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Business

The Sales Playbook Podcast

Updated 6 days ago

Business
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Sales tips for the aspiring rock star!

Read more

Sales tips for the aspiring rock star!

iTunes Ratings

100 Ratings
Average Ratings
85
9
1
0
5

Constant self promotion

By Nvestr - Feb 05 2019
Read more
If you would just focus on the content and not trying sell in the podcast maybe it would be better. Quit talking in 3rd person and calling yourself Uncle Paul.

Just Discovered Paul

By Laurachorba - Oct 02 2016
Read more
I have worked in sales 12 years and i wanted to find good content that was honest , direct and had some good tips for me. Paul is really good at being a real (as in open salesperson )as well as a person who gives actual usable advice. I want someone with real life experience not a 20 yr old self described genius. Paul has paid his dues and yet gives you actual tools for change. I highly recommend his podcasts.

iTunes Ratings

100 Ratings
Average Ratings
85
9
1
0
5

Constant self promotion

By Nvestr - Feb 05 2019
Read more
If you would just focus on the content and not trying sell in the podcast maybe it would be better. Quit talking in 3rd person and calling yourself Uncle Paul.

Just Discovered Paul

By Laurachorba - Oct 02 2016
Read more
I have worked in sales 12 years and i wanted to find good content that was honest , direct and had some good tips for me. Paul is really good at being a real (as in open salesperson )as well as a person who gives actual usable advice. I want someone with real life experience not a 20 yr old self described genius. Paul has paid his dues and yet gives you actual tools for change. I highly recommend his podcasts.
Cover image of The Sales Playbook Podcast

The Sales Playbook Podcast

Latest release on Jan 12, 2020

Read more

Sales tips for the aspiring rock star!

Rank #1: Episode 267 Two Phrases That Will Help You Build Trust With Prospects November 3, 2019

Podcast cover
Read more

According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy.

No big shock there but;

What can we do during the courtship to help build enough trust;

So our prospects make it to the altar?

In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and 2 really effective phrases that can help!

And once you have a listen to this FREE sales tip, come join us for our How To Nurture Prospects Into Clients webinar by clicking HERE.

Nov 03 2019

24mins

Play

Rank #2: Episode 266 How To Get A Decision Maker's Attention By "Adding Value" October 20, 2019

Podcast cover
Read more

Whenever there’s a discussion around how to get a decision maker’s attention, you can rest assured that someone is going to say;

You need to add value!

What the hell does that mean and more importantly;

How do you do it via the various platforms you’re using to prospect.

In this week’s episode of The Sales Playbook Podcast we’re gonna go there!

Oct 20 2019

46mins

Play

Rank #3: Episode 271 The Things We Tend To Forget To Include With Our New Year’s Goals Part I November 30, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the first of 3, count them, 3, MAJOR things that are typically left out of the goal setting process!

And when you get done with this week's episode, don't forget to check out our Black Friday weekend sale ASAP BEFORE the sale ends. Please click HERE to have a look!

Nov 30 2019

22mins

Play

Rank #4: Episode 262 A Prospecting Formula That Yields BETTER Results August 18, 2019

Podcast cover
Read more

How do you get someone’s attention in the first few seconds of a cold call or the first few words of an email and then;

Keep their attention long enough so they hear you out? And;

How do you intrigue them enough so they agree to the next step?

I break it down into 4 incredibly simple steps in this week’s episode of The Sales Playbook Podcast.

Aug 18 2019

38mins

Play

Rank #5: Episode 269 Do You Think This Approach Provokes or Discourages Phone Objections? November 17, 2019

Podcast cover
Read more

There’s a prospecting approach that many reps (perhaps you as well) are using and;

In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach;

Provokes or Discourages Objections!

Please scroll down and have a listen!

HOW TO NAVIGATE STALLS AND OBJECTIONS MORE EFFECTIVELY

This Thursday, November 21st, at 11:30 am EST, I’m going to be hosting a special webinar to help you avoid and respond to the objections that are limiting your results!

I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

CAN’T MAKE IT?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

How Much?

$99

Please click HERE to reserve your spot!

Nov 17 2019

32mins

Play

Rank #6: Episode 268 The Infamous “Call Me Back AFTER The Holidays” Stall and What You Can Do About It! November 10, 2019

Podcast cover
Read more

I love everything about the holidays except for one thing;

The infamous “Call me back AFTER the holidays” stall!

In this week’s episode of The Sales Playbook Podcast I show you, step by step, how to AVOID and if need be, RESPOND to this!

There’s also a really cool FREEBIE that I offer during the podcast!

We’re going discuss how to up your prospecting skills in our How To Navigate Stalls and Objections webinar.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

Can’t make it?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

EARLY REGISTRATION DISCOUNT

This webinar normally sells for $99, but if you register BEFORE November 12th, its only $74.

Please click HERE to lock in on this special savings and to reserve your spot!

Nov 10 2019

22mins

Play

Rank #7: Episode 261 The Beliefs and Habits That Limit Our Sales Results August 11, 2019

Podcast cover
Read more

There are things that we do (and things we don’t do) that at one time, might have been relevant to us as sales professionals, but;

We continue to do them WITHOUT EVER questioning if these beliefs and habits are still serving us.

In this week’s episode of The Sales Playbook Podcast, we take a deep dive into;

The Beliefs and Habits That Limit Our Results and;

What YOU can do about it!

Aug 11 2019

Play

Rank #8: Episode 270 This Fourth Quarter Mistake Will Cost You In The First Quarter Of 2020 (It’s NOT What You’re Thinking) November 24, 2019

Podcast cover
Read more

In this week’s episode of The Sales Playbook Podcast we discuss a mistake that really falls under the old;

“I’ve always done it this way” belief, and;

It will cost you BIG TIME!

Nov 24 2019

28mins

Play

Rank #9: Episode 263 A Document I Use At The End Of The Sales Cycle To Move My Deals Forward September 8,2019

Podcast cover
Read more

Sometimes prospects are hesitant to move forward simply because of the perceived hassle involved.

A few months back, I started utilizing a really simple document that attacks this head on!

In this week’s episode of The Sales Playbook Podcast I share what I include and the psychology involved.

Sep 09 2019

34mins

Play

Rank #10: Episode 265 A BETTER Approach To The Typical "Breakup" Style Sales Email! October 6, 2019

Podcast cover
Read more

“Breakup” style emails are the virtual equivalent of “wasting your breath”, for several reasons.

In this week’s episode of The Sales Playbook Podcast, I’m going to share WHY this approach sucks, and;

A MORE effective type of email you should be using instead!

Oct 06 2019

31mins

Play

Episode 275 The Obstacle That Most Sales Reps NEVER See Coming! January 12, 2020

Podcast cover
Read more

There’s an obstacle that most sales reps NEVER see coming and quite frankly it can easily limit your opportunities this year!

In this week’s episode of the Sales Playbook Podcast I lay it all out and more importantly;

What you can do about it!

Jan 12 2020

17mins

Play

Episode 274 3 Totally Different Approaches To Time Management/Sales Productivity January 5, 2020

Podcast cover
Read more

There are certain time management/sales productivity tips that are absolutely beaten to death!

In this week’s episode of The Sales Playbook Podcast I offer 3 totally different approaches!

Jan 05 2020

47mins

Play

Episode 273 Everyone Has A Plan Until They Get Punched In The Mouth - Goal Setting Part 3 December 15, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the third of 3 MAJOR things that are typically left out of the goal setting process!

Dec 15 2019

45mins

Play

Decision Maker's Are Getting Too Many Emails Here's How YOURS Can Stand Out December 11, 2019

Podcast cover
Read more

Dec 11 2019

5mins

Play

Episode 272 The Things We Tend To Forget To Include With Our New Year’s Goals Part II December 8, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the second of 3 MAJOR things that are typically left out of the goal setting process!

There are also some cool freebies that I offer for the taking!

Think I'm bluffing? Then I triple dog dare you to have a listen!

Dec 08 2019

48mins

Play

Episode 271 The Things We Tend To Forget To Include With Our New Year’s Goals Part I November 30, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the first of 3, count them, 3, MAJOR things that are typically left out of the goal setting process!

And when you get done with this week's episode, don't forget to check out our Black Friday weekend sale ASAP BEFORE the sale ends. Please click HERE to have a look!

Nov 30 2019

22mins

Play

Episode 270 This Fourth Quarter Mistake Will Cost You In The First Quarter Of 2020 (It’s NOT What You’re Thinking) November 24, 2019

Podcast cover
Read more

In this week’s episode of The Sales Playbook Podcast we discuss a mistake that really falls under the old;

“I’ve always done it this way” belief, and;

It will cost you BIG TIME!

Nov 24 2019

28mins

Play

Episode 269 Do You Think This Approach Provokes or Discourages Phone Objections? November 17, 2019

Podcast cover
Read more

There’s a prospecting approach that many reps (perhaps you as well) are using and;

In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach;

Provokes or Discourages Objections!

Please scroll down and have a listen!

HOW TO NAVIGATE STALLS AND OBJECTIONS MORE EFFECTIVELY

This Thursday, November 21st, at 11:30 am EST, I’m going to be hosting a special webinar to help you avoid and respond to the objections that are limiting your results!

I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

CAN’T MAKE IT?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

How Much?

$99

Please click HERE to reserve your spot!

Nov 17 2019

32mins

Play

Episode 268 The Infamous “Call Me Back AFTER The Holidays” Stall and What You Can Do About It! November 10, 2019

Podcast cover
Read more

I love everything about the holidays except for one thing;

The infamous “Call me back AFTER the holidays” stall!

In this week’s episode of The Sales Playbook Podcast I show you, step by step, how to AVOID and if need be, RESPOND to this!

There’s also a really cool FREEBIE that I offer during the podcast!

We’re going discuss how to up your prospecting skills in our How To Navigate Stalls and Objections webinar.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

Can’t make it?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

EARLY REGISTRATION DISCOUNT

This webinar normally sells for $99, but if you register BEFORE November 12th, its only $74.

Please click HERE to lock in on this special savings and to reserve your spot!

Nov 10 2019

22mins

Play

Episode 267 Two Phrases That Will Help You Build Trust With Prospects November 3, 2019

Podcast cover
Read more

According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy.

No big shock there but;

What can we do during the courtship to help build enough trust;

So our prospects make it to the altar?

In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and 2 really effective phrases that can help!

And once you have a listen to this FREE sales tip, come join us for our How To Nurture Prospects Into Clients webinar by clicking HERE.

Nov 03 2019

24mins

Play

BETTER Sales Messaging (Please Listen To This ASAP) October 22, 2019

Podcast cover
Read more

Oct 22 2019

2mins

Play

Episode 266 How To Get A Decision Maker's Attention By "Adding Value" October 20, 2019

Podcast cover
Read more

Whenever there’s a discussion around how to get a decision maker’s attention, you can rest assured that someone is going to say;

You need to add value!

What the hell does that mean and more importantly;

How do you do it via the various platforms you’re using to prospect.

In this week’s episode of The Sales Playbook Podcast we’re gonna go there!

Oct 20 2019

46mins

Play

Episode 265 A BETTER Approach To The Typical "Breakup" Style Sales Email! October 6, 2019

Podcast cover
Read more

“Breakup” style emails are the virtual equivalent of “wasting your breath”, for several reasons.

In this week’s episode of The Sales Playbook Podcast, I’m going to share WHY this approach sucks, and;

A MORE effective type of email you should be using instead!

Oct 06 2019

31mins

Play

Episode 264 You'll Need To Change Your Tactics In The Fourth Quarter September 30, 2019

Podcast cover
Read more

The Fourth quarter is arguably THE most misleading quarter for us sales reps.

Why?

I get into that, and what you should consider doing differently, in this week’s episode of The Sales Playbook Podcast.

Sep 30 2019

52mins

Play

FREE Webinar Expires TODAY at 5:00 PM EST (Timely Please Listen To This ASAP) September 13, 2019

Podcast cover
Read more

Your Friday The 13th luck is about to change with this FREE webinar but;

You'll need to take action BEFORE 5:00 PM EST TODAY!

Sep 13 2019

1min

Play

Episode 263 A Document I Use At The End Of The Sales Cycle To Move My Deals Forward September 8,2019

Podcast cover
Read more

Sometimes prospects are hesitant to move forward simply because of the perceived hassle involved.

A few months back, I started utilizing a really simple document that attacks this head on!

In this week’s episode of The Sales Playbook Podcast I share what I include and the psychology involved.

Sep 09 2019

34mins

Play

Important Announcement From Paul Castain (Timely Please Listen To This ASAP)

Podcast cover
Read more

Aug 19 2019

3mins

Play

Episode 262 A Prospecting Formula That Yields BETTER Results August 18, 2019

Podcast cover
Read more

How do you get someone’s attention in the first few seconds of a cold call or the first few words of an email and then;

Keep their attention long enough so they hear you out? And;

How do you intrigue them enough so they agree to the next step?

I break it down into 4 incredibly simple steps in this week’s episode of The Sales Playbook Podcast.

Aug 18 2019

38mins

Play

Episode 261 The Beliefs and Habits That Limit Our Sales Results August 11, 2019

Podcast cover
Read more

There are things that we do (and things we don’t do) that at one time, might have been relevant to us as sales professionals, but;

We continue to do them WITHOUT EVER questioning if these beliefs and habits are still serving us.

In this week’s episode of The Sales Playbook Podcast, we take a deep dive into;

The Beliefs and Habits That Limit Our Results and;

What YOU can do about it!

Aug 11 2019

Play

Episode 260 How To Get MORE Things Done WITHOUT Adding Hours To Your Workday August 4, 2019

Podcast cover
Read more

Sometimes it feels like there aren’t enough hours in the day to get things done when you’re in sales.

So what do you do?

Keep starting earlier?

Work later?

Allow work to keep infringing on your family time?

In this week’s episode of The Sales Playbook Podcast I share a really simple technique that will take you minutes to learn and better yet;

Only minutes to implement!

So go ahead and give this episode a listen!

Aug 04 2019

44mins

Play

iTunes Ratings

100 Ratings
Average Ratings
85
9
1
0
5

Constant self promotion

By Nvestr - Feb 05 2019
Read more
If you would just focus on the content and not trying sell in the podcast maybe it would be better. Quit talking in 3rd person and calling yourself Uncle Paul.

Just Discovered Paul

By Laurachorba - Oct 02 2016
Read more
I have worked in sales 12 years and i wanted to find good content that was honest , direct and had some good tips for me. Paul is really good at being a real (as in open salesperson )as well as a person who gives actual usable advice. I want someone with real life experience not a 20 yr old self described genius. Paul has paid his dues and yet gives you actual tools for change. I highly recommend his podcasts.