The Parable Of The Closed Store

Posted August 29, 2014

One day, a businessman stopped by a local store but noticed there was a sign that read “Sorry We’re Closed” A few days later, while passing by, he noticed that they were now open so he made a note to self to stop by later. When he returned, there was a sign that read “Sorry … continue reading »

30 Ways To Become Less Predictable With Potential Customers

Posted August 28, 2014

I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself … continue reading »

Finishing The Year Stronger

Posted August 27, 2014

Kind of a weird topic to be tackling when it’s August, huh? The funny thing about time is that it’s one relentless S.O.B.. I mean you blinked and you went from New Year’s Eve to Labor Day and you will blink again and 2015 will be introducing itself to you! Now you could embrace a … continue reading »

Sad But True

Posted August 26, 2014

I’ve mentioned this before and I’ll say it again . . . If I put up a post about cold calling or hunting for new accounts or closing, you guys jump on it like it’s going out of style. Put something up about how you can learn and everyone hightails it for the door. On … continue reading »

Getting Back To School With Your Selling Skills Part II

Posted August 25, 2014

In this week’s episode of The Sales Playbook Podcast,  we continue with our 3 part series on Getting Back To School With Your Selling Skills. With the average person consuming 34 gigabytes of information each day it can become easy to focus on the the wrong things from a personal development perspective! That’s why I … continue reading »

Think About This Before You Judge

Posted August 25, 2014

So did you hear the one about . . . Those who can, do; Those who can’t teach? It’s a shame because in some cases it’s spot on, but in many cases it’s simply a safe way of avoiding that scary thing many of us call “learning”! Makes you kind of want to rewrite that … continue reading »

That's The Sound Of Your Year Zipping By!

Posted August 23, 2014

Seems like it was just yesterday that we began 2014! For many, there was this optimism, new goals, perhaps a dream or two and then you blink and . . . Suddenly it’s the end of August and the next thing you know, the cycle repeats itself come New Year’s Eve! If someone were to … continue reading »

This Week In The Sales Playbook Communities

Posted August 22, 2014

Here are a few of the things you may have missed this week in our Sales Playbook communities. On Facebook What topics would you like to see addressed in the Sales Playbook communities? What’s one of more areas that you’d like to improve upon when it comes to sales? Do you reward yourself for new … continue reading »

The Deception Of The "No Time" "No Money" Objections

Posted August 22, 2014

When a potential client tells you they don’t have the time to meet with you, do you believe them? Or how about when a potential client tells you they don’t have it in the budget? It’s not that they’re liars, its just that (in some cases) it’s a convenient excuse! Guess What? Now that I’ve … continue reading »

How To Handle An Awkward Question

Posted August 21, 2014

Sometimes things get weird with clients and prospects. Not because we made it weird but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status or even just a stupid question that has us asking ourselves … continue reading »

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