inbox like the other cool kids do, then by all means, click here and lets commence with your Jedi training!


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

A New Week With A Different Path!

February 20th, 2011

I remember sitting in traffic and just despising the fact that this was how I had to start my day . . . every day.

One day I changed that and decided to go to work via “The Beach Road”

To get to the beach road, I needed to drive 10 minutes in the opposite direction but . . .

Once I was on that road, I would open my sunroof and enjoy a no traffic drive with some of the most beautiful scenery you could ask for.

It changed my demeanor, it enhanced my creativity and it changed my results.

Taking a different route will do that.

I wonder if thats a concept that only holds true for avoiding traffic?

Today’s News: Our Facebook community is growing rapidly with over 500 members. We could sure use some more cool people to give the joint atmosphere. Please come join us!  Click here to be transported magically to our page :)


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

I Love To Exercise!

February 19th, 2011

If you tell yourself you hate something, then you will never enjoy success with it.  How is your attitude toward exercising?  Does it needs adjusting?  Here’s how:Assignment:  Write down all the pros of being healthy and the cons of being unhealthy.  Then, stop thinking of exercising as a negative and embrace it.  How often do you have alone time?  And enjoy the opportunities that exercise brings:  releasing stress, removing unhealthiness, gaining energy, looking better, feeling better, and ensuring your in top shape to achieve more of your ultimate potential.  Consider all the positive benefits instead and make it simply a non-negotiable automatic part of your day, like brushing your teeth.  Most importantly, proactively schedule it in your calendar to ensure it happens.  When you start exercising, start slow.  Yeah, it may be uncomfortable or hurt at first.  When it does, tell yourself this:  ”Pain is unhealthiness leaving my body”.  I actually enjoy discomfort (not necessarily pain!) as I view it as breaking through to my next level.  Success in business, in health, and in life depends on your positive attitude.  When you feel negative about something, exercise or not, stop…breathe…and adjust your attitude.  It’s critical to your success and your overall happiness in life.  And, yes, this blog was intended to be similar to my other blog about Winter.  I’d like to hear your comments.

Content Strategy – Step II: Key Theme Development

February 18th, 2011

This is where the heavy lifting begins. Before you even begin to write, you need to analyze several key factors that collectively form the addends of a simple equation, the sum of which is – you guessed it – the key theme that will anchor your content strategy:

Step 2 - Theme Development

Step 2 – Theme Development

The first one is, of course, your customer profile:

  • Who exactly are our target customers?
    • Job title
    • Job description
    • Buying influence

Once you have a clear picture of who you are trying to reach with your content, you need to determine what their “pains” are – that is, those key issues that are causing them to lose sleep at night:

  • What specific challenges (pains) does the customer face that trigger a need for our product(s) or service(s)?
  • Specifically, how does our product or service make their pains go away?

Now that you’ve determined what your customer’s pains are and how you can cure them, you need to put that in context with what your competitors offer:

  • What is unique about our “pain relief” compared to our competitors?
  • What do our competitors talk about?
  • How can we differentiate ourselves from the competition?

After figuring out all of the answers to these questions, you’re ready for the final addend of the Key Content Theme equation – positioning. You now need to determine the four attributes listed below:

  • This is what’s unique about our product or service
  • This is what sets us apart from the competition
  • This is why we’re uniquely positioned to cure the customer’s pains better than anyone else
  • This is the compelling reason they need to buy from us

Be aware of where your potential customer is in the buying cycle when they receive your content. Are they just starting to look for a solution and need more context and industry or market information, or are they farther along in the decision-making process, enabling you to focus on your solution and how it addresses their specific concerns?

The sum of all this forms the basis of your Key Content Theme, providing you with the elements you need to create a unique tagline and compelling content to populate your website and other marketing initiatives.

Call Back Entitlement Syndrome!

February 15th, 2011

Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back.

Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just curious

Why do we act so shocked and even offended when we don’t get the call back?

Are they bound by some “good manners” code of conduct whereby they must hear us out otherwise they defile the sanctity of everything good and holy?

Or better yet . . .

What makes us think we’re so special that they have us on the brain?

But it doesn’t stop there . . .

In some cases we just continue with the same, identical activity that got us the non response or better yet, we increase the frequency of the activity to the point of pissing off the prospect.

Or maybe we just continue to vent about it. That can be OK until it consumes us.

I’ve even seen sales people blog and tweet about specific people who aren’t giving them the courtesy of a call back. It always amazes me how people will treat social media as some private “dear diary” thing when in fact all this stuff is quite public and quite searchable.

And before I conclude this portion of my rant, I think this is particularly dumb considering that most prospects will google you and or pull up your Linkedin profile. Do you think it makes them feel warm and fuzzy seeing a blog post or Tweet that basically calls them an ass for not returning your call? Think dude!

So what’s an aspiring sales rock star to do?

1)    Stop with this call back entitlement crap. You knew damn well when you went into sales that this is part of the deal. Get over it and use that energy to get more strategic in your approach. Psst . . . your coworkers will thank you too!

2)    Take a good look at your messaging. Is your message compelling? How compelling? Compelling enough to stand out from the 40+ voice mails, 100 + emails they get each day? But it doesn’t end there dude . . . the average person is exposed to over 3,000 ads per day (Fast Company Magazine) That same person is interrupted 56 times per day according to Wendy Cole at Time Magazine. Are you compelling enough to pull an “Indiana Jones” through that crazy obstacle course?

3)    While you’re taking a look at your messaging . . . are you saying the same thing, every single time? Might want to rethink that. If I’m your prospect and I know that you say the same, identical thing each time, why would I expend the extra 10 seconds to hear the rest of your message? Been there, done that because you’ve conditioned me to move on.

4)    Take a good look at how you message them. Are you just leaving a message? Are you just emailing? What if that isn’t their preferred communication venue? And don’t kid yourself into thinking you are using a well thought out “sales mix” just because you call and email. What about snail mail? How about emailing through a social networking platform (there’s a higher open rate). How about something creative? How about using your network for an introduction? How about physically dropping something off?

5)    Cool down/heat up: This is one of the hardest things for us to do in sales. We seem to be more comfortable either deleting the contact after a few attempts or getting ultra competitive and going overkill on the amount of contacts within a short time period. Sometimes, you are much better off letting it cool down a bit, stepping back, rethinking your strategy and then heating it up again later. An added benefit to that approach is that you get to cool down a bit too and lose some of the “but they owe me a call back” thing.

Any who, if Call Back Entitlement Syndrome has shown its face to you, or someone you love . . . it might be time for you to do something more productive with that energy!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

15 Ideas From Zappos Code Of Business Conduct

February 14th, 2011

Click on the “about us” button on zappos.com and you’ll find a link to their Code Of Business Conduct & Ethics

To me, there is just so much we can learn from this.

Let’s start by having you take a good look at the 10 items that comprise what has really become more than a “code of conduct” . . . its become the Zappos Culture!

  1. Deliver WOW Through Service
  2. Embrace and Drive Change
  3. Create Fun and A Little Weirdness
  4. Be Adventurous, Creative, and Open-Minded
  5. Pursue Growth and Learning
  6. Build Open and Honest Relationships With Communication
  7. Build a Positive Team and Family Spirit
  8. Do More With Less
  9. Be Passionate and Determine
  10. Be Humble

A very impressive and yet simple list. In fact there’s your first 10 of the 15 lessons. Study their 10 and I believe you cover mucho bases!

And now, 5 more things for you to think about!

1)    Do you personally have a “code of conduct”? Might sound a tad formal to do so, but isn’t this a part of your brand? Homework: Create your own list of 10 things that you want to stand for, be known for, represent and be synonymous with. Can’t think of 10? Start with 5. Start with 3. The key word here is to “start”!

2)    Once you define these things, give thought to how you will demonstrate, better yet “live” them. Otherwise it’s nothing more just some useless words on a piece of paper!

3)    Business Leaders: Do you have something like this for your business? Do your employees know it inside out? This is how you create a kick ass company culture by the way!

Note: This is exactly the kind of stuff you should be talking about in your staff meetings. A conversation about how you will continue to deliver on your principles is far more productive than a review of all that mundane administrative crap that could have just been emailed (and later deleted)

4)    How about your customers? Do they know what you stand for? I’m thinking that publishing a core set of values not only keeps you highly accountable, it sets you apart. Actually, that’s not entirely true. When you publish them and actually live those principles . . .  now you really stand out!

5)    Leaders and Jedis: Once you have something like this in place, you must protect it. Someone once reminded me that as a leader, part of my job was to protect the culture. I respectfully (and partially) disagreed. I think a better approach is to create a culture that’s so strong,  people are willing to protect it in your absence. In that instance, you have created something that is much bigger than you or I. It becomes the sum total of like minded souls who are committed to the cause!

So there you have it. 15 very cool ideas that might just have a profound impact on your business!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

10 Ways To Change Up Your Week!

February 14th, 2011

Do you remember the old “If you always do, what you’ve always done, then you’ll always get, what you’ve always gotten” thing?

Well its Monday, a new day, in a new week  and maybe, just maybe, you can change it up a bit.

Here are a few suggestions

1)    Everyone has their own preferred venue when it comes to communication. So if some people prefer a phone call, others an email and others, social networking (and there’s still more than that by the way) then why would you just cling to the one that makes YOU most comfortable. Shouldn’t you embrace a well thought out and well diversified “Sales Mix”? Oh, and if all you do is continue to call someone who never takes your call, that might be your sign!

2)    Take a good look at how you have your contacts scheduled. If you have them as a recurring reminder in your crm as in every other Tuesday at 10:00 am. You are becoming predictable and conditioning your prospect to blow off your call. Change this up too while you’re at it.

3)    How about some creativity? If you do it well, it’s a great opportunity to stand out from the masses . . . especially the ones who “always do what they’ve always done”. What the heck, here’s a free E-Book with 35 ways to prospect more creatively.

4)    Take a Look At Your Messaging: When was the last time you reviewed what you say and/or write? FYI: Changing this up keeps you sounding fresh. The kind of fresh that people that comes through in your words. Might be contagious dude, you never know.

5)    Change your scenery! Changing your scenery does wonders for your creativity too because your mind gets stimulated in new ways.

6)    Look at your routine and consider a departure from some of your “rituals”. Someone once told me that as creatures of habits we tend to default back to the very first way we learned something (hence the large amounts of adults who say “bye bye”) Be mindful of your “rituals” this week and make sure they are truly serving you!

7)    Consider mentally firing yourself from your industry and rehiring yourself in your prospect’s/client’s industry. Think about all the things that would annoy the hell out of you if you were them. When you get done with that, think about opportunities that once realized, would make you look like a rock star if you were them!

8)    When was the last time you went to a client/prospect with 1 idea?

9)    How about 1 thing for YOU that you have been putting off? Never underestimate the power of being a little selfish my friend! I triple dog dare you to actually do this one!

10)  Here are 19 more ways for you to start your week differently packaged nicely in a free, handy dandy E-Book.

So here’s the deal gang, trust me when I tell you its going to seem like someone  pushed the fast forward button on your week as 5:00 Friday suddenly appears.

How cool would it be heading home this Friday, knowing that you not only gave it your best shot, you changed it up a bit?

All we can do is try folks . . . whaddya say?

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Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Don’t Forget “The Love”!

February 13th, 2011

Sometimes we kid ourselves into thinking we show our love.

We get busy, we get caught up and perhaps even a bit comfortable.

Too comfortable?

Perhaps we allowed ourselves to stop the courtship now that we have the “marriage”?

We do it with customers

We do this with employees

We do it with our family, friends and significant others

Don’t!

Every human being wants to be acknowledged, appreciated and validated but . . .

The reality is that we move so fast and have so many things going on

That we simply forget.

And when forgetting becomes a habit, that’s when our relationships become vulnerable.

Love should never be assumed . . . continue to earn it

Love isn’t just spoken . . . continue to demonstrate it

Love is a continual “courtship”

Today, you are invited to put on the brakes

Ponder the many relationships you have in your life

And make sure you’ve made it clear to the other party

That you dig them and you don’t care who knows it!

Love,

Uncle Paul

“Gangster of Love” and Aspiring Jedi

Related Post: How To Love Your Customer!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).