Archive for April, 2011

6 Strategies For A Better Day!

April 30th, 2011

In this week’s podcast we focus on the 6 daily strategies that can help you be more effective
1)    Begin and End Your Day More Intentionally
2)    A Daily System You Can Apply That Helped Chicken Soup For The Soul Become A Best Seller.
3)    Relentless Focus On Your Success Drivers!
4)    Understanding The 4 Obstacles Of Success And […]
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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).

3 States You Need To Access Next Week

April 29th, 2011

If you’ve been following my blog for a while, you know that I’m a big advocate of the use of music to help you access peak performance states!
There are 3 key states that I’d like for you to think about:
1)    Your “Go Get ‘Em” State: This is that state you access when its game time. […]
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 Easiest “Money” Questions In The World!

April 28th, 2011

So I go to the bank the other day and made one of those deposits that makes you feel like you entered the bank to the tune of heavenly harps or in my case Hendrix doing the Star Spangled Banner.
It was a great day for Castain Training Systems!
The lady behind the counter looks at the […]
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).

What’s Your Value When You Fail?

April 28th, 2011

In this week’s 2 minute tip I share with you a great way of understanding your worth as human being . . . even when you aren’t quite feeling it!

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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 Social Networking Courtship

April 27th, 2011

You scan the room cautiously and there, like a diamond in the ruff is someone you feel compelled to approach. Mustering every ounce of courage, you walk bravely across the crowded, noisy room, rehearsing your lines and getting yourself “in the zone” It all seems rather surreal, (like in Wayne’s World when Wayne approached Tia Carrere 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).

Do Evil Empires Inspire Performance?

April 26th, 2011

A very successful CEO once told me that he felt every business needed to compete against a company they wanted to annihilate!
He felt that this level of competitiveness drives performance in both his company and with his competitor making them both better for it.
He also stated that this level of competitiveness drives service and the […]
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).

4 Things To Do With Your Title

April 25th, 2011

I’ve had numerous discussions with aspiring rock stars over the last few years with regard to the old “title or no title” on the business card thing.
I’ve even gone from one extreme (as in not having one) to the other (as in having one that is fun and creative)
Which one works best?
I’m going to leave […]
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).

Reinforcement Of Value

April 24th, 2011

I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed,  but told me how much I saved.
Needless to say, I left there feeling like I received great value.
It also served as an important reminder of how we might want to remind […]
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).

A Word About Holiday Weekends

April 23rd, 2011

I want to keep this one short and sweet because quite frankly a blog about holiday weekends, while you’re knee deep in a holiday weekend isn’t bueno.
One of the best parts of a holiday weekend is the opportunity to slow down, catch up with family and come back recharged on Monday.
Pretty cool set up, right?
The […]
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).

An Easy To Use Objection Buster!

April 21st, 2011

Sometimes we complicate things and in the process of complicating, we zip right by the obvious.
Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. (affiliate link)
He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why don’t we […]
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 Dark Side Of The Truth!

April 20th, 2011

The truth is a funny thing . . .
It can annoy you, hurt you and flat out insult you!
It can cause you to push back when your ego steps in as if to say “I got this one dude”
So we do the admirable thing . . .
and avoid it!
Then it leaves us, taking something very […]
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 Fine Art Of “Resource Positioning”

April 19th, 2011

For the last 15 years, I have always ended meetings with prospects with something I call “Resource Positioning”.
“Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource.
Pretty basic stuff, right?
Not really . . . most people don’t do it and yet it can
–       Encourage people to call […]
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).

Your Work Isn’t Done!

April 18th, 2011

Back in a far away time called “1994”, I was leaving my house after checking on my wife and 2 week old son when I lost control of my car on an ice patch.
I did all I could do to remain calm, especially when it became apparent to me that I was about to go […]
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 6 Powers Of The Pause!

April 17th, 2011

If you’re aren’t doing so already, start getting in the habit of pausing before you respond.
Why?
Well here are 6 benefits of pausing before opening one’s mouth
1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially […]
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).

Can you run the Marathon?

April 14th, 2011

Maybe not this week, but of course you can run the Boston Marathon…unless your attitude says you can’t.  If you think you can’t do something, you’re right.  If you think you can, you are also right.

Follow this formula:  

Success comes from goals. Goals come from results. Results come from our daily behaviors. Our behaviors are driven by our attitudes.

Our attitudes are 100% in our control.  Many people let past conditioning, outside circumstances, or even other people get to their attitude.  Since our success starts with our attitude, challenge your feelings when you are telling yourself you can’t do something.  Remember, human beings are only limited by self-imposed limitations.  It’s amazing to me that two human beings in the same situation can have very different BELIEFS as to what their ultimate potential could be.  One runner believes her potential is to someday increase her time to 60-minutes on a treadmill while the next runner believes she will complete the Boston Marathon next April.  Attitude is what makes similar people achieve vastly different results.  Also, challenge your attitude when you catch yourself thinking, “I’m having a bad day” or “That person MAKES me mad!”   We choose our attitudes.  Is it really a “bad” day if it’s raining or snowing outside?  Do you have to become angry at the rude driver or can you choose to smile and wave at them?  I actually have fun doing that…knowing they are expecting an obscene gesture.  Sometimes, they even apologize to me.  You see, attitudes are also contagious.  Your attitude also stems from your prior experiences and conditioning.  Conditioning that can be changed.  Right now you have an attitude about this blog posting…is it positive or negative?…and why?  Contact me about this post or our success training programs.