Paul Castain's Blog


Don’t Assume That You HAVE To Lower Your Price

Posted October 21, 2021

So there you are reviewing a proposal with a potential client and then; They tell you your price is too high and that you need to lower it if you want their business! Be careful! This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for starters, you might miss an … continue reading »

The One Type Of Email I WOULDN’T Send Right Now

Posted October 21, 2021

I’ve never been a fan of “breakup” style emails, especially during the prospecting phase, and; Especially during the fourth quarter! Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again, like Q1 in 2022? And then there’s this . . . In many cases, … continue reading »

Prospects Do All The “Closing” With This Simple Tactic

Posted October 13, 2021

I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling. The “N” in S.P.I.N. stands for Need-Payoff and its about to … continue reading »

What To Do If You’re Not A Fan Of Cold Calling

Posted October 7, 2021

I’m going to say something that no sales trainer in their right mind would confess to; I’ve never loved cold calling! In fact, I’ll go a step further, and tell you that there were times in my career where I avoided prospecting altogether, because I hated cold calling! Isn’t it funny how we avoid things … continue reading »

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