Paul Castain's Blog


Have You Downloaded It Yet?

Posted February 14, 2019

Our potential clients are more distracted than ever before and; They have more choices today than ever before; How do we get them to jump off their treadmill long enough, to hear us out and grant us an appointment? Once we have an appointment, how do we take control of that interaction without becoming “controlling” … continue reading »

19 Of THE Most Annoying Email Phrases

Posted February 12, 2019

Adobe surveyed 1,000 white collar workers to learn more about email habits, trends, and phrases that annoy the hell out of the recipient. Here’s a list of the phrases ranked from most annoying to least annoying. “Not sure if you saw my last email” “Per my last email” “Per our conversation” “Any updates on this?” … continue reading »

A Phrase That Does More Harm Than Good!

Posted February 10, 2019

There is a phrase that pretty much all of us have been guilty of using and quite frankly; It kills our credibility. In this week’s episode of The Sales Playbook Podcast, we address it (and all of the ugly variations of it). Please right click this link to download this episode. Tactics, Tools, and Templates … continue reading »

Old Ways? New Doors? A Resource To Sell More This Year!

Posted February 8, 2019

You swore things would be different this year but; If you’re like most sales reps that simply means doing MORE of what gave you mediocre results in 2018 or; Maybe you tried to change things for like the first few weeks in January and then; Went right back to your old habits. Sometimes the old … continue reading »

How Are You At Handling Phone Objections?

Posted February 6, 2019

There are two keys to a BETTER cold call; According to Leap Job, the AVERAGE success rate of a cold call is only 2% and don’t you dare blame the cold call for that! The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling … continue reading »

Things To Think About When Your Prospect Is Undecided

Posted February 5, 2019

A few things to think about the next time your prospect is undecided. Did They Have The Urgency To Begin With? Did You Get The Right People Into The Meeting(s)? Did You Establish The Proper Environment? You know, one where you each were able to ask questions, brainstorm etc? Oh, and given the proper amount … continue reading »

The 3 Minutes A Day Phone Workout For Sales Reps

Posted February 1, 2019

Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An … continue reading »

The Sad Reality Of How Many Of Us Approach Selling

Posted January 28, 2019

I think we’ve all seen the cartoon of the machine gun salesman being told “Tell him we haven’t got time for any of his bright ideas-we’ve got a battle on our hands”; by a guy ready to fight on with a sword. We laugh about it and we think its symbolic of many of the … continue reading »

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