2 Things That WILL Dramatically Alter Your Prospecting Results

Posted January 31, 2017

Before I share the two things that dramatically alter prospecting results, I want to acknowledge that there are actually SEVERAL things you can do but; In the spirit of brevity, let’s keep it to two. Ready? Do EVERYTHING You Can to AVOID Getting shut down, put off, stalled and turned down by the person on … continue reading »

The Most Popular Response To The "I'm Not Interested" Phone Objection

Posted January 31, 2017

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on several thousand cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank … continue reading »

The Two Radical Extremes For Handling Phone Objections

Posted January 29, 2017

There’s an old philosophy when it comes to phone objections and when to politely exit the call; Keep going until you have 3 objections or an appointment. Whichever comes first. I’ve always found that to be a bit much and I can also tell you that; If I have to tell you “NO” three times, … continue reading »

Improving Your Phone Skills

Posted January 27, 2017

We can talk about how to use email, LinkedIn, snail mail, traditional networking, content, video, drop ins and drop offs, referrals and warm introductions but; Sooner or Later It Comes Down To A Phone Call And yet . . . The average sales rep leaves much to be desired when it comes to their phone … continue reading »

Why The Majority Of Cold Calls Fail

Posted January 27, 2017

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, why don’t we explore WHY 98% of your cold calls are basically useless! 1) Because … continue reading »

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