Category: Uncategorized

THE worst story EVER is the one that your prospects and clients hear way too often. Its the ones that talk about the same stuff, in the same manner, at EVERY phase of the sales cycle. The saddest part of the story is that many of us have been guilty of telling it! Whether you … continue reading »

One of the cool things I get to do as a sales coach is sit in on demos and presentations. Unfortunately, MOST contain a fatal mistake! They lead with things that force you to fight an uphill battle instead of things that answer the question; Why should I care? Carmine Gallo put it best in … continue reading »

                  In 2011 I had a rude awakening! That was the year I set out on my own with my training company Castain Training Systems. That’s the year I started getting cold calls, emails, notes, cards, direct mail pieces. That’s the year people tried to sell me … continue reading »

I’ve been on a mission lately to get my readers to think differently about storytelling in sales. Storytelling isn’t some warm, fuzzy, “I promised myself I wouldn’t cry”, ritual we embrace before engaging in group hugs, and shouts of “I love you man”. The words and phrases you use to set appointments with potential clients; … continue reading »

I sent out a FREE audio sales lesson to everyone yesterday, but; It was also the weekend so I know there’s a chance you that you missed it! In this FREE sales lesson, we discuss 2 ways to get your prospect emotionally charged up so; At a minimum they get off the fence of indecision … continue reading »

If you’re thinking about going it alone in the fourth quarter; Think again! Here are 11 resources to help you finish STRONG! Want to polish up your phone game? Click HERE. How about 20 email templates that get opened, read, and responded to? Click HERE. Want to get in front of MORE opportunities? Click HERE … continue reading »

“People buy emotionally and justify with logic” Well duh, but how do you do that? Seriously, how do you sell more emotionally? I share two powerful ways you can do it in this week’s episode of The Sales Playbook Podcast. Download this episode (right click and save) The 7 Stories EVERY Sales Rep MUST Tell … continue reading »

Somebody has to say it so it might as well be me; Where the heck did the year go? I mean holy smokes, 2018 has REALLY flown by. I decided to compile a few of our on-demand offerings to help you have a STRONG fourth quarter! Want to polish up your phone game? Click HERE. … continue reading »

Decision makers are enjoying the last business day before sales reps; Come out of the woodwork and descend upon their prospects with hopes of “closing” them before year end. And with this increase in activity, comes the spewing of tactics that range from heavy handed to desperate. Decision makers grow tired of the conversation this … continue reading »

When I was rebuilding my life back in 1996 I set a few sales goals. #1 I would rank in the top 20 by the end of my first year. #2 I would rank in the top 10 by the end of my second year. #3 I would rank first by the end of my … continue reading »