Warm Calls, “Gatekeepers”, And Warm Intros!

Posted January 22, 2018

One of the WARMEST calls you can ever make is to your network (online and offline). And the best part . . . There aren’t any “gatekeepers”! Seriously . . . There aren’t any “gatekeepers” on LinkedIn or in your offline network. Aside from a WARM call with them; They can facilitate a warm intro … continue reading »

My 30 Best Tips To Get A Potential Client’s Attention

Posted December 9, 2017

This Thursday, December 14th, at 11:30 am EST, I’ll be hosting a special online webinar to help YOU, get the attention of a buyer, who finds it way too easy to forget about you! Have you signed up yet? Here are several things you will gain by attending; 1 simple phrase that will capture someone’s attention whether … continue reading »

30 Ways To Get A Buyer’s Attention

Posted December 4, 2017

Sometimes it feels like we’re invisible to our potential clients! We call. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow we hope that eventually, they’ll grant us an appointment, and hear us out! Meanwhile . . . We have quotas. We have bills to pay and … continue reading »

Play #30 Handling An Objection Part Dos!

Posted March 19, 2009

First and foremost, if you are new to my blog, please stop what you are doing and read the previous post I’d like to offer you some generic responses that I have successfully used in response to generic objections. The first thing I would like you to do is develop a reflex response of automatically … continue reading »

Play #29 How To Handle An Objection Part I

Posted March 16, 2009

Dudes, dudettes and aspiring rock stars, this week we’re going to talk about every sales person’s favorite . . . handling objections! I have a 4 step process I follow. I’ll spare you the cheesy acronym or clichés such as “The 4 D’s of objection handling”. Here it is “cheese free” for your objection handling … continue reading »

Play #26 Setting An Appointment The Right Way!

Posted March 9, 2009

Subscribe to Paul Castain’s Sales Playbook by EmailThere are no less than a hundred thousand telemarketing tips out there waiting to help you overcome objections, reach the decision maker, get by the gatekeeper etc. How about some advice on how to set a proper appointment once you get to that magical word “YES”? I’d like … continue reading »

Play #1 Differentiate Or Die!

Posted November 24, 2008

According to fastcompany magazine the average consumer is exposed to over 3,000 ads per day, abcnews.com tells us that there are well over 170 billion (yes billion with a “b”) emails circulating worldwide each and every day! Add that to all the phone calls, voicemails and interruptions our average decision maker deals with daily and … continue reading »

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