Paul Castain's Blog


8 Cold Calling Templates

Posted November 20, 2019

Would you like 8 cold calling templates that include not only my cold calling script, but suggested answers to typical objections? Then you better hurry and sign up for my How To Navigate Stalls and Objections webinar! It takes place TOMORROW at 11:30 am EST, right on your computer screen and I’ll even send you … continue reading »

I Respectfully Disagree!

Posted November 18, 2019

For those of you who are putting EVERYTHING you got into closing EVERY drop of business this quarter; I respectfully disagree! I don’t disagree with the notion of closing every drop of business this quarter, in fact, more power to ya! I disagree with the putting ALL of your artillery fire on closing and next … continue reading »

Do You Think This Approach Provokes or Discourages Phone Objections?

Posted November 17, 2019

There’s a prospecting approach that many reps (perhaps you as well) are using and; In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach; Provokes or Discourages Objections! Please right click HERE to download this episode or click on the audio player below to have a listen! HOW TO … continue reading »

2 Exercises That Will Build Your Objection Handling Muscles

Posted November 15, 2019

Actors and actresses have a really cool exercise in their toolkit that we should be including in ours! It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles. These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them; … continue reading »

How To Triple Your Responses To Common Phone Objections

Posted November 14, 2019

I have a FREE worksheet to help you; Craft BETTER responses to common phone objections and; Triple your responses! Click HERE to instantly download your FREE copy! And do mark your calendar for November 21st at 11:30 am EST so you can join us for our; How To Navigate Stalls & Objections Webinar Here’s what I’m going … continue reading »

3 Things To Worry About In The Fourth Quarter

Posted November 13, 2019

There are 3 deadly mistakes that sales reps tend to make during the fourth quarter. Mistake #1: A Total Emphasis On Closing and Almost NO Emphasis On Prospecting. I get it, you want to get EVERY last drop of revenue in the bank, but; If you aren’t replacing those opportunities with new opportunities; You’re positioning … continue reading »

Two Keys To A BETTER Cold Call

Posted November 11, 2019

According to LeapJob, 98% of our cold calls end with failure, but; That ISN’T the fault of the cold call as a form of outreach; It’s more of a testimonial to the lack of phone skills the AVERAGE sales rep brings to the party! The AVERAGE sales rep misses 2 critical components; 1) How to … continue reading »

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