How To Create An Objection Resistant Dialogue

January 22nd, 2017 by Paul Castain No comments »

Many times in sales we talk about how to respond to an objection from a prospect. By the time someone pushes back, it might be too late so; Today we’re going to talk about what you should be doing on the front end to; Lower the probability of an objection! Download this episode (right click […]


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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).

Are You Asking Cliched Questions?

January 22nd, 2017 by Paul Castain No comments »

I don’t think anyone would disagree that to a buyer, most sales reps sound the same. In sales, we often nod our head in agreement that we need to stand out and then; Proceed to do all the things that are beaten to death in the sales process. Like asking cliched questions! Things like . […]


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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).

The Secret To Better Relationships With Prospects and Clients

January 20th, 2017 by Paul Castain No comments »

The “secret” to better relationships with your prospects and clients is actually very simple. Its so simple, that you’ll want to dismiss it, so let’s make a pinkie promise that you won’t. Ready? In order to have a better relationship you need; Better communication and; In order to have better communication; You need to be asking […]


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).

Are You Coming Across As Cold and Insensitive?

January 20th, 2017 by Paul Castain No comments »

Think about the questions you ask your potential clients and what happens after they answer your question. Then think again because you might be coming across as cold and insensitive. When someone tells you about a challenge or an incident, don’t race to the next question! Instead, acknowledge and validate. This goes back to something […]


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).

Questions . . . An Insurance Policy For A Smoother Sale

January 19th, 2017 by Paul Castain No comments »

Think back to those deals you’ve worked on where you were peppered with objections. Now think back to those deals you’ve worked on where you couldn’t get your prospect to “pull the trigger”. Think back to those deals you’ve worked on where the prospect went “MIA”. Think back to the deals that you lost. Then […]


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).

“Interesting” “Fair Enough” and Other Useless Ways To Respond To Your Prospect

January 19th, 2017 by Paul Castain No comments »

You’re meeting with a prospect and being the professional that you are, you have some questions for them. Just out of curiosity, when a prospect answers your question, do you say things like; “Interesting”, “Fair enough” or “Really?” When someone says “Interesting” I feel like they’re doing some amateur psychoanalysis and they just concluded I was […]


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).

FREE Sales Lesson: Why We Need To Ask Great Questions!

January 18th, 2017 by Paul Castain No comments »

Why should we ask great questions in sales? At a basic level, we’re looking for information. And yes, at a higher level, we’re trying to find “the pain” but; There’s so much more that a great question does for us (and the recipient too). In this FREE sales lesson, I outline several things that great […]


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).

Underestimating The Power Of Great Questions In Your Sales Process

January 18th, 2017 by Paul Castain No comments »

Many times we look at questions solely as a way to get information but; There’s quite a bit more! Great questions allow YOU to take control of the conversation without being controlling or manipulative. Great questions jump start emotions. Emotions get prospects off the fence. Great questions lead your prospect on a path of self discovery instead […]


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).

Want Better Answers From Your Prospects . . . Ask BETTER Questions!

January 17th, 2017 by Paul Castain No comments »

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” Or maybe you’re thinking . . . “You’re going to tell me […]


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).

Would You Trust A Doctor Who Allowed You To Self Diagnose?

January 17th, 2017 by Paul Castain No comments »

I read an interesting article, where the author was trying to make a case, that solution type selling is dead. The author stated that most buyers already know what they want, and have already done extensive research so; Doing a needs analysis would only aggravate the buyer! I’ll address my not having any f*cks to […]


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).

Blog Post Title

January 16th, 2017 by Reliable Linking No comments »

What goes into a blog post? Helpful, industry-specific content that: 1) gives readers a useful takeaway, and 2) shows you’re an industry expert.

Use your company’s blog posts to opine on current industry topics, humanize your company, and show how your products and services can help people.

Sales Professionals DON’T Ask Questions Just For Information or Just To “Find The Pain”

January 15th, 2017 by Paul Castain No comments »

If you’re like most sales reps, you’re looking at the questions you ask your prospects all wrong! At a basic level, we’re looking for information. And yes, at a higher level, we’re trying to find “the pain” but; There’s so much more that a great question does for us (and the recipient too). Download this […]


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 Multi-Million Dollar Question

January 15th, 2017 by Paul Castain No comments »

I’ll never forget the day that I got my act together and bought life insurance. Laura and I owned a new printing company and we were the proud parents of an eight month old baby boy. My son was in the playpen when the insurance agent arrived and we chatted briefly about parenthood. The insurance agent […]


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).

Trying To Convince A Prospect vs Helping Them To Discover

January 14th, 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 self 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 […]


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).

How To Ask AWESOME Sales Questions

January 13th, 2017 by Paul Castain No comments »

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” Or maybe you’re thinking . . . “You’re going to tell me […]


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).