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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 sh*t for a change but; I quickly realized that … continue reading »

This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or … continue reading »

“Closing” starts way before you ask for the business! I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my … continue reading »

I’ve referenced this before; According to a recent survey conducted by Hubspot; Only 3% Consider Salespeople To Be Trustworthy Ouch! If the average decision maker DOESN’T trust what you’re saying, then you shouldn’t just say things; You should ALWAYS back up what you’re saying with EVIDENCE! That’s why I didn’t just tell you that only … continue reading »

Wouldn’t it be nice to get a few more deals across the finish line BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome. so; How Do You Take … continue reading »

Sending “Thank you” notes after meeting with prospects (and clients) is more important than you think! If I were to ask you why, you’d probably say; “Because it’s a nice, personal touch” or “Because nobody else does this” There are other reasons why you send a “Thank you” note, but today I want to share … continue reading »

Astonishing sales fact coming at you in 3, 2, 1 . . . Not everyone trusts us sales folk! That lack of trust can and will slow down the sales cycle and; In many cases bring it to a grinding halt! In this week’s episode of The Sales Playbook Podcast, I take a tactic I’ve … continue reading »

Advertisers know something about us and they’re brilliant at navigating around it. They know that the human race is more distracted today than any other point in history and; They know that we need to hear, read, and experience something MORE than once in order for a point to register! Decision makers are the same … continue reading »

Most of the challenges we face in sales can be traced back to the questions we asked (or didn’t ask) along the way. Sadly, most reps ask questions mostly for informational purposes instead of; To Gently Gain Control and Guide Their Prospects and Clients Jump-Start Emotions To Create Urgency Establish Rapport and Credibility Create A … continue reading »

A brilliant tactic was used against Mark Zuckerberg during his testimony. Sen. Dick Durbin asked Zuckerberg, “Would you be comfortable sharing with us the name of the hotel you stayed in last night?” “Um” long pause “No.” The whole place erupted with laughter over his hesitancy to answer the question but; Durbin didn’t stop there! … continue reading »