Sales tips for the aspiring rock star!

Thursday, April 2, 2009

Play #35 Drive By's & T Formations

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What do you think about when you are heading to work? Racing to your appointments? Going to that power lunch? Who knows? Who cares? I can tell you what most of us aren't thinking about . . . the money we pass on our way to chase money!

Kind of ironic when you think about it!

I have two easy techniques for you to consider:

1) The Drive By: For those of us up in NY that can take on a whole different meaning. For the purposes of our discussion, it simply involves buying a digital recorder and mentioning the names of the businesses you pass in your travels. Why not write it down? Because that would be retarded to drive and write, genius! Besides, I would bet you can't read your own handwriting when you jot shit down at 80 mph. Truth be told, I was in fact one of those assholes way back in a far away time called 1996. I am better now and the traffic court judge and I still keep in touch!

Drive by's also include the trucks you pass as well and . . .

Building Directories. This one we get to pretend we are James Bond and use our camera phone to snap a picture of the directory. Bonus points if you hum the James Bond theme while you do it. I did and the security guard looked at me like I was a dick! Screw Barney Fife if he can't take a joke!

Bustin A Cap Castain Style!

2) The T Formation is really simple. Get to your next appointment 15-20 mins early. Stop by the building to the right, the left and across the street. Your goal is to simply get a contact and look around while you are there for clues. Feel free to hum James Bond theme again but silently. I'm so good at this that I actually arrive with my own theme music but for the rest of you . . . baby steps!

Once you get back to your computer, enter in all your new leads and Presto you are a lead generating Mother, um . . . mofo!

Today's Action:

Buy a digital recorder (cool for remembering all those other ideas to conquer the world)

Do some drive bys (legal ones)

Embrace the T Formation!

Who loves you guys more than Uncle Paul???

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  1. Thanks Paul! Another great idea. I was just talking with one of our sales reps about taking a similar approach. Glad to know you recommend the same practice. :)

  2. Terrific, Paul.

    When I was but a sales pup, we used to call your T program "Block Busting." Contact all the houses across the street and both sides of any home to which we had delivered a new car. Just offer to take them for a ride. Lots of bidness out there in the ripple effect.



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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 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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