Thanks & Giving . . .That's How You Embrace Thanksgiving!

Posted November 26, 2013

My driveway seemed quite a bit bigger that morning back in 1995. I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without my cars, my business, $60,000 in debt and without any degree of self esteem. With … continue reading »

Sales Efforts During The Holiday Season

Posted November 25, 2013

Starting this week,  it’s going to start to get a bit more challenging here in the U.S.! Prospects begin to mentally “check out” and unfortunately, so will many sales reps! I thought the timing might be right to offer some ideas to help you navigate through the holidays! Here’s What You’ll Gain By Listening Today … continue reading »

I'm Not Going To Wait Until Tomorrow To Say This!

Posted November 23, 2013

Sunday marks the 5 year anniversary for this blog and I want to thank you! Thank you for reading it, commenting, sharing it with your friends but most of all; Thank you for helping me embrace my purpose and as a bonus . . . Leave a  job as a Vice President to get my … continue reading »

Starting Next Week Your Prospects Have A New Way To Stall You!

Posted November 22, 2013

I used to hate this time of year! Don’t get me wrong, I love the holidays, I just think people tend to leverage them as an excuse. Business, for some, will come to a grinding halt while they mentally check out from the Wednesday before Thanksgiving until the following week. It will pick up again … continue reading »

I Don't Know What I Was Thinking When I Did This!

Posted November 21, 2013

Sometimes my timing really sucks! A few weeks ago I set a deadline for a cool $50 discount for our online sales program. Being the rocket scientist that I am, I set the deadline for the Monday after Thanksgiving. I know “Smooth move Castain” but . . . What’s done is done and I have … continue reading »

A Shocking Stunt Pulled By A Veteran Sales Rep!

Posted November 21, 2013

A few years ago, I had a special guest lined up to speak to a group of aspiring sales rock stars I was responsible for training. He had an impressive record in the printing industry having consistently sold over 7-8 million dollars each year. At that point, he had over 30 years of printing experience … continue reading »

6 Ways To Get More Call Backs

Posted November 20, 2013

Let’s face it, our prospects aren’t the easiest people to reach! I know there are many of you who won’t leave a voice mail which I feel only reduces your chances of contact even further. So what’s an aspiring sales rock star to do? Well for starters you can try these 5 ideas! 1) Utilize … continue reading »

The Art Of The "Canned Sales Meeting"

Posted November 18, 2013

A friend and I finished our dinner and we headed out to the “Castainmobile”.  I asked him if we could make a quick stop at the grocery store and with a nod of his head, we were on our way. Once we were properly armed with our shopping cart, I confessed that we weren’t there … continue reading »

3 Deadly Traps To Avoid With Your Prospects

Posted November 17, 2013

If you haven’t figured it out by now, I’m a firm believer in working a process during my face to face prospect meetings. I do this for a variety of reasons: 1)    I don’t want to get into a price discussion prematurely. “Prematurely” in this context is before we’ve had an opportunity to create value. … continue reading »

A Little Incentive To Start 2014 Strong!

Posted November 13, 2013

Last week we opened up early registration for our next online sales program. Just for the heck of it, I put a nifty $50 off incentive for anyone who registers by December 2nd. So that means . . . Sales Reps: If you register BEFORE December 2nd, you’ll pay only $345.00 for all 8 sessions … continue reading »

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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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