Paul Castain's Blog

How To Keep Your Prospect’s Attention Between Meetings

Posted March 31, 2019

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else!

Then they act surprised when a deal takes longer to close and when;

Prospects tell them “No thanks” or worse yet;

Go silent on them and stop returning calls.

Here are two ways, to remove yourself from the ranks of the easily disregarded;

1) Revisit the messaging you typically embrace. If your messaging always reeks of “Checking in” “Following up” “Circling back”, you’re sounding like everyone else and;

Quite possibly conditioning your prospect NOT to take your call, return your call, open your email, respond to your email.

In other words . . .

You’re conditioning your potential client to ignore you!

Some things to consider;

Send a resource.

Use my “recap” tactic.

Introduce them to someone they should know.

Use my “homework” tactic.

Provide “evidence” to solidify your selling points and to reduce doubt, skepticism, objections. Think facts, samples, studies, examples, testimonials, etc.

Call with a question.

Call with an idea.

Use creativity to reinforce your value proposition.

Use these video ideas.

2) Look at the forms of outreach you typically use. If you’re like most sales reps, you’re clinging way too much to the phone and email. Nothing wrong with those venues but;

If you’re conveying the same, tired and low value message . . .

Via the same form of outreach . . .

You really HAVEN’T done anything to stand out.

If you found value in these ideas, come join us for our webinar, this Thursday, April 4th, from 11:30 am to 12:30 pm.

Here’s what you’ll gain by joining us;

  • The 3 Things You Must Do After Each Prospect Meeting.
  • The 3 Most Important Things To Reinforce Between Meetings and 15 Ways To Do It. .
  • What To Do When Things Get Competitive.
  • 5 Things To Do If You Think You’ve Been “Ghosted”.
  • A 10 Point Communication Plan (With Templates) To Help You Stay “Top of Mind” and Gently Guide Your Contact From Prospect To Client.


This Thursday, April 4th, from 11:30 am – 12:30 pm EST.


If you can’t join us live, sign up anyway and I’ll send you the webinar replay and all the resources listed below!

What Do You Get?

(1) 60 Minute Training Session With Over 25 Tips and Tactics


Webinar Replay (In Case You Can’t Join Us Live or You’d Like To Review Again)

5 Templates

How Much? 


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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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