Paul Castain's Blog


Why The Belief That The Cold Call Is Dead Is Actually A Good Thing!

Posted June 18, 2021

Is the cold call dead? Doesn’t matter because the sentiment is alive and well and quite frankly; That’s a good thing! Don’t get me wrong, on the surface, it’s a bad position to take because it limits you when you remove something like phone calls from your prospecting cadence, but; It’s incredibly AWESOME when your … continue reading »

The Ultimate Way To Reduce Doubt, Skepticism, and Objections.

Posted June 16, 2021

I know this will shock you but; There are decision makers out there who won’t fully trust you! That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say; Objections! A few forms of “evidence” to consider; Facts Statistics Case Studies Testimonials Let’s talk about that one. I’m a firm … continue reading »

Some Fresh Ideas To Help You ROCK The Summer Selling Season

Posted June 14, 2021

It’s almost the official start of summer here in the US and I’m always happy about that, but; It’s also a very dangerous time of year for your success because you might get caught up in myths like; “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” “I bust my … continue reading »

The Cold Call Intro That ISN’T Cold!

Posted June 13, 2021

There’s a cold call opening that I’ve been using for the last 10 years, and; It has dramatically reduced the number of phone objections while; Dramatically increasing the number of demos I’ve been setting. I share it step by step, word for word in this week’s episode of The Sales Playbook Podcast! Right click here … continue reading »

How Sending A Simple “Thank You” Card Can Expedite Your Deals

Posted June 12, 2021

Sending “Thank you” notes after meeting with prospects (and clients) is more important than you think! If I were to ask you why you’d probably say; “Because it’s a nice, personal touch” or “Because nobody else does this” There are other reasons why you send a “Thank you” note, but today I want to share … continue reading »

Things Sales Reps Should Be Thinking About BEFORE Summer Begins

Posted June 9, 2021

Summer can be a challenging time for those of us in sales but it doesn’t have to be! Here are a few things to think about BEFORE summer starts if you’re in sales. Before we dive headfirst into a few questions, I want to explain the problem solving/brainstorming technique we’re going to be using. Whenever … continue reading »

How To Expedite Your Deals (Especially During The Summer)

Posted June 6, 2021

I think I speak for EVERY sales rep when I say that we wish that we could expedite our deals without being salesy, pushy, needy, manipulative and; Without using any of those God awful dated closing lines! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click HERE to download … continue reading »

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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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