Uncle Paul's Unanswered Prayer!

Posted April 16, 2013

It was somewhere back in a far away time known as “1986″ that I sat listening to the “Slippery When Wet” album. I remember sitting with my guitar and imagining my band and I playing Madison Square Garden. I could see them and hear their applause so vividly. I practiced somewhere around 6 hours a … continue reading »

Did Things Just Get Weird With Your Customer?

Posted April 16, 2013

Imagine, if you will, a meeting with a potential client. Everything is going well. You are well prepared, your questions are on point and then it happens. The prospect throws a left hook at you in the form of an uncomfortable question and things get mighty weird! It could be a question about something your … continue reading »

Would You Honestly Say This To A Prospect?

Posted April 14, 2013

I try my best not to judge but I do struggle at times. As someone who’s been in sales for almost 30 years, I can tell you, without hesitation, that I’ve made some absolutely epic mistakes. To that end, I try to keep in mind my own shortcomings before writing something like this, but I … continue reading »

3 Ways To Get Noticed By Your Prospects

Posted April 13, 2013

Podcast Powered By Podbean Download this episode (right click and save) You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you! If you’re like many other sales reps, your primary weapon is the phone but calling over … continue reading »

Do You Simplify Or Complicate?

Posted April 12, 2013

Sometimes when we present our thoughts and ideas to others we go over the top technical, clinical and take the scenic route when simple might have been better. We tend to think that big words and technical terms impress when in fact, they might discourage. If someone doesn’t know what you’re talking about they might … continue reading »

The IDEAL Time To Call Your Prospect!

Posted April 8, 2013

I decided it was time for us to have a little pep talk about the ideal time to call a prospect. Some say it’s morning. Some say it’s afternoon. In fact, if you ask enough people, you will hear every conceivable day and time and that’s why I thought we should settle this once and … continue reading »

How To Hire Your Next Sales Coach!

Posted April 7, 2013

By way of confession, I used to hate “singers” back when I played in bands. I hated the “singers” because there were many who didn’t have an ounce of talent, couldn’t sing worth a damn and when push came to shove they figured “Oh well, I guess I’ll sing!” Meanwhile there were those of us … continue reading »

Is This Acceptable Behavior?

Posted April 4, 2013

I met a friend at Starbucks the other day for a cup of my favorite overpriced coffee and noticed two women doing the same thing. Actually, I wouldn’t have noticed them but something happened that made me notice them. The one woman’s cell phone goes off and she takes the call. The other woman sat … continue reading »

Do This Before Giving Up On A Prospect

Posted April 2, 2013

When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long. Truth be told, I see both sides of this one because on one hand we don’t want to just give … continue reading »

Do You Leave A Message Or Call Back?

Posted April 1, 2013

I’m conducting an informal poll today. When you call a prospect and get their voice mail (never happens right?) . . . do you leave a message or do you call back? Thanks in advance for sharing your thoughts! FYI . . . Our online sales course starts up again in a few weeks. Click … continue reading »

Paul Castain
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