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Here’s Where Your Deal Can Die; Unbeknownst To You!

Posted September 12, 2019

I believe that our deal is most vulnerable during the time between meetings. Competitors and stakeholders are whispering in your prospect’s ears and influencing them. There are a numerous distractions that place your prospect’s attention elsewhere. There can be a loss of interest and/or momentum. That’s why you need to have a solid follow up … continue reading »

Guiding Your Contact From Prospect To Client

Posted September 12, 2019

You just finished a preliminary meeting with a prospect; How do you gently guide your contact from prospect to client? You want to stay in touch and obviously stay “top of mind” but; By the same token you don’t want to appear overanxious or even desperate. Right about now it can take on a bit … continue reading »

A Document I Use At The End Of The Sales Cycle To Move My Deals Forward

Posted September 8, 2019

Sometimes prospects are hesitant to move forward simply because of the perceived hassle involved. A few months back, I started utilizing a really simple document that attacks this head on! In this week’s episode of The Sales Playbook Podcast I share what I include and the psychology involved. Please right click HERE to download this … continue reading »

Avoiding A Loss Of Momentum With Your Prospects

Posted September 8, 2019

What can you do to keep your deals moving forward? Well there’s two ways to look at this; What you can do during your meetings and; What you can do BETWEEN meetings. Let’s focus on the latter. The time between meetings is a dangerous time for sales reps. Competitors and stakeholders are whispering in your … continue reading »

The “Closing” Process Begins Way BEFORE We Ask For The Business!

Posted September 7, 2019

“Closing” starts way before you ask for the business! I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my contact. I … continue reading »

I’m Not A Fan Of The Traditional Coaching Model

Posted September 6, 2019

I’ve never been a fan of the traditional coaching model where you are asked tons of questions; And provided very little of what experts refer to as “ANSWERS“. Don’t get me wrong, it’s super important to ask questions when you’re coaching someone, but; Most of the people I coach, would also like some answers, and; … continue reading »

An Interesting Time Of Year For Sales Reps

Posted September 5, 2019

One of the things I teach my coaching clients is to always LEVERAGE what you’ve been given, and this time of year, you’re about to be given plenty! Like what? For starters, you have many decision makers here in the U.S. who put projects on hold over the summer, for a variety of reasons ranging … continue reading »

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