You've Worked Hard To Get In Front Of Your Potential Clients

Posted February 28, 2017

You’ve worked hard to get in front of your opportunities . . . And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment you … continue reading »

You’ve Worked Hard To Get In Front Of Your Potential Clients

Posted February 28, 2017

You’ve worked hard to get in front of your opportunities . . . And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment you … continue reading »

"Should I Lower My Price To Win The Deal?"

Posted February 28, 2017

I’ve never been a big fan of lowering price to win a deal; I bet you’re thinking its because, like you, I enjoy making as much money as I possibly can? Well that and . . . 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, … continue reading »

“Should I Lower My Price To Win The Deal?”

Posted February 28, 2017

I’ve never been a big fan of lowering price to win a deal; I bet you’re thinking its because, like you, I enjoy making as much money as I possibly can? Well that and . . . 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, … continue reading »

Another Way To Take The Lead When Things Get Competitive

Posted February 27, 2017

Sometimes, we get so caught up, in discussing features and benefits, that we forget about the thing that REALLY tips the scales; Evidence! Said another way . . . Proving what you say. Said yet another way . . . “Who says so besides you?” So if you want to stand out from your competition and; … continue reading »

Your Prospect's Attention Span Sucks and That's Not OK!

Posted February 25, 2017

There was a study that was released in 2010 by the BBC, and they found that the attention span of the human race, had dropped dramatically to about 8-9 seconds. When they say that attention spans have dropped, you need to understand, that just 100 years ago, attention spans were at approximately 20 minutes, and … continue reading »

Your Prospect’s Attention Span Sucks and That’s Not OK!

Posted February 25, 2017

There was a study that was released in 2010 by the BBC, and they found that the attention span of the human race, had dropped dramatically to about 8-9 seconds. When they say that attention spans have dropped, you need to understand, that just 100 years ago, attention spans were at approximately 20 minutes, and … continue reading »

When Prospects Are Hesitant, Skeptical and Undecided

Posted February 25, 2017

When Prospects Are Hesitant, Skeptical and Undecided . . . Break out a testimonial, in fact; Why wait? Testimonials are so important because they serve as proof! They also answer the question “Who says so besides you?” I believe that today’s buyer, finds solace in sticking with the status quo; Until we show them a better … continue reading »

Winning The Deal When Things Get Competitive

Posted February 24, 2017

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. … continue reading »

How To Close MORE Of The Deals You've Been Working On

Posted February 23, 2017

You’ve worked hard to get in front of your opportunities . . . And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment you … continue reading »

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paul@yoursalesplaybook.com

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