Blog

I’ve never been a big fan of lowering price to win a deal; I bet you’re thinking its because, like you, I enjoy making as much money as I possibly can? Well that and . . . 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, … continue reading »

This time of year, we obviously want to get EVERY deal across the finish line as quickly as possible but; We don’t want to come across as desperate and needy and; We don’t want our prospects to feel like we’re Don Corleone making them a deal they can’t refuse! This week on The Sales Playbook Podcast, … continue reading »

What are you going to do, RIGHT NOW, to get MORE deals in the pipeline and; EXPEDITE the deals you’re working on; BEFORE the holiday season hits and; Everyone starts mentally checking out and telling you to; “Call me back AFTER the holidays” One way, is to get a firm commitment on WHEN delivery, launch, … continue reading »

The “secret” to better relationships with your prospects and clients is actually very simple. Its so simple, that you’ll want to dismiss it, so let’s make a pinkie promise that you won’t. Ready? In order to have a better relationship you need; Better communication and; In order to have better communication; You need to be asking … continue reading »

There are so many things  that could be considered a “competitive edge”, but unfortunately, they can also be duplicated. We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . . Until someone else came along and found a way to do … continue reading »

There’s a really simple thing you should be doing with your prospects in order to keep your deals from stalling out. Ready? Assign homework! At the end of every meeting assign yourself some homework first (nobody ever gets pissed if you give yourself work to do). Then you assign your prospect some too. Here’s what … continue reading »

In just about 10 weeks from now we celebrate Thanksgiving here in the states and; So begins the mental checkout many of your clients and prospects experience, as they tag a few days onto the front end, and back end of the holiday. Then business goes back to normal for a week or two and … continue reading »

I began to think about year end and the inevitable “mental sabbatical” buyers will be taking back a few weeks ago! As good as business has been for me at Castain Training Systems, I know things would still slow down dramatically at year end but; I also know that I CAN’T afford to miss several weeks of activity and; … continue reading »

Here are two sales activities that you can do that will make a HUGE IMPACT within 1 year! First, speak with 3 people, from your social network, each week. My guess is that, you don’t know your social network very well and worse yet, they don’t know you! How can you help each other, refer … continue reading »