Archive for March, 2012

2 Things To Think About When Business Is Slow

March 29th, 2012

I stopped by this old sit down Deli the other day and actually did the unthinkable; I sat down. I know there’s less calories when we eat standing up but what the heck.
I was the only person in the place. Business was dead.
At first, I thought it was an off time but confirmation came quickly […]


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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).

Would You Agree To Something This Intrusive?

March 27th, 2012

There was an Associated Press article last week that documented cases of job applicants being asked to hand over their Facebook passwords so their prospective employers could check their background.
While many of us are an “open book” and have nothing to hide, this is a way for potential employers to  . . .
Learn if you […]


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 Decision We Always Regret

March 26th, 2012

The decision we always regret is the one we fail to make.
On the surface its because we’ve put it off.
Below the surface its because we’re scared.
Scared of trying . . . only to fail.
Scared of leaving our safe harbor.
Scared of the unknown?
This whole business of non decision is a bit of a charade in that […]


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 Handle Rejection

March 25th, 2012

So did you hear the one about the sales rep who was told no?
How about the one about the other sales rep who was rejected?
Sorry these aren’t jokes . . . they represent the reality we face as sales professionals.
I thought I’d take this discussion away from the typical “motivational speeches” we hear when it […]


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 Different Way To Ask For Referrals!

March 20th, 2012

Perhaps the lowest hanging of the low hanging fruit is the referral and yet we don’t ask for them nearly enough!
I’m sure there are a variety of reasons for this ranging from “feeling funny asking the dude/dudette” to not having a good way to ask.
Today, we shall tackle both!
My Dad taught me something years ago, […]


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).

Paul’s 2 Part Webinar Begins Today!

March 20th, 2012

I’m looking forward to “seeing” everyone today at 1:30 EST for Part I in our two part webinar series “5 Keys To A Better Prospect Meeting”
Here’s the game plan . . .
Today, we’re going to cover how to take control of our meetings (without being controlling) specifically how to start with a strong agenda statement. […]


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).

5 Better Ways To Build Rapport!

March 18th, 2012

A sales trainer walks into a room of sales reps and asks them how they build rapport  and guess how they respond?
“I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see”
You saw that one coming right?
Do you think that approach might be 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 Case Of The “Know It All Prospect”

March 15th, 2012

As you know, each week I pose a thought provoking question to our Sales Playbook Linkedin group.
This week, we discuss a scenario where the prospect only wants to focus on a specific project and avoids questions outside of their immediate needs.
Come join us, see what others have to say and by all means, weigh in […]


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).

Breathing Some Life Into Repetitive Boring Messaging

March 13th, 2012

Yesterday, I encouraged you to check for Antiquated Sales Messages. Today, I want to challenge you to take a look at the messages you’re involved in so often that . . .
You have become used to them and you’re either boring the hell out of the recipient or you’re missing an opportunity to differentiate.
Here are […]


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).

Durachip Poker Chips

March 13th, 2012

Durachip Poker Chips

Size: 1.5625” dia. x .125” thick

Imprint Area: 1.33” dia

Product Color: Black, Red, Green, Blue, Yellow, Pink, Purple, Orange, Grey

Imprint Color: Full Color Process

Setup Charge: .00

Layout and Design: WMP Time*

Shipping Weight: 32 lbs. (appx.) /1000

Price Includes:

Full Color Imprint

1 Imprint Locations**

Digital Proof

FOB Gardner

Shipping Additional


DurachipPokerChips

(Price Per Piece)

500 1000 5000 10000
$.62 $.59 $.57 $.55
Terms: 100% Prepay or 50% down with approved credit. Most printed items are printed per “Standard Trade Practice”, meaning 10% over/under and billed accordingly.
*Design time is estimated at 30-60 minutes. We will use any available WMP time first. Additional design time will be billed at our standard hourly rate of 0/hr less your 20% WMP discount.
**For additional imprint location(s) and/or color(s) call for a quote.
NOTE: Prices are subject to change.

Antiquated Sales Messages!

March 12th, 2012

Sometime we can all be a tad guilty of clinging to the same messaging, over and over and over.
In this video I throw down a challenge for you to take a good, hard look at the messages you need to deliver in sales and . . .
Bring those bad boys up to date!
On a similar […]


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 “Blank Cards” Can Jolt Your Business

March 11th, 2012

I’m a huge fan of using blank cards in my “sales mix”.
A blank card is simply a fold over card that has your company logo on one side and blank on the other side.
I designed mine to fit right in with the aspiring rock star motif you see in the header of my blog, my […]


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 To Do When The Sale Stalls Out!

March 11th, 2012

Sooner or later, all of us face a situation where we’ve met with a prospect, asked lots of great questions, presented some killer solutions but . . .
They can’t seem to make a decision.
You call them to follow up . . . No decision!
You call them again . . . still no decision!
You call them […]


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 Janitor & The Jedi Master!

March 9th, 2012

Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids […]


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).

Paul’s Weekly Brainstorming Session!

March 8th, 2012

Every week I pick a topic and open it up for a group brainstorming session over on our Linkedin group.
So far, we’ve received lots of comments, lots of different perspectives and some fantastic feedback from our Sales Playbook community.
This week, we’re discussing the old “Send Me Some Information” response when we prospect.
Come join us, see […]


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).