The "Gift"

Tucked away in a safe place within the walls of my heart, is a vision of my Father, Christmas Eve some 22 years ago. I can vividly see the look upon my Father’s face, because it was a look that transcended all expression. It was beyond gratitude or joy and it was as if he were recording our faces, our voices and acts to be filed for ready access in the depths of his soul It was as if he had something to say, but couldn’t express it. I didn’t know what it was but I felt it to be deep and profound.

It was that Christmas that I learned something that I have referred to as “The Gift”!

12 days later a family meeting was called by my Father and he obviously had something on his mind. With a heavy heart he shared with us that before he was released from the hospital (a few days before Christmas) he was told that the cancer had spread and was given 3 months to live. He explained to us that he didn’t want to ruin our holiday and wanted to give the family the 12 days of Christmas.

That day the light bulb went off for me, as I realized that on Christmas Eve, my Father was drinking it all in for the last time. Less than 3 months later, my Father passed away.

So let me say it for you . . . where is “The Gift” in that? Seems to me to be an unnecessary emotional bomb that I just dropped on you. No? There are in fact, many. Please read on.

The first is a constant reminder that if my Dad could keep himself from wearing devastating news like that on his sleeve, perhaps I can keep whatever BS I’m going through off of mine! And let’s not pretend that we don’t know what I’m talking about either. I’m talking about the boss, the job, the A-hole who stole the parking spot, the kids, the wife, the bills, and for the “Bah Humbug” crowd . . . . the season!

When I am guilty of wearing those things on my sleeve (and I am), perhaps I am also guilty of getting in the way of someone else’s joy. Something for us all to think about next time we care to offer someone an invite to our pity party. Might be a “gift” in understanding that one!

The other “gift” is savoring the moment, involving all of your senses and living the holiday (and dare I say, our lives) as if this will be the last one. Someday we’ll be right!

I believe there is also a “gift” in catching yourself enjoying that moment. Don’t they call it the present for a reason? Personally, I think it sucks when we are enjoying a moment solely in retrospect! I triple dog dare you to catch yourself in the act of enjoying your life!

Gratitude is yet another gift that I have taken away from that event. Gratitude that I saw the moment when my Dad was savoring his last Christmas. In that moment, I was able to share something very profound . . . a moment when someone who had come to the end of their journey was counting their blessings!

Additional “gifts” come from that knowledge too. All of us have an expiration date. If you knew you were on your final 3 months would you be filled with regret or gratitude? Even more “gifts” come our way with the ability to start, right now in positioning ourselves for a “regret free” life!

There’s still more, I promise!

If we can’t embrace gratitude, how about refusing to allow resentment to enter our lives? Not once during his final days did he ever convey feelings of resentment for a life cut short at 65! Instead of anger that Christmas Eve, he was grateful. And don’t think that I’ve never had to face anger and resentment in my own journey. There were many times when I was rebuilding my life that I allowed those feelings to creep in. Reflecting back on Dad’s last Christmas Eve always gave me the necessary kick in the ass I needed to stay the course. Speaking of which; do you need a swift kick in the ass? It’s OK if you do, mine has been numb from the necessary kicks from time to time!

“The Gift” is also an opportunity for us to become selfishly selfless. It means finding a need, thinking beyond ourselves and giving unconditionally. How?

Giving of encouragement. Never, ever underestimate the power of giving someone the ability to take another round!
Giving of our time, our patience and our genuine interest!
Giving of our prayers . . . who doesn’t need a little spiritual good press these days?
“The gift” of forgiveness as well as “the gift” to remove our ego’s long enough to ask someone else to forgive us!

And in true "Charity begins at home" spirit . . . how about the gift of forgiving yourself and understanding that "failure" is merely part of the process of becoming successful.

“The gift” of giving someone their "flowers" while they are alive (instead of later on their tombstone) by telling them you love them, what they mean to you, how they’ve inspired you, what you’ve learned from them etc. Just give them their tribute now, so they too can enjoy a “gift”! The ultimate "gift" is the urgency to do that now!

“The gift” of joy we feel when we know we helped create joy in someone else’s life.

The final "gift" is the ability to take our own sad stories, challenges and speed bumps and somehow take something from it! In that moment, you may have something that becomes "a gift that keeps giving"!

With that, I want to thank you all for my “gift” . . . the opportunity to share something personal that profoundly shaped my life. I share it with the hope that it will breed numerous “gifts” to you and all those who surround you this holiday season!

Please take a moment to look, to savor and to embrace the many gifts that surround you! They are there. Sometimes we just need to look a little harder!

Oh, and before I forget . . . Dad, thank you for “the gift”!

Wishing you and your family blessings of peace, joy and more “gifts” than could ever fit under your tree!

Happy Holidays!

Subscribe to Paul Castain's Sales Playbook by Email

Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7

100 Totally Random Sales Tips!

I've put these tips together for you in a free 15 page PDF . . . no strings attached. Actually, you have to do two things. First, shoot me an email ctstrainer@yahoo.com requesting it (I never sell my email list nor will I ever spam you. Promise!) The second is that you forward the PDF to your network should you find value in the 100 + tips. Fair enough?

1. Athletes and musicians warm up, so should you! Before hitting the phones, call your own voicemail. Listen and evaluate.
2. Follow the 2 minute rule whenever presenting something. Every 2 minutes make it interactive. Ask a question, involve them and for God’s sake come up for air.
3. Add a PS to your auto signature and use it as free ad space by informing people of products and services you offer. Example: “PS Ask me about how our blah blah blah helps companies achieve blah blah blah.”
4. Change your perception of the word “No” No isn’t a door slammed shut for all eternity, it simply means Not Now!
5. Every verbal agreement gets a written confirmation. Next time someone agrees to something like “Call me next month and we’ll set an appointment” Confirm it by sending a handwritten note.
6. Don’t ever call someone “To check in”. Seriously Dude!
7. According to BASEX, the average American loses 2.1 hours each day to office interruptions. Track your time for two weeks, analyze and ask yourself how you can get some of that back.
8. Do you ever get nervous before either a speech or hitting the phones? Try holding a ceramic cup of warm water. It travels the nervous system and has a calming effect.
9. Don’t ever just read a book and then put it down. Read it, summarize the key ideas and then write out how you are going to implement those ideas into your life! Bonus points if you re approach that book later in your life.
10. Manage your time better by asking yourself: “Is this the best use of my time, right now?” If it isn’t then you need to adjust Moy Pronto.
11. Confucius say: “A bad month doesn’t happen on the 30th dude!”
12. The next time someone puts you on the spot and asks you an awkward question, ask them “Before I answer that, I’m curious, what prompted you to ask that” It will buy you time and put the onus of awkwardness right back on them!
13. 25 Creative Tips Get In The Door found here: http://salesplaybook.blogspot.com/2009/05/25-creative-ways-to-get-in-door.html
14. Before going out to battle each day, put your body armor on by reading/listening to something positive.
15. World’s Greatest Time Management Tip: Just Say No!
16. Give yourself a pep talk. Remind yourself of all you have accomplished. Rinse, repeat and then give someone else a pep talk!
17. “Everything that irritates us about others can lead us to an understanding of ourselves” Carl Jung. Think about that next time someone pisses you off. You’re welcome! J
18. Networking Tip: The last thing you should do before a networking event is make sure you are “current” Check their website, the local business journal and the news so you are versed in what’s happening today.
19. Networking Tip: The first thing you do after a networking event is send thank you’s to all you had a chance to chat with.
20. Consider using an accountability partner. Nothing jolts success like mutual swift kicks in the rear!
21. Give value to your network by playing matchmaker. Who can you introduce to each other today?
22. Successful people look in the mirror. Pick one area you want to improve upon and take immediate action toward improvement. Kick it up a notch with an accountability partner.
23. Get better at Linkedin by clicking here: http://salesplaybook.blogspot.com/2009/07/linkedin-right-way.html
24. One of the biggest mistakes with regard to Pre Call Planning is in Googling the company and individual only on the first appointment. Things change and you need to be in the know. Set up a Google alert for ALL your customers and top prospects.
25. Just a reminder to “conquer the world” at home too. All the success in the world isn’t worth neglecting the things that truly matter.
26. Colonel Sanders took 1009 “No’s” before getting the “Yes” that launched KFC. How many “No’s” do you have in you?
27. Watch Glen Gary Glen Ross & Boiler Room, have a good laugh, then make a note to NEVER do those things J
28. Listen to comedy right before you hit the phones. It’s hard to be nervous or uptight when you just laughed your ass off! I highly recommend the Jerky Boyz but they may be a tad offensive for some.
29. Zig Ziglar’s Goals Setting and Achieving Them On Schedule and Tony Robbins Personal Power program are fantastic goal setting programs for you to consider.
30. So with 170 billion emails per day (abcnews.com) the average consumer being exposed to 3,000 ads (FastCompany Magazine) the average buyer getting at least 40 calls per day and people now doing the work of at least 1 other employee due to downsizing . . . what’s your plan to stand out?
31. Need to figure out a prospect’s email protocol? Learn the Google trick here http://salesplaybook.blogspot.com/2009/02/play-22-google-trick.html
32. Cool MP3 on how to adapt to different types of people. http://alessandra.com/platinumrulespeech
33. Working “smarter” can’t ever be an excuse for not getting our uniforms dirty! Here’s to working smart and having to change a filthy uniform at the end of each day J
34. The 12 ‘clock Reality Check: Each day at noon you should be halfway through your objectives. If you aren’t, then adjust at noon not 5 to 5!
35. “Everyone who got where he is had to begin where he was” Just a reminder to begin that thing you’ve been putting off. There are no dress rehearsals in life.
36. Networking Tip: It aint about you! Make it about them!
37. Cure for Procrastination . . . Use some “TNT” as in Today, NOT tomorrow!
38. Use a digital voice recorder to jot down the names of all the companies you pass when you are racing to that appointment.
39. Use your camera phone to take a picture of the building directory for later reference. Bonus points if you hum the James Bond theme while you do it!
40. Use “T Formations” to increase your leads. On your next appointment, visit the business to the right, to the left and across the street giving you 3 new leads for every new appointment. Not too shabby!
41. Use continuation questions such as “How so?” “Can you give me an example of that?” “Please elaborate” etc to get to the core of your prospect’s needs!
42. Consider checking out job boards such as monster, careerbuilder and hotjobs as a possible lead source. Companies that are hiring are doing so for a reason!
43. Success Magazine is a must read for the aspiring Jedi!
44. Stephen Covey once said “Most people do not listen with an intent to understand. Most people listen with an intent to reply” How are you doing in the listen to understand department?
45. “We generate fears while we sit. We overcome them by action. Fear is nature’s way of warning us to get busy” Dr Henry Link. Just a friendly reminder to get out there and get after it!
46. When was the last time you watched yourself on video tape? It’s a great way to improve your skills!
47. Use a mirror by your phone. What you see is what your prospect gets. You know smiles can be “heard” the same way a poor disposition can be. I’m just sayin
48. Get a headset or a long phone chord and get in the habit of moving when you prospect. The energy is contagious! Plus you look really important pacing around the bull pen like Gordon Gecko in Wall Street!
49. Make sure you are using multiple venues of prospecting such as phone, email, snail mail, networking, social networking, creative etc. Each prospect responds differently to different approaches so why limit yourself?
50. Consider “sparring” with your teammates before hitting the phones. Through objections at each other. Raise the bar by having to respond with 3 different responses.
51. The next time you send a letter to a prospect, put it in a colored envelope and hand address it. It will resemble a personal card and get opened!
52. Sometimes the best way to a prospect’s heart is through their stomach. Go to the bakery and ask them to bake a big cookie with the inscription “We want to take a bite out of your business!”
53. The next time someone wants you to call them back next month to set up an appointment, respond with “Why don’t we pencil it in now and I’ll make a note to confirm with you to make sure the date still works with you as we get closer”
54. At least once a day ask yourself “Is what I’m doing moving me closer to my goals?” If the answer is “no” then adjust your course!
55. It is absolutely imperative that you take time to think and strategize. Check this article out for details http://salesplaybook.blogspot.com/2009/03/play-25-sunday-morning-coffee.html
56. Lots of free resources to “get back to school” with your sales http://salesplaybook.blogspot.com/2009/08/sales-professionals-back-to-school.html
57. “Your job is to never be a bore. If you are a bore, slap yourself” Jack Welch. Reflect on that one today!
58. Would you ever take a call or worse yet, make a call from a public restroom? If so, quit sales and get help. Note to everyone else: Don’t borrow cell phones J
59. When was the last time you taped your end of a prospecting call? Listen for “ums” “you knows” Do you sound confident? How’s your message. Football coaches view the video tape of the game, perhaps you should too!
60. When asking a client for a referral, cue their memory by giving them groups of people to think of. Groups could include family, friends, golfing buddy, Linkedin contacts. You get better results when you prompt their thinking.
61. A nice way of getting all the decision makers present is to simply ask “Who else, beside yourself should join us?”
62. A common mistake when setting up meetings is to get the highest level of decision maker there. Yes, we need them, we also need to get the people feeling the pain there as well. A person at 30,000 feet may not feel it the same way.
63. Want to improve the quality of your communication? Ask a better question!
64. Want to tap an area you might be missing? Try the sales department as a possible point of entry! Here’s a shock: Salespeople love to talk and might be able to point you in the right direction!
65. When answering an objection, answer the objection and then redirect the conversation towards a commitment. Example “John, why don’t we get together anyway, we have some ideas that might be able to impact some of the work you are doing with _________. How’s your schedule for early next week?”
66. Objection Buster: “Upside/Down” This is when you present an upside for taking an appointment with you and then following it with a nonexistent downside. Example: “The upside is that I have some ideas that really speak to your 4th quarter initiative you spoke about in ABC Gazette. The downside, other than a few minutes of your time, I can’t think of one”
67. Try sending an initial email to several decision makers, including folks higher up in the food chain. Put them all on the “To” address line so no one accuses you of getting cute. The beauty of this approach is that it inspires internal chatter and can put peer pressure on the key contact to take a meeting with you if there is a known need for improvement.
68. Once you’ve gotten the whole “dress for success” thing down, don’t forget the often neglected areas: Your computer bag, the notebook you use instead of a pad folio, your pen, the interior of your car, your trunk etc. Shine those shoes and pop a breath mint while you’re at it J
69. The next time you find yourself thinking something represents “Sales 101” ask yourself this question “Is it sales 101 and I’m already doing that or is it sales 101 and I need to START doing that?”
70. Use fear as a counselor and not a jailer. Counselors help us get better. Jailers immobilize us. Change the word “fear” to respect. It will keep you from getting sloppy!
71. Be careful when you give your name, phone number, directions etc. Things we say often are often rushed when we say them. Slow down, and communicate clearly as if it were the first time you ever presented that info.
72. Want to get to the point quickly in your next client meeting without playing “20 Questions”? Ask “Granted I called you, but what prompted you to take this meeting today?”
73. The next time someone tells you your price is too high, don’t ask, “how much?” right off the bat. Have them put the higher price into a context by asking “Compared to what?” Sometimes you will hear “I’m not sure, it just seems high” Gives you something easier to fight and buys you a few extra seconds to lose that “Oh crap!” feeling.
74. Make it a habit that every time you receive a commission check you reinvest in yourself somehow. A book, a cd, a seminar. We invest in others when we buy stock. How about a sure thing known as “YOU”
75. Make it your mission to move all these virtual relationships you have to real time!
76. Reduce prospects going MIA on you by saying this at the end of your “first time” appointments. “(name) Hopefully you feel I was upfront and honest with you today. I’d like to ask one favor of you. At some point you are going to make a decision. You may decide yes, which is always cool as I make my living on the word Yes. You may decide No, not as a good as a Yes, but I will know where I stand with you. The worst place for us to be is a no decision. Can I ask that either way you’ll let me know?”
77. The next time someone suddenly has to run it by someone else, say this “I understand and do you plan on recommending us to (name)?” They will most probably say Yes. “Does (name) generally go with your recommendation?” They will most probably say Yes again. “Is there any reason why we can’t go ahead in the meantime, subject to the disapproval of (name)?”
78. Ask a client why they chose you. It may surprise you and offer you a new approach for future clients!
79. Want to know a killer rapport building technique? Ask better questions. Ask the questions no one else asks. Ask the questions that make the other person stop dead in their tracks and think about their business challenges/opportunities in new ways!
80. Are you doing the whole Automobile University thing by listening to instructional/motivational cd’s during your windshield time?
81. In the words of the immortal Wedding Crashers “Rule #76: No excuses . . . Play like a champion!”
82. Chances are, sooner or later someone is gonna want to play “let’s make a deal” with you. Why not sharpen your negotiation skills by reading The Secrets of Power Negotiation For Salespeople by Roger Dawson. If you Google the author, remember, Roger not Richard or you will get that ass from Family Feud!
83. Just a note for you to stop taking it all so seriously. Have some fun along the way and pass the fun along to others!
84. African Proverb: “If there is no enemy within, the enemy outside can do you no harm” May 2010 be the year we all evict our internal enemies from our lives!
85. Refuse to go to your grave with your music still in your head!
86. Have 3 compelling reasons for calling a prospect. If you can’t think of any, don’t call!
87. You can get a good look at a T Bone steak by sticking your head . . . well, you know the rest. Rent Tommy Boy and have a good laugh today. Life is way too freakin short!
88. Many reps fall into the trap of conducting a thorough needs analysis only on the first appointment. Things change and we need to stay current. Make sure you do this regularly with your clients.
89. If you aren’t keeping a journal, please report to the Principal’s office and check out this article by a really cool dude: http://salesplaybook.blogspot.com/2009/11/50-ways-to-rock-your-journal.html
90. Successful Sales Reps focus their time on the 3 Big Rocks: New Account Acquisition, Account Retention and Account Development. All other activities are scheduled around the “money activities” Too many reps do the opposite.
91. Remedy for “Ums” and “You knows”: Slowing down and better preparation. Tape yourself for a reality check.
92. You can prompt a prospect (say that 10 times fast) to relive pain by asking more questions that begin with “Tell me about a time” “Can you share with me an example of . . .” And what happens when we retell a story that’s unpleasant? Gold star if you said “You get mad all over again” Emotions are very powerful in sales. Make sure you get your prospect in the proper state.
93. Always “We/We” before you leave your appointment. We/We as in “What else should we have discussed that we couldn’t get to today?” and We/We as in “Who else besides yourself should join us next time?” Note: If it’s a long ride then we/we needs to be embraced on the traditional level.
94. Nike has it right: “Just do it” Regrets are a bitch!
95. Remember “No” is a conditioned response to any offering via phone. With that in mind, what’s your plan to get beyond that “No”. And just for a goof, why not call everyone who told you “No” this year.
96. Dale Carnegie once said “There are always three speeches. The one you practiced. The one you actually gave and the one you wish you gave” Look at each appointment the same way and take the most important element with you . . . The Lesson! Note: I said the last part, Dale was cool but not cool enough for that cool ending to his thought. Just putting that out there J
97. Consider setting up a phone “mixer” with 5-6 others from your network. It’s a great way for you to play matchmaker and gain additional visibility! Remember to invite Paul Castain. I’ll bring the virtual Margaritas!
98. Need to break away at a networking event but don’t know how to do so politely? Try this “You know (name) I promised myself that I would go outside my comfort zone today and really try to meet as many people as possible. If you don’t mind, I want to try and push myself a bit. I really enjoyed talking with you and hope we can chat again soon” If that doesn’t work say “Look Brad Pitt” and run in the opposite direction. If that still doesn’t work, call me and I’ll come get ya!
99. Go on a 30 Day Social Media Diet! http://salesplaybook.blogspot.com/2009/10/30-day-social-media-diet.html
100. Understand that sometimes our attitude needs an enema! http://salesplaybook.blogspot.com/2009/09/when-your-attitude-needs-enema.html

Subscribe to Paul Castain's Sales Playbook by Email

Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7

Don't Forget: I've put all these tips together for you in a Free 15 page PDF . . . No strings attached! Actually it will cost you two things: The first is an email to me requesting it ctstrainer@yahoo.com and the second is simply passing it along to your network should you find value in the 100 tips. I never sell my email list nor do I spam anyone.

Raise Your Army BEFORE You Need It!

I must confess to being rather introspective this time each year. Perhaps more this year as I chose to go completely outside my comfort zone and utilize a new set of weapons that is social media.

There were three major lessons that I learned this year that shaped my online strategy

Lesson 1: If the old adage of “It’s not who you know . . .it’s who knows you” is true; I was screwed big time. I found that out the evening I decided to take my head out of the sand and run a Google search on Paul Castain. It wasn’t pretty! 3 results to be precise and nothing to make you say “Nice brand dude!” It sure wouldn’t sell the book I’ve wanted to write my whole life either. Quite frankly, the thought of that provided me with a roller coaster of emotions ranging from fear, anger that almost 44 years on this earth gave me 3 results, jealous of those who had the exposure etc.
I needed to change something, quick.

Among the many books I read in 2009, two helped shape not only my online strategy, but the philosophy which served as the foundation to build!

The First book was Never Eat Alone by Keith Ferrazi and the second book was Trust Agents by Chris Brogan and Julien Smith.

Aside from numerous gems of information in both books, they both said something that I really took to heart.

Keith Ferrazi talks of a strategy the Clintons used brilliantly which he calls “Building your network before you need it”

At the core of that strategy is a simple philosophy that we set things in place BEFORE we need to leverage them. For the bulk of my career, I was quite guilty of building things as I needed them and even after I needed. As you can probably imagine, my results were less than favorable. Actually, lets be honest. My results sucked!

Chris Brogan and Julien Smith talk about a concept they call “Building Armies”

This calls for us building the trust necessary for people to want to not only follow us, but almost become our brand evangelists to their followers.

So, being the creative genius I am, I kind of morphed the two concepts from three rock stars to form

2) Build Your Army BEFORE You Need It: This represented a big shift in the way I’ve always done things. Because as much as I wanted that army NOW, and as much as I wanted to yell “CHARGE” I didn’t feel I had earned that right.

And how does one earn that right?

3) Patience! As in the patience to

Give people value upfront, unconditionally and without keeping score.
Taking the time to help people, introduce people, facilitate learning opportunities through:

My blog, my Linkedin Group, my “tweets”, my articles, my speaking engagements, my one on one chats with people who need some guidance (I never charge by the way)

For me, this is counterintuitive to say the least! Why? Because as a sales professional I want to “close” take the kill shot, reap the immediate rewards.

But that’s not how you raise an army now is it?

I believe in the online battlefield you raise an army by offering enough value and building enough trust that people become your evangelist. When that happens, a multiplier kicks in and you become more effective.

Think I’m wrong?

Let me ask you a question. Which packs more punch:

Me going into a group and basically “pimping” myself out by bragging about me, my company and how we help our clients. Or . . .

Reading about me, my company and how we help others from someone who has nothing but great things to say. And it doesn’t end there.

They have nothing but great things to say in front of their following and the online community where they are sharing the love. And it still doesn’t end there.

Their followers spreading the love to their community. Etc

I believe at that point you have earned the right, and have established the Trust to unleash that army to help you achieve your objective.
And as long as that trust is never compromised, that army will continue to help you .
Yell “Charge” prematurely as in the absence of trust and you will be fighting your war with about as much gusto as a guy with 3 results on Google!

So, in the spirit of complete disclosure, let me share with you, where we are today in building the army I need to accomplish a goal I set many years ago:

Linkedin: I have over 1200 followers. I interact with many of these followers and have focused on how I can make them look like rock stars

My Linkedin Sales Playbook Group: 6800 + members and we only started in March. Note: Part of raising an army is having enough trust in those who follow you to ask them for feedback and advice. My group has given me that and more!

Twitter: 2000 followers. I could have grown this more rapidly but truth be told, I have struggled with Twitter and had quite a bit of learning to do. I’ve seen others smoke me on those numbers in the same amount of time, some have artificially grown their numbers as I’m convinced the majority of their followers are so far removed from what they offer, its more of a “follow me, and I’ll follow you” deal. I have no interest in that.

My articles have been viewed by 10’s of thousands

My blog has several thousand subscribers.

And that Google bitch slap I received a year ago has changed somewhat. Today there are over 16 pages that come up if you care to Google me.

And this my friends is where 2009 became the year of patience for me, because I will tell you without hesitation, that I have a heck of a lot more work to do before I would ever become comfortable enough to call upon that army.

So soldier, let me ask you:

Are you building your army BEFORE you need it or as you need it?

What are some ways you can build that army more effectively in 2010?

Have you realized that new theaters of war have emerged with social networking? Have you at least given a try to Twitter, Linkedin and Facebook?

How ya doin in the patience department?

May you raise the army you need to conquer your portion of the world by harnessing weapons of mass kindness, inspiration and giving unconditionally!

That's how you become unstoppable!

To your inevitable success!

Hook A New Company Up: A new online company needs your help! SalesProfile.com is looking for valuable feedback on their evolving tool for sales professionals and businesses.They are currently evaluating a series of website content and technology enhancements and would like to know what resources will help sales professionals and businesses exceed their sales objectives. What can they provide to keep you coming back to their site day after day? Please help them help you by taking their short survey below, which should only take about 2-3 minutes of your time.http://www.surveymonkey.com/s/T2DZ8BG

Subscribe to Paul Castain's Sales Playbook by Email

Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7

50 Random Thoughts For The Holidays!

1. Go Elf yourself http://elfyourself.jibjab.com/?cmpid=jj_hp
2. Why not listen to some commercial free (almost) Christmas music here http://accuradio.com/holidays
3. Commit to laughing your hiney off at least once a day. Once you do that, make sure you help others do the same!
4. Don’t listen to that damn “Christmas Shoes” song. If you do and someone walks in on you tell them its your allergies!
5. Forgive someone.
6. Be a kid again. I won’t tell anyone if you don’t!
7. Understand that other than the “5 Golden Rings” in The 12 Days of Christmas, someone basically cleaned out their attic and was trying to unload junk. I mean what am I supposed to do with a bunch of Lords a leaping? Screw it; just put it over there next to the swans a swimming, Jackass!
8. Sing along to a holiday song. Rinse and repeat!
9. Take a co worker out to lunch or coffee . . . just because.
10. Between now and year end include messages of hope and inspiration in your status updates.
11. Grab a hot chocolate and look at some Christmas lights.
12. Say a prayer for someone.
13. Give someone a few extra minutes of your time.
14. Take at least one opportunity to bite your tongue.
15. Over tip someone who deserves it.
16. Listen to the Ave Maria and then acknowledge a truly beautiful song!
17. Fellow New Yorkers: Let’s have a “bird free” holiday season. If each of us refrains from middle finger usage at least once, it will reduce the other person’s urge to “return the bird” and total “bird” usage will drop by 10 billion.
18. Understand that laughing at the song “Grandma Got Run Over By A Reindeer” is sick. Would you really laugh if your Grandmother got run over by a reindeer? What’s next? Grandpa got his nuts caught in a turbine?
19. Forgive your parents already. Like they didn’t forgive you for dopey stuff you did?
20. Evict negativity from your life. Seek out good. Its there . . . I promise!
21. Give someone the gift of your undivided attention.
22. Watch this important clip and then tell me who was the better dude. Heatmeiser or Snowmeiser. http://www.youtube.com/watch?v=yon2YuXssvo I will tell you all straight up that I laughed so hard I cried with my Mom the first time I saw this!
23. Tell a loved one how much they mean to you. Unfortunately, there’s an expiration date on this crazy thing we call life!
24. Read the lyrics to “I Heard The Bells On Christmas Day” and then prepare for a good cry when I tell you what inspired that poem. Henry Wadsworth Longfellow’s son was killed in the American Civil War and it was his way of expressing despair, anger and questioning his faith in the process. Kind of makes your complaint about having to stop by Aunt Sadies on Christmas look like baby sh*t next to his tragedy, huh? Here are the lyrics, get your Kleenex. http://www.worldofchristmas.net/christmas-carols/heard-the-bells.html
25. Plan a family night.
26. Find something inspirational and then pass it to your network because quite frankly, we all need a shot in the arm from time to time.
27. Encourage someone. Its free.
28. Answer this question: What am I most grateful for? Take inventory and count your many blessings.
29. Stop striving for Norman Rockwell Christmas moments. Understand that the beauty of his art was in capturing the chaos and even celebrating it. Might be a lesson in that crazy thought.
30. Donate some food to your local food pantry. They get hit hard this time of year.
31. Change the words to one of your favorite holiday songs. Personally, I like singing “Walking in my winter underwear” to the tune of “Walking in a winter wonderland”. I’ve even changed lyrics to things I could never share here. But I will hint that it involved a threesome and leave it at that.
32. Commit to wearing your spirit on your sleeve!
33. If you have stepped away from your faith . . . step back. By the way, I did and I was a fool for thinking I would travel my life’s journey without it! I’ll spare you the sermon, but I feel much better after my spiritual homecoming!
34. Listen to the lyrics of “We wish you a Merry Christmas” and then ask yourself What's the deal with that Figgy Pudding and who the hell do they think they are threatening us that “We won’t go until we get some” I wish the person who wrote that song would have stepped back to realize that people are willing to get indignant over a Baileys or a hot chocolate, but a figgy pudding? Don't have any, but help yourself to those Lords a leapin over there instead skipper!
35. Sing a duet of “Baby its cold outside” and then realize that the atrocity that just occurred with your singing is precisely why you both need to keep working your day jobs.
36. Stay away from the news. Take it in bite sized pieces. They make mega bucks with negativity . . . you don’t!
37. Find a way to create a memory and then visit that memory often! Someday you will refer to today as “The good old days” Make it count!
38. For all you folks on Twitter. You changed Thanksgiving to “Tweetsgiving”. Should you take the “Christ” out of Christmas and wish me a Merry Tweetsmas I will Twick your Twass!
39. Go on a date with your spouse. Conquering the world needs to happen on the home front too.
40. Avoid any instance where you will be accused of “donning gay apparel” And don’t let the SOB soften that statement with some “Fa la la la la” jibberish. Talk about dropping a bomb and then changing the subject.
41. Go to a tree lighting, a children’s Christmas concert to get that hometown vibe going!
42. When you find yourself in an exceptionally good mood, don’t ever let anyone take your joy away from you.
43. Find a way to make someone look like a rock star today, just because.
44. Mend a fence. Lose your ego and repeat after me “Sorry” Try it and you will lighten your load.
45. Catch up with someone you lost touch with.
46. There are 11 towns in the US named “Santa Claus”. I’m only sharing that because I set the bar too damn high in telling you I had 50 things. What was I thinking?
47. Let someone know they inspired you!
48. Try to do some of your holiday shopping at a “Mom and Pop”. It’s a great way to stimulate your local economy.
49. Christmas Shoes Part II: If someone walks in on you tearing up, tell them you are going to be taking the place of Paula Abdul on American Idol and you were just practicing!
50. Watch It’s A Wonderful Life and then acknowledge that it truly is!

I hope in some crazy way this has brought you a smile, a tear and a renewed sense of holiday spirit!

Subscribe to Paul Castain's Sales Playbook by Email

Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7

The Next Time You Think You Are Dressing For Success . . .

Oh no. Another know it all blogger preaching some dress for success BS we’ve all heard a thousand times . . . think again sista!

Today, we're going to focus on the all too often neglected areas that seem to slip under the proverbial radar.

So, let’s look at the dress for success thing as meaningless if . . .

Your breath is so bad it could start the windmill on an old Dutch painting. Consider becoming one with an Altoid. Especially important if you will be engaging in close quarters combat like riding in a car together or talking close up at an event. Note: if people retract when you talk you may be guilty of “Ass Breath”

Your cologne/perfume arrives 10 minutes before you do and stays thru the new year. I remember when I worked with my Dad making the mistake of bathing in some Emporio. He promptly invited me to “Shower it the hell off”. He felt it was a huge distraction and it wasn’t until I was on the receiving end of an over ambitious cologne enthusiast that I forgave my Dad for being a bit harsh that morning.

Your eyeglasses are so filthy your blue eyes have taken on shades of dirt. There’s actually a simple cure. Pick up a small bottle of eye glass cleaner or wipes that they have designed for cleaning glasses. Keep them in your bag and viola you are ready to combat “Optical Skankosis”!

If your shoes look like you were on a construction site before the meeting. The shoes are by far one of the biggest areas of neglect that I have seen. I’m assuming they are getting dirty between when people leave the house and arrive at appointments but we all know, there are some people that simply neglect shining their shoes. I’ll spare you the common sense moment on why you need to keep up on polishing shoes and focus, instead on how to keep them looking primo! My suggestion would be to carry some liquid shoe polish in your car for those touch ups. It will surprise you how often you will need to use it! For those of you in Metropolitan areas or who find yourself in and out of airports, why not drop the 5 bucks on a shoe shine? Not only do you get some spiffy looking shoes, you get to sit there on that throne like you are the master of the universe. How cool is that?

If you pull out some messy pad that you have to flip through 50 pages of “stuff” to get to a clean page. I won’t lie, this was me, not too long ago. I went out and bought a leather padfolio from Staples and fixed that one real quick. Just when I thought I had it figured out, a multi millionaire client set me straight on something else that was destined for a “Who’d a thunk it?” moment. He sat me down one day and said “Paul (they call me that back home), you wear nice suits, silk ties, monogrammed French cuff shirts, your shoes are always shined and . . . " I stopped him right there and said "Michael, I'm not into dudes" After shaking his head in complete confusion, he continued "then you screw it up by using that 25 cent Bic pen!” Truth be told, I thought he was being snobby until I stepped back, lost my ego and realized that whether or not my pen was indicative of success, it certainly was a distraction. I upgraded to a nice Waterman pen so when I would ask people to sign, it made a better impression.

Fingernails: I’m not talking about manicured, I’m talking about nails that have accumulated enough dirt to fill in a pot hole! Not a bad idea to keep a nail clipper in your trusty bag, unless, of course, you are striving for that “raised by wolves” look.

This next one is tacky so I will avoid all preface and simply “go there”. In the summer months we can really sweat. It takes no rocket scientist to deduct that where there is sweat, there is at least the potential to become what specialists call "the smelly kid" Short of taking a “whore’s bath” in your client’s sink (and risking them calling you “lazy”), look into a travel size Fabreeze. Get in the habit of giving your jacket a quick once over. It kills odors without putting a heavy scent on your clothes.

Gentleman: Always scan your fly for barn doors being open.
Women: Check those buttons on your blouse for potential over exposure and realize that I am demonstrating great restraint right now in an effort to keep this politically correct. I’m only flesh and bones, damnit!

Pop Quiz: You are visiting your prospect/client and are wrapping up a great meeting. They walk you to your car continuing a great conversation. Would the inside or trunk of your car embarrass you? Not to brag, but the inside of my car would never embarrass me, but the empty 7-11 coffee cups and wrapper from my egg sandwich might. The only thing you can do if you screw up is to say the following (word for word) “Mr/Ms Prospect/Client, I’m afraid I can’t let you leave. You’ve seen too much!”

Women (or very feminine men) Going overboard on make up or even not putting it on can be a distraction.

How about your computer bag? Does it look like it was dragged on the back of your car for the better part of the year? Don’t laugh, mine used to. I was clueless until a few of my teammates facilitated an intervention on my behalf. Once again they reminded me how distracting it was for them as well as the clients we visited. You know what gang, I knew better and there was simply no excuse for me to neglect something like that!

Do you show samples? I know in the printing industry, we show them like photos of our summer vacation. Keep in mind that color fades over time and samples can just get plain old tired. I’ve even seen coffee stains, dog eared samples as well as out dated ones to boot!

So here’s the bottom line gang, compliments of my late Dad (he was actually quite punctual but I mean late as in deceased and/or dead)
We all have an important message to deliver that is worthy of our audience’s attention. We can’t afford to have distractions!

And just for the heck of it, I’m wondering if we pay close attention to the details if that in and of itself sends a message? Something to think about while you chew on an Altoid.

Subscribe to Paul Castain's Sales Playbook by Email

Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7