How To Present More Effectively To A Committee

Posted April 20, 2013

Podcast Powered By Podbean Download this episode (right click and save) Whether we like it or not, more and more decisions are being made by committee. This week I thought we’d go there girlfriend! Here’s What You’ll Gain By Listening Today . . . Something that you can do to build your presentation muscles and … continue reading »

5 Simple Tests To Increase Your Phone Success

Posted April 19, 2013

When was the last time you took a real hard look at your new account acquisition activities? If you’re like most sales reps, you might be doing the same things, over and over again out of habit. Here are 5 very simple things for you to do that can help increase your success. Take a … continue reading »

Uncle Paul's Unanswered Prayer!

Posted April 16, 2013

It was somewhere back in a far away time known as “1986″ that I sat listening to the “Slippery When Wet” album. I remember sitting with my guitar and imagining my band and I playing Madison Square Garden. I could see them and hear their applause so vividly. I practiced somewhere around 6 hours a … continue reading »

Did Things Just Get Weird With Your Customer?

Posted April 16, 2013

Imagine, if you will, a meeting with a potential client. Everything is going well. You are well prepared, your questions are on point and then it happens. The prospect throws a left hook at you in the form of an uncomfortable question and things get mighty weird! It could be a question about something your … continue reading »

Would You Honestly Say This To A Prospect?

Posted April 14, 2013

I try my best not to judge but I do struggle at times. As someone who’s been in sales for almost 30 years, I can tell you, without hesitation, that I’ve made some absolutely epic mistakes. To that end, I try to keep in mind my own shortcomings before writing something like this, but I … continue reading »

3 Ways To Get Noticed By Your Prospects

Posted April 13, 2013

Podcast Powered By Podbean Download this episode (right click and save) You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you! If you’re like many other sales reps, your primary weapon is the phone but calling over … continue reading »

Do You Simplify Or Complicate?

Posted April 12, 2013

Sometimes when we present our thoughts and ideas to others we go over the top technical, clinical and take the scenic route when simple might have been better. We tend to think that big words and technical terms impress when in fact, they might discourage. If someone doesn’t know what you’re talking about they might … continue reading »

The IDEAL Time To Call Your Prospect!

Posted April 8, 2013

I decided it was time for us to have a little pep talk about the ideal time to call a prospect. Some say it’s morning. Some say it’s afternoon. In fact, if you ask enough people, you will hear every conceivable day and time and that’s why I thought we should settle this once and … continue reading »

How To Hire Your Next Sales Coach!

Posted April 7, 2013

By way of confession, I used to hate “singers” back when I played in bands. I hated the “singers” because there were many who didn’t have an ounce of talent, couldn’t sing worth a damn and when push came to shove they figured “Oh well, I guess I’ll sing!” Meanwhile there were those of us … continue reading »

Is This Acceptable Behavior?

Posted April 4, 2013

I met a friend at Starbucks the other day for a cup of my favorite overpriced coffee and noticed two women doing the same thing. Actually, I wouldn’t have noticed them but something happened that made me notice them. The one woman’s cell phone goes off and she takes the call. The other woman sat … continue reading »

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