Paul Castain's Blog

The “Closing” Process Begins Way BEFORE We Ask For The Business!

Posted September 7, 2019

“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 contact.

I send along a very specific FedEx BEFORE all of my first time appointments. The contents of which serve several purposes. And no, I’m NOT FedExing info about Castain Training Systems.

I begin the meeting in a way that allows me to take immediate control;

WITHOUT being manipulative or controlling!

I have one question, that immediately gets my prospect (and me) focused on a higher level discussion.

I have several types of questions that I’ve designed not only to extract info, but to emotionally charge up the people in the room, or on the call.

I don’t just tell my prospects about the ways I can address their challenges and opportunities;

I prove it by using “EVIDENCE

I get immediate commitments by assigning “homework” with specific timelines and;

I recognize that I’m most vulnerable to loss of interest, change in direction etc, between meetings so;

I’ve created a “communication map” that allows me to stay in touch, WITHOUT “Calling to check in”

As a result, I have a very high closing ratio;

In an industry (Sales Training) where I have way too many competitors, my pricing is typically higher and;

I absolutely WON’T negotiate my fees!

How about you?

Do you have a system in place to begin the “close” before you ask for the business?

Read on . . .

How To Close MORE Deals,FASTER!

I’ve put together a special, 2 session, on-demand course, to help you get more of your deals across the finish line!

Session I (Prerecorded View Whenever You’d Like)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (Prerecorded View Whenever You’d Like)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON’T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all “salesy”.

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

Go at your own pace!

Here’s What You’ll Get;

(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

(2) Sets of Worksheets

PDF With 100 Sales Questions


What’s The Investment? 


Please click HERE to get it instantly!


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

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