When Summer Slows Your Selling Efforts

June 22nd, 2017 by Paul Castain No comments »

It happens every year right around this time; The start of the “Call me back after summer” stalls. The start of the “summer slow down” with many businesses Prospects and clients become harder to reach The start of the “mental check outs” from clients, prospects and (this may shock you) from us sales folk too! […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Webinar: 25 Ways To ROCK Your Sales This Summer

June 21st, 2017 by Paul Castain No comments »

On June 29th, at 11:30 am EST, I’m going to share how you can leverage the summer selling season! Yep, LEVERAGE it, instead of being CHALLENGED by it! We’re going to discuss everything from how to respond when potential clients say “Call me back after summer” to how you can actually leverage the summer to […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

How To Sell More From Your Favorite Beach Chair This Summer

June 21st, 2017 by Paul Castain No comments »

Life is such a balancing act. Isn’t it? On one hand, we want to conquer the world and get a fresh ding in the universe, on the other hand, we want to enjoy our lives. Especially the part of life that is experienced during the summer! I’m here to tell you that there is a […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

“Summer Specific” Prospecting

June 20th, 2017 by Paul Castain No comments »

With the summer selling season upon us, my money is on the sales rep, who leverages the summer, instead of using it as an excuse to back off. When I say “leverage” the summer, I’m talking about using the summer to Change up your messaging Change up the types of outreach you’re using Offer a […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The 5 Questions EVERY Sales Rep Needs To Answer BEFORE Summer

June 19th, 2017 by Paul Castain No comments »

Summer can be quite challenging for us sales folk so; I decided to create a FREE worksheet to help you think out your options. I’ve designed the worksheet in a way, where you can either work on it on your own, or as a team in your next sales meeting. Please CLICK HERE to download your free worksheet. […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

When Opportunities Seem To take A Summer Vacation

June 19th, 2017 by Paul Castain No comments »

Summer can be quite challenging . . . Especially when you’re trying to get in front of potential clients who are “mentally checked out”! In fact . . . Within a few short weeks, we’ll start hearing the dreaded “Call me back in September” stall. So what can we do when opportunities seem to take a summer vacation? […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

25 Ways To ROCK Your Sales This Summer

June 17th, 2017 by Paul Castain No comments »

It’s almost the official start of summer here in the US and I’m always ready for that, but; It’s also a very dangerous time of year for your success because you might get caught up in lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Leveraging Client Events To Sell More This Summer

June 16th, 2017 by Paul Castain No comments »

The theme of our upcoming webinar 25 Ways To Rock Your Sales This Summer is to how to actually use the summer to your advantage. In fact, you should ALWAYS do your best to LEVERAGE your circumstances (instead of bitching and moaning about how challenging they are!) Let’s take a look at what happens over […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Selling During The Summer Can Be Really Challenging

June 15th, 2017 by Paul Castain No comments »

I love the summertime but; It’s also a very dangerous time of year for your success because you might get caught up in lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” “I bust my ass so I deserve to coast for a while” It’s […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Having Payment Options For Your Clients Is Good Business

June 13th, 2017 by Lisa March No comments »

Nothing is as certain in life as change and changes often do not come with advance notice.  Illness, market downturns, new competition and many other factors can play a role in how well your clients are able to collect what is owed to them by their clients.  When they don’t get paid, you don’t get paid.  However,  when you provide payment options for your clients you are helping to minimize the loss of clients & income due to unforeseen circumstances in their lives.

 

Example:  A client who has a good payment history suddenly faces a crisis; let’s say it’s a divorce.  Let’s say it’s an ugly divorce.  Let’s say the client’s spouse has manipulated the checking accounts and now your client has limited access to their money!  Rather than just applying more pressure to your client you can come alongside of them & calmly inquire as to what’s happening as to why they are not making their payments to you in a timely manner.  If you recognize the value of this client you can offer them payment options.  Now you’ve created an environment where you have some money coming in; even if it’s not all the money you were expecting.  

 

Setting up a repayment plan for any products or services that are presently outstanding, while offering to “downsize” how much they spend with you on a regular basis, creates an ally.  Totally harassing them & demanding payment-in-full simply sends them into the arms of a competitor.  And guess who they won’t be doing business with when things stabilize again!  

 

This principle also demonstrates the importance of staying in contact with your clients and getting to know them on more than just a superficial level. Yes, that takes time; but it doesn’t have to involve hours.  Just training yourself and your staff to spend an extra few minutes during a phone call or in an email can go a long way to giving you a “heads up” as to what might be coming down the line.  And when the crisis hits you’ve already got a good relationship established that sets the stage for them making a personal commitment to pay off their debt in full. Never, ever underestimate the power of them telling others about how well you have treated them.  That’s the kind of buzz that puts money in your pocket.

 

Whenever you are in the financial position to do so it is much better to put yourself in your client’s shoes and think about what would benefit them than to cut all ties and lose that client – and their goodwill – forever.  Providing several payment options on your website will also help to make everyone’s life easier.  If you need additional payment options on your website contact us today.

 

As for your website, there are many payment options.  Call us today if you would like help setting up credit card payments, PayPal integration, and payment gateways!

The post Having Payment Options For Your Clients Is Good Business appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

Questioning Mistakes That Cost You Your Deals

June 13th, 2017 by Paul Castain No comments »

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Execute poorly on a regular basis and; You’re going to have really skinny kids! Here are several questioning mistakes to avoid at all cost! 1)    […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Pitching vs Guiding Your Prospect On A Path Of Discovery?

June 13th, 2017 by Paul Castain No comments »

One of the many benefits of asking great questions is that . . . Great questions lead the recipient on a path of discovery. You can tell a prospect something and perhaps they will consider it but; If they discover it . . .  They own it! And when a prospect discovers something on their own; Its kind […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Here’s How You Get BETTER Answers From Your Prospects

June 12th, 2017 by Paul Castain No comments »

If you want BETTER answers from your prospects; Start asking BETTER questions! If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Changing Up Your Prospecting Activities

June 11th, 2017 by Paul Castain No comments »

Many sales reps make the mistake of clinging too tightly to just ONE form of prospecting. That’s a HUGE mistake because it limits results! So I decided to create a page with 3 of my most popular resources; How To Write AWESOME Sales Emails Prospect Like A Pro How To Generate MORE Leads Via LinkedIn […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The Importance Of “Me” Time

June 9th, 2017 by Paul Castain No comments »

By the time this hits your inbox, I’ll be camping with a really cool group of people I like to call “me, myself and I” It will be one of several mandatory “mecations” I will take this season. Why? Because as much as I love family and friends; Your Uncle Paul needs some time, from […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).