Paul Castain's Blog


This Is Really Worth Repeating

Posted February 20, 2019

The other day, I shared my thoughts on the importance of REPETITION during your sales cycle. Did you download the FREE lesson? Either way, I’m going to repeat that sermon today, because quite frankly, your follow up probably DOESN’T it! Click on the handy/dandy player below and enjoy this FREE audio lesson and; Please don’t … continue reading »

How To Use Repetition To Move Your Deals Forward

Posted February 17, 2019

In an ideal world, you would tell a prospect something once and they’d immediately get it, love it, buy it instantly. Obviously, that world doesn’t exist, in fact; There are so much noise in a decision maker’s world that they can easily FORGET the awesome things YOU bring to the party! That’s why repetition is … continue reading »

Have You Downloaded It Yet?

Posted February 14, 2019

Our potential clients are more distracted than ever before and; They have more choices today than ever before; How do we get them to jump off their treadmill long enough, to hear us out and grant us an appointment? Once we have an appointment, how do we take control of that interaction without becoming “controlling” … continue reading »

The Two Extremes To Prospecting and Why They BOTH Suck!

Posted February 14, 2019

I’ve always felt that there are two radical extremes to prospecting. Extreme #1: Those Who Attempt Contact Way Too Frequently. I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass. Things like leaving a voicemail, immediately sending an email, then … continue reading »

19 Of THE Most Annoying Email Phrases

Posted February 12, 2019

Adobe surveyed 1,000 white collar workers to learn more about email habits, trends, and phrases that annoy the hell out of the recipient. Here’s a list of the phrases ranked from most annoying to least annoying. “Not sure if you saw my last email” “Per my last email” “Per our conversation” “Any updates on this?” … continue reading »

A Phrase That Does More Harm Than Good!

Posted February 10, 2019

There is a phrase that pretty much all of us have been guilty of using and quite frankly; It kills our credibility. In this week’s episode of The Sales Playbook Podcast, we address it (and all of the ugly variations of it). Please right click this link to download this episode. Tactics, Tools, and Templates … continue reading »

Old Ways? New Doors? A Resource To Sell More This Year!

Posted February 8, 2019

You swore things would be different this year but; If you’re like most sales reps that simply means doing MORE of what gave you mediocre results in 2018 or; Maybe you tried to change things for like the first few weeks in January and then; Went right back to your old habits. Sometimes the old … continue reading »

How Are You At Handling Phone Objections?

Posted February 6, 2019

There are two keys to a BETTER cold call; According to Leap Job, the AVERAGE success rate of a cold call is only 2% and don’t you dare blame the cold call for that! The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling … continue reading »

Things To Think About When Your Prospect Is Undecided

Posted February 5, 2019

A few things to think about the next time your prospect is undecided. Did They Have The Urgency To Begin With? Did You Get The Right People Into The Meeting(s)? Did You Establish The Proper Environment? You know, one where you each were able to ask questions, brainstorm etc? Oh, and given the proper amount … continue reading »

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