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How To Get Ballsier With Your Prospects and Clients WITHOUT Offending Them

Posted July 15, 2018

Sometimes we’re so consumed with being liked in sales that we; Avoid the tough questions and difficult conversations. Holding our prospects and clients accountable. Doing the things that would help us take better control of the deal and the relationship WITHOUT being controlling or manipulative. In this week’s episode of The Sales Playbook Podcast we’re … continue reading »

Reducing Doubt, Skepticism, and Objections During Your Sales Cycle

Posted July 15, 2018

I know this will shock you but; There are decision makers out there who won’t fully trust you! That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say; Objections! A few forms of “evidence” to consider; Facts Statistics Case Studies Testimonials Let’s talk about that one. I’m a firm … continue reading »

Improving Your Prospecting and Closing Chops!

Posted July 14, 2018

Most of the challenges we face in sales will typically fall into two categories; Getting In Front Of Opportunities Bringing Those Opportunities Across The Finish Line Here’s something that will help! I decided to combine two of my programs (Prospect Like A Pro and Closers Academy) and offer them in this year’s Summer Sales Camp … continue reading »

5 Mistakes You MUST Avoid While Competing For An Account

Posted July 13, 2018

Next time you find yourself in a situation where you’re one of several people competing for an account; Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for … continue reading »

Better Hurry!

Posted July 12, 2018

For those of you looking to improve your hunting and closing skills while your competitors slack this summer; Registration for our Virtual Sales Camp will be ending shortly! It’s 100 tips and tactics, 15 sales email templates, 1 cold call template, 4 voicemail templates, 1 agenda statement template, and a really cool PDF with 100 … continue reading »

How To Create A Bullet-Proof Deal

Posted July 12, 2018

Let’s talk a little about things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed Prospect A Prospect Going Silent Losing An Opportunity When was the last time you stepped back … continue reading »

Want A Smoother Sales Cycle? Ask BETTER Questions!

Posted July 11, 2018

When you’re competing against other companies for an account, there are certain questions you SHOULD be asking, that will help narrow the playing field (without badmouthing); Are you asking those questions? There are certain types of questions that demonstrate your expertise to your clients and prospects; Are you asking those questions? There are questions that … continue reading »

Two Common Sales Practices That Are Limiting Your Results

Posted July 11, 2018

There are certain things that we have unconditionally accepted as sales reps that on the surface seem accurate but; In reality they are limiting us. Let’s take a quick look at 2 of them. Sell To The Highest Level Decision Maker. High level decision makers are important for removing internal speed bumps, getting everyone on … continue reading »

100 Tips and Tactics (And 20 Templates) To Help You Sell MORE!

Posted July 10, 2018

Most of the challenges we face in sales will typically fall into two categories; Getting In Front Of Opportunities Bringing Those Opportunities Across The Finish Line Here’s something that will help! I decided to combine two of my programs (Prospect Like A Pro and Closers Academy) and offer them in this year’s Summer Sales Camp … continue reading »

118 Ways To Kick-Ass In The Second Half Of 2018

Posted July 9, 2018

2018 is flying by but every time I bring it up, I get the feeling nobody wants to deal with that. And yet, time still marches on regardless! I have 118 ways for you to kick-ass in the second half of 2018. 18 of them are FREE and 100 of them require a willingness to … continue reading »

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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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