11 Things That Undermine Your Networking Efforts

Posted June 12, 2013

1)    Engage in an overabundance of either “me” centered comments and/or self promo. Instead, show a genuine interest in the other person. Get them talking about their favorite subject. Hint: It’s not you and your company! 2)    Make it evident that you are looking around the room for someone else to talk to. This is … continue reading »

A Need To Be Heard!

Posted April 19, 2012

For those of you Spinal Tap fans out there, you know about the famous amp that can go to “11” . . . I thought this might be a really cool way for you to remember to really and truly HEAR people because . . . At the core of every human being is a … continue reading »

5 Better Ways To Build Rapport!

Posted March 18, 2012

A sales trainer walks into a room of sales reps and asks them how they build rapport  and guess how they respond? “I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see” You saw that one coming right? Do you think that approach … continue reading »

10 Better Ways To Build Rapport!

Posted January 19, 2011

A sales trainer walks into a room of sales reps and asks them how they build rapport  and guess how they respond? “I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see” You saw that one coming right? Do you think that approach … continue reading »

A Case Of Life Before Depth!

Posted November 30, 2010

I once worked for a company who’s CEO was awfully proud of the fact that he practiced “Management By Walking Around”. He was actually so proud of it, he mentioned it as if he were the inventor of the phrase. Kind of makes me think of that scene in Austin Powers when Dr Evil says … continue reading »

The Sales "Listening Station"!

Posted October 6, 2010

There are 3 huge mistakes I see aspiring sales rock stars make: 1)    They limit their Pre Call Planning research  to the early stages of the courtship  and abandon it altogether once the “marriage takes place”. Actually most abandon the research after they get to “first base” with a prospect. Big mistake! Things change dude! … continue reading »

The Most Important Story!

Posted September 9, 2010

John opened his locker to get his things when he noticed some commotion to his left. It seems some bullies had come along and knocked the books out this other boy’s hands, laughed and walked away. The boy looked lost and seemed to be in a daze as he hung his head and stared at … continue reading »

Bite Your Tongue!

Posted February 4, 2010

Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer. The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a … continue reading »

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