Sales tips for the aspiring rock star!

Friday, January 16, 2009

Play #10 Creating Your Playbook


The Triad Theory

The triad theory is a simple tool you can use to increase the amount of plays available to you in your sales playbook.

All you have to do is think 3 as in:

3 good responses to each of the typical objections.
3 different voice mails
3 different 30 second elevator speeches
3 different ways you would ask for commitment
3 different ways you would ask for a referral
3 different ways you would open a meeting
3 different ways you would close a meeting

We can also take the triad theory to a different level by thinking:

3 creative ways to get into an account
3 different points of entry to the account
3 different venues for you to communicate your message
3 different ways to pep yourself up when you are feeling challenged
3 different ways you differentiate from your competition
3 different presentation styles for when you tell them about your company
3 different questions you will ask for every potential pain area when probing

3 different ways to push yourself today to stay on track for the 2009 you deserve!

When we create multiple options to common scenarios, it’s never a matter of can I handle that situation; its simply a matter of how I will handle it.

Makes a big difference in your confidence, doesn’t it?
Clients and prospects can see when we are confident, can’t they?
That, in and of itself creates a new group of 3 for you to think about

3 new ways to spend a bigger commission check!

I will leave you with my favorite group of 3 which is simply an invitation for you to pass this along to 3 friends.

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics (CGX) one of North America’s leading general commercial printing companies. Paul has over 25 years of sales and sales leadership experience. He has trained, mentored and coached over 3,000 sales and sales leadership professionals. An accomplished public speaker, Paul has delivered numerous key note addresses. He has authored numerous training manuals, articles, blog posts and is currently working on his first book for release in 2011. Feel free to email Paul ctstrainer@yahoo.com. This has been a paid announcement by the friends of Paul Castain!

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Paul Castain's Sales Play Book is blog dedicated to strengthening our sales game, supporting rock star development and developing jedi like skills. All that is required is a willingness to learn and a sick sense of humor!

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