Play #15 Life Aint No Walk In The Park Lady!

Posted January 28, 2009

Uncle Paul has some statistics for you today and it ain’t gonna be pretty! This might be a good time to crack open that bottle with the ribbon on it that you still haven’t brought home from Christmas. (side note . . . what the hell are you waiting for? Bring the damn thing home … continue reading »

Play #14 What Tommy Boy Taught Me About Sales

Posted January 26, 2009

Do you remember that scene when Tommy Boy put on Richard’s coat and started singing “Fat guy in a little coat”? Do you remember what happened? Gold star if you said “The fat bastard tore Richard’s jacket” Holy Schnikees I believe there’s a sales lesson in this . . . Don’t be the fat guy … continue reading »

Play #13 Does Your Can Of Whoop Ass Runneth Over?

Posted January 22, 2009

Please Tweet This To Your Followers (just copy and paste the following into your Twitter bar): Does Your Can Of Whoop Ass Runneth Over? http://salesplaybook.blogspot.com/ Once upon a time; an experienced sales person was asked a question that has been asked throughout the ages . . . “Tell me about your company?” The sales person … continue reading »

Play #12:3 Ingredients That Make Or Break Your Brand

Posted January 21, 2009

Michael Eisner once said: “A brand is a living entity- and it is enriched or undermined cumulatively over time, the product of a thousand small gestures Here are 3 ways your brand is going to be judged The Visual You: People judge with their eyes first. How do you look? Do you look professional? Do … continue reading »

Play #11 What Are They Saying Behind Your Back?

Posted January 19, 2009

Do you know? What would you like it to be?What do you want to be known for?How do you deliver value?What’s the (insert your name here) difference?What do you hope they never say? The answer to those questions (and many more by the way) are what comprises your personal brand. Today’s Reflection: Answer those questions … continue reading »

Play #10 Creating Your Playbook

Posted January 16, 2009

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 mails3 different 30 second elevator speeches3 different ways … continue reading »

Play #9 Analyze Your "Moves"

Posted January 14, 2009

A long, long time ago. In a training room far, far away; I studied under a Jedi Master who taught me something I will never forget. There we were, 25 of the most arrogant Sales Managers who had ever walked the face of the earth. We were good at what we did, so good we … continue reading »

Play #8 How To Avoid A Case Of "The Mondays"

Posted January 12, 2009

I’ve never been one to get caught up in the motivational, “turn that frown upside down” bs. If I’m having a bad day at the very moment when you ask me how I’m doing, I won’t belt out an artificial “TERRIFIC”. On the other hand . . . The thing I needed to learn the … continue reading »

Play #7.5 Bird Proofing In A Down Economy

Posted January 10, 2009

Here is a quick list of things we can do in 2009 to “bird” proof our sales efforts. In order for you to truly understand and become “one with the bird” you must read my previous post Play # 7. Understand that all businesses want more sales, more profit, happy customers, happy shareholders, happy employees, … continue reading »

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