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There’s an old saying that “Practice makes perfect” but as any trainer will tell you, that’s not entirely true because; Practice makes permanent   Whatever you say and do consistently becomes habit and sometimes we say and do the wrong things, therefore, solidifying a limiting habit. This week, I have 3, super simple ways for … continue reading »

You probably read the title of today’s post and thought I’d take this down the road of being selfish with your time,right? Well, sort of but that’s not really where I’m going with this. A few years ago, I decided that life was short and that I’d start doing MORE of the things that bring ME … continue reading »

I was speaking with one of my coaching clients the other day and she told me about a project where she is competing against a few other companies. When one of her competitors was told that they were out of the running, they responded by slashing their price by over 50%. Yep, the big Five Zero. … continue reading »

Yesterday, I shared why I decided to pick up the pace with my sales efforts at Castain Training Systems. There’s actually another reason that I’d like to share with you today! The holiday season is rapidly approaching and that means that just after Thanksgiving I’m going to start to hear a whole sh*tload of “Call … continue reading »

  I needed to ask my ego to leave the room recently while I evaluated my sales performance. I looked at what I was doing well and what I wasn’t doing so well. While my sales have never been better at Castain Training Systems, I came to the conclusion that I really needed to step … continue reading »

The phone and I have had a bit of a “love/hate” relationship for a while now! I still remember my very first cold call where I was so nervous, my voice cracked like some pre pubescent kid asking the hot chick to the dance. Needless to say, Uncle Paul didn’t get the girl that day. I have … continue reading »

Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An … continue reading »

I’m not going to lie, I’ve made some epic cold calls in my career. When I say “Epic”, I mean so good the stars seemed to align to spell “Uncle Paul” and so bad, that hanging up on myself was the only way decent thing to do. Epic! As penance for the sins committed earlier … continue reading »

Carol sent me an email,  on a topic, we all struggle with . . . getting through to prospects! She writes . . . Uncle Paul, The majority of the prospects I’m trying to reach are pretty close to impossible to get a hold of. I’m not getting stopped by gatekeepers, I just always get … continue reading »

Could It Really Be Possible… That The Phone Is STILL An Effective Tool, When Study After Study Has Pronounced The Cold Call Dead?” The Answer Is An Emphatic “Hell YES!”   What those studies typically fail to tell us is that many of the people surveyed either weren’t trained or were trained with some 1970’s … continue reading »