Paul Castain's Blog


“Never Give Up”? I’m Not Sure That I Agree!

Posted September 19, 2018

This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or … continue reading »

Prospects, Their Lack Of Trust, And What You Can Do About It

Posted September 18, 2018

I’ve referenced this before; According to a recent survey conducted by Hubspot; Only 3% Consider Salespeople To Be Trustworthy Ouch! If the average decision maker DOESN’T trust what you’re saying, then you shouldn’t just say things; You should ALWAYS back up what you’re saying with EVIDENCE! That’s why I didn’t just tell you that only … continue reading »

A Download For Closers and Closers Only :)

Posted September 17, 2018

Wouldn’t it be nice to get a few more deals across the finish line BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome. so; How Do You Take … continue reading »

How To REALLY Expedite Your Deals

Posted September 16, 2018

Astonishing sales fact coming at you in 3, 2, 1 . . . Not everyone trusts us sales folk! That lack of trust can and will slow down the sales cycle and; In many cases bring it to a grinding halt! In this week’s episode of The Sales Playbook Podcast, I take a tactic I’ve … continue reading »

A Closing Tool To Use BEFORE You Submit A Proposal

Posted September 13, 2018

There’s a really simple tool you should use BEFORE submitting a proposal. I call it “Concerns and Solutions” and it works something like this; Take the concerns that were expressed to you during your needs analysis and then do these 5 things. Jot them down on a sheet of paper. Label each as a concern … continue reading »

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