From Chaos To Clarity: Getting It Done My Way!

Posted August 31, 2015

This is a guest post from Pete Primeau, Primeau Furniture Sales 2015 has been a crazy year for me in a good way. I had a double spinal fusion on November 17 of 2014 so I was still recovering the first few months of 2015. To help put what I am about to say in perspective … continue reading »

How Sales Reps Lose Deals For The WRONG Reasons

Posted August 30, 2015

There’s a very good chance that you’re missing opportunities, for the absolute WRONG reasons. In this week’s Quick Sales Tip, we’re gonna go there! I paint a really vivid picture of things I see, everyday, that you’re probably experiencing and I offer 3 ideas to help you get that bacon back on YOUR table; where … continue reading »

How To Use Your Creativity To Capture The Attention Of A Busy Prospect

Posted August 25, 2015

Your prospect has lot’s of things going on in their world competing for their attention. There are calls, voicemails, way too many emails, internal and external meetings, internal/external clients, snail mail, Fedexes, deadlines, fires that have to be put out etc. How do you compete with that? Unfortunately, there are many a sales rep, what … continue reading »

My Appearance In This Month's Selling Power Magazine

Posted August 24, 2015

When you have a moment, check out this month’s Selling Power Magazine. I’ve penned an article for them about Social Selling and how you can leverage LinkedIn groups. Meanwhile, registration ends today for our How To Take Control Of Your Prospect Meetings webinar. Will I “see” you there? Click Here for details!    

When I Write About Cold Calling . . .

Posted August 24, 2015

When I write about cold calling, I am guaranteed to double the amount of website hits that day but; Write about dealing with something, like excuses (like I did yesterday) and everyone hauls ass out of the room. If I wanted to win a popularity contest with my followers, I’d keep writing about cold calls. … continue reading »

Excuses . . .The Lies That Limit Us!

Posted August 23, 2015

In this week’s Quick Tip, we talk about the excuses that keep us from realizing the success we deserve. I provide some powerful examples of people who dropped out of college, were rejected, some that many said were “too old” and others that were told they were “too young” And then the difficult part of … continue reading »

Join Us This Wednesday And Take Control

Posted August 22, 2015

How do you get access to the main decision maker (and key stakeholders) without insulting the heck out of your contact? How do you immediately differentiate you and your company as THE choice to a buyer who has many options? How do you dominate a really competitive situation? How do you keep your discussion from … continue reading »

This Week In The Sales Playbook Communities

Posted August 22, 2015

Here are a few of the things you may have missed this week in our Sales Playbook communities. LinkedIn Sales Playbook Group Paul Bickford asks . . . Price Objection I have been in sales for years and am constantly teaching salespeople how to overcome the price objection. I’d like to hear from others on how … continue reading »

What Was Your "Score" This Week?

Posted August 21, 2015

Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near … continue reading »

Would You Call Out A Prospect For This?

Posted August 21, 2015

Have you ever had a prospect disappear on you? You leave voicemails, send emails, perhaps you stop by and still . . . Radio Silence! Some time passes and they approach you for a different project . . . Never referencing or apologizing for the previous blow off. What do you do? Do you leave it … continue reading »

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