Play #34 Body Armor for the Recession

Posted March 30, 2009

Today’s message is short and sweet. Check out my new YouTube Video “Body Armor For The Recession”. It’s designed to give you some Monday morning inspiration and help you get some new perspective on these challenging times. Make sure your speakers are cranked. The sound doesn’t kick in until around the 7th slide or so. … continue reading »

Play #33 It's All About Being Memorable

Posted March 26, 2009

I’m sure you have all seen this video by now but I believe this guy truly get’s it! Instead of going through all the boring announcements, he turned it into a fun rap. FYI: Southwest Airlines is known for their crew doing things differently and adding fun to the experience!Energy Brands in NY had an … continue reading »

Play #30 Handling An Objection Part Dos!

Posted March 19, 2009

First and foremost, if you are new to my blog, please stop what you are doing and read the previous post I’d like to offer you some generic responses that I have successfully used in response to generic objections. The first thing I would like you to do is develop a reflex response of automatically … continue reading »

Play #29 How To Handle An Objection Part I

Posted March 16, 2009

Dudes, dudettes and aspiring rock stars, this week we’re going to talk about every sales person’s favorite . . . handling objections! I have a 4 step process I follow. I’ll spare you the cheesy acronym or clichés such as “The 4 D’s of objection handling”. Here it is “cheese free” for your objection handling … continue reading »

Play #28 A Lesson From An Elephant!

Posted March 12, 2009

Amazing story sent to me by my brother Michael Castain! In 1972, Joe Miller was on holiday in Kenya after graduating from Tulsa Junior College .On a hike through the bush, he came across a young bull elephant standing with one leg raised in the air. The elephant seemed distressed, so Joe approached it very … continue reading »

Play #27 The Janitor & The Jedi Master

Posted March 10, 2009

Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids … continue reading »

Play #26 Setting An Appointment The Right Way!

Posted March 9, 2009

Subscribe to Paul Castain’s Sales Playbook by EmailThere are no less than a hundred thousand telemarketing tips out there waiting to help you overcome objections, reach the decision maker, get by the gatekeeper etc. How about some advice on how to set a proper appointment once you get to that magical word “YES”? I’d like … continue reading »

Play #25 Sunday Morning Coffee

Posted March 7, 2009

For many years now, I have taken some time to do something I really can’t do during the week . . . THINK! Don’t get me wrong, this wacky brain of mine is going full force during the week, but there are phones ringing, way too many emails, conference calls, fire drills and all types … continue reading »

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