Paul Castain's Blog

Your Demos, Presentations, and Sales Messaging Need A Balance Of These 2 Things

Posted October 9, 2018

I came across something the other day that really made me think!

It was a video that had lots of likes and comments so I decided to invest a few minutes to watch it.

If you must know, it was a cooking video that promised “How to cook the perfect burger” but that’s really not the point of today’s blog post.

The woman who made the video told lot’s of interesting stories while she cooked but;

She basically sprinkled some salt and pepper on some ground meat, formed 4 patties with her hands, and threw them onto the griddle.

Seriously, that was it!

I felt as if there was something I missed (still do)! I mean, how could an instructional video get so many likes and comments, while teaching absolutely nothing?

It was because her presentation overpowered the lack of substance.

I think many of us in sales have actually been guilty of the opposite;

Substance without the stuff that makes our presentation, demo, meeting, more memorable!

And no, I’m not proposing that you conjure up a bunch of stories while offering a whole lotta nothing;

I’m just imagining the IMPACT you’d have if you offered BOTH!

One of the things you can do is add more stories into the mix. Stories have this way of making our sales messaging more interesting while creating a connection with the recipient.

If you’d like a little help in this area, you absolutely have to join us this Thursday, October 11th, at 11:30 am EST.

I’m going to share 7 very specific types of stories YOU need to have in your sales arsenal.

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

  • The 7 Frameworks For Compelling Stories.
  • The 7 Sales Stories.
  • The 5 Things That Add Credibility To Your Stories.
  • The Technique I Use To Remember EVERY Story In My Arsenal.
  • How To Use Stories When You Prospect.
  • How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend
  • How To Use Stories To Sell Change In An Organization
  • How To Captivate Your Prospect With Your Delivery.
  • How To Leverage The “Theme and Variation” Tactic.


This Thursday, October 11th, at 11:30 am EST.


Can’t Make It Then?

Sign up anyway and I’ll send you the webinar replay. View it whenever you’d like!

What Do You Get?

(1) 90 Minute Webinar

Webinar Replay


How Much?


Click HERE to join us!

I hope to “see” you there!


… and never miss a beat!
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Castain Training Systems
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Paul Castain, Founder & CEO

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