Blog

Each day thousands of sales reps drink deep from their company’s rich well of corporate Kool Aid. I won’t lie to you, I too have emerged from many a company “rah rah” complete with a Kool Aid mustache. Worse yet, many of us have this false sense that our clients will willingly drink from our … continue reading »

I’m not a fan of using phone scripts. While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script. Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales person’s unique voice, they execute poorly. And yes, there’re some … continue reading »

In this week’s quick tip, I share an example of something I just did that resulted in over $36,000 in new business in just about 3 weeks. The best part is that it cost me next to nothing to do! In addition, I provide several other  ways you can work this little gem into your playbook … continue reading »

Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near … continue reading »

This week’s podcast is a very different one for me and I can promise  you’ll hear your “Uncle Paul” as you’ve never heard him before! I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess … continue reading »

I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”. I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling … continue reading »

As part of your pre call research, check out your potential client’s LinkedIn profile, right hand side, and scroll down. Keep going until you see “How you’re connected”. This will show you connections you both have in common. Reach out to those connections and do 3 things . . . 1) Put your cards on the … continue reading »

If you want better client/prospect interactions start asking better questions. What’s a better question? A question that makes them think A question that respectfully challenges their thinking A question that encourages them to continue or expand upon something they just shared with you A question that tells you what’s frustrating them as well as questions … continue reading »

The referral is the lowest hanging of the low hanging fruit for the aspiring sales rock star (and you can quote me on that!) And here’s the really messed up part . . . We’d rather pick up the phone and risk getting our ass kicked from complete strangers all because we don’t know how to … continue reading »

Us sales folk love to tell people how busy we are! I think sometimes we might wear it on our sleeves a bit much! We need to be scheduling time for learning, otherwise . . . Our skill level remains the same and meanwhile; The world we are trying to sell to, moves at the speed … continue reading »