Paul Castain's Blog

A Tale Of A Sales Rep Who Lost His Second Largest Account

Posted February 17, 2018

A long time ago, in a far away time called “1991”;

There was this young printing salesman who made a mistake that he didn’t realize for many years.

He needed a source for a product his client requested and;

Ended up buying it from someone who was actually buying it from someone else and marking it up.

This obviously resulted in the print salesman’s client paying a super inflated price but;

Nobody knew any better and no one was complaining!

One day, the young printing salesman found a new source, at a WAY LOWER PRICE and;

Decided to never pass along the savings to the client.

The profit was now insane and they bought lots and lots of the product.

Life was good and the young print salesman made mucho dinero.

This went on for over a year until the young print salesman received a call from the owner of the company;

Demanding an explanation why they were paying 200% more!

The conversation didn’t go well and the young man lost his second largest account.

Unlike other fairy tales, this one doesn’t end with someone living happily ever after.

It took forever to replace that account and;

The young sales rep had a sense of regret that followed him the rest of his career.

Unfortunately, it was me!

Making money is a good thing and its nothing you should ever be ashamed of but;

I chose to be dishonest and it cost me dearly.

Not just in lost revenue but;

In integrity!

Honesty and looking out for our client’s best interests must always take priority!

30 Tactics, 5 Templates and An Effective Game Plan To Help You GROW Your Accounts

I have 30 tactics, 5 templates and a really effective game plan to help you grow your accounts.

Going to be sharing them this Thursday  during our How To GROW Your Accounts webinar but;

If you want in, you’re going to need to register soon!

And no, I’m not trying to create a fake shortage of spots for my webinar.

Why the rush?

Because if you’re like me and you procrastinate and then you forget;

You’re screwed because I’m not going to be offering this again this year and then you’ll miss out on;

  • How To Get The Inside Track On New Opportunities.
  • How To Expand To Other Divisions, Locations Etc.
  • 12 Ways To Sell Change, Reduce Doubt and Skepticism.
  • A Meeting Format That Opens Your Client (and all the stakeholders) Up To New Ideas.
  • A 3 Step Questioning Technique That Helps Safeguard Your Accounts, Generate MORE Business, Testimonials and Referrals.
  • How To Get Access To Other Stakeholders Without Offending Your Contact.
  • How To Add Value Via Ideas, Surprises and Resources.
  • How To Create A “Keep In Touch” Plan Without Defaulting To “Calling To Check In”.
  • 5 Email Templates That Create Value and More Opportunities With Your Clients.
  • How To Reanimate A Dormant Account
  • How To Win Back A Lost Account


February 22nd at 11:30 am EST and if you can’t make it I’ll send you the webinar replay.

What Do You Get?

(1) 90 Minute Webinar


5 Email Templates That Create Value and More Opportunities With Clients

Webinar Replay (In case you can’t make it or you’d like to go back for seconds)

How Much?


Please click HERE to secure your spot!


… and never miss a beat!
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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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