Searching For Your Prospect’s Pain Can Limit You!

Posted October 7, 2012

From the beginning of time, we were taught that we have to uncover the “pain”. So, being the good law abiding aspiring sales rock stars that we are, we put all this artillery fire on searching for pain . . that may or may not be there! I see  two flaws to this logic. 1)   … continue reading »

How To Keep Your Prospects From Going Silent

Posted August 12, 2012

We’ve all been there . . . A good prospect meeting with gusts of great and then . . . A whole lot of nothing! No response to calls, emails and you’re in limbo! What’s an aspiring sales rock star to do? How about changing up some things on the front end to lower the … continue reading »

Two Ways Your Competitor Will Eat Your Lunch

Posted July 26, 2012

Many sales reps make two really bad mistakes once the courtship with a prospect transitions into marriage . . . They stop researching the company, their contact, key players etc and . . . they only do a thorough needs analysis once! There are mucho problems with this. 1)    You can miss important “triggers” that … continue reading »

How To Cut To The Chase With Your Prospects

Posted May 3, 2011

Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have … continue reading »

The Questioning Makeover!

Posted August 8, 2010

What better way to start a blog post on questioning skills than for me to ask you two questions: First, aside from obviously getting information, what are the benefits of asking a better question on our appts? Truth be told, there are lots of great benefits to asking a better question: 1)    We can control … continue reading »

When Bad Needs Analysis Happens To Good Sales Reps!

Posted March 29, 2010

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes I see sales professionals make. I’ve included several tips on how you can ace your next needs analysis. … continue reading »

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