Archive for February, 2016

The most difficult question you’ll ever have to answer

February 28th, 2016

In this week’s Quick Tip, I’m going to share a rather sad story with you and then ask you a question, that you’ll most probably want to avoid dealing with. My advice, would be to find the courage, to answer the question openly, and honestly, and then take the necessary action. My life changed dramatically […]


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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).

An Alarming Discovery About Fridays!

February 26th, 2016

You’re absolutely NOT going to believe this but according to researchers at GOYA (Get Off Your A$$) University potential clients (and clients) might actually have needs on a Friday! Meanwhile a new report has been released by the SME (Stop Making Excuses) Group claiming that potential clients (and clients) might actually have needs on Monday […]


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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).

“Send Me Your Information” Stall? Opportunity? Waste Of Time?

February 26th, 2016

Most sales reps consider the old “Send me your information” line as a stall or perhaps a substitute for “I’m really not interested”. I know many of you will push back for various reasons. Here are a few of them with my thoughts. “Why should I go through the effort when I don’t even know […]


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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 Reduce The Probability Of A Phone Objection

February 25th, 2016

When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of what to say and do to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? Do you think […]


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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 Find The Time To Research Potential Clients WITHOUT Becoming A Full Time Researcher

February 21st, 2016

There are some interesting extremes when it comes to researching potential clients. Some believe that it’s a waste of time and that the time would be better spent just making the call. Others go overboard with their research to the point, where it becomes a convenient crutch, to keep them away from the unpleasant task […]


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 Message To Your Potential Clients?

February 17th, 2016

It doesn’t matter if you’re calling, emailing, sending something in the mail etc, you can’t keep sending a message that’s either driving at an appointment or for them to buy! It gets old really fast and you’ll find that that you’ve conditioned your potential client to NOT take your call, open your email or respond […]


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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 One Testimonial Put $23,800 In My Pocket Over The Weekend

February 15th, 2016

I’m a big fan of testimonials and use them quite often. On Friday, I emailed my list with a really short and sweet message. In it, I shared a testimonial from one of our recent graduates. Between Friday morning (February 12th) and Sunday evening (February 14th) over $23,800 in sales came in. To put 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).

How One Simple Act Of Kindness Changed My Life

February 14th, 2016

  In this week’s Quick Tip, I talk about how a visit from someone, while I was going through some personal struggles, changed my life. I apologize for the quality of the recording. I was smoking a cigar in my backyard when inspiration hit. Armed only with my smartphone, I decided to just go for […]


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 Heart To Heart About Your Paycheck! Please Read!

February 12th, 2016

Do you believe that your ability, to contact potential clients, via phone will impact your paycheck? I’m guessing, that the majority of my readers said “YES” but sadly; Less than 2% of cold calls result in an appointment. Said another way . . . 98% of those calls you’re making, cold, get you a whole, […]


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).

Don’t Ever Open A Cold Call This Way

February 11th, 2016

If your potential clients are worth pursuing, they’re getting a lot of calls, emails etc from other people trying to sell them stuff. And if they’re getting a lot of calls, emails etc from other people trying to sell them stuff, they’ve mastered the art of deciding, withing the first few seconds, if the people trying […]


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 Find The Time To Prospect (Even When You’re Too Busy)!

February 10th, 2016

Sales, for many of us, is a balancing act between several activities; Prospecting Retaining and “Wowing” Clients Growing and Developing Clients Oh, and let’s not forget about all the admin activities we need to do to support the other activities. Needless to say, it can become really challenging to squeeze all of these things in and […]


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’s It Going?

February 9th, 2016

A few weeks ago, we began the new year and you had all those goals. How’s it going? Have you given up? Are you trying different things this year or have you reverted back to . . . The same things you’ve always done and meanwhile; Expecting a different result? Are You Ready To Make […]


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).

100 Ways To Unsuckify Your Cold Calls

February 8th, 2016

Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since those potential clients are overwhelmed with the high volume of calls; They have assistants filtering them, voicemails stopping them and if you’re lucky enough to get through; You’re dealing with a person who […]


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).

Read This If You DON’T Enjoy Cold Calling

February 8th, 2016

I’m not going to lie to you, I don’t like cold calling. I’m not a fan of the rejection or in some cases, the level of assh*le that I encounter from time to time but; Aside from all my other forms of outreach to my potential clients, sooner or later, you have to pick up […]


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 If Cold Calling Makes You Nervous

February 8th, 2016

Do you ever get nervous when it comes to making cold calls? If you do, I don’t want you to feel bad, and I don’t want you to feel ashamed. This week’s Quick Sales Tip will help! Also, you might want to check out our Prospect Like A Pro course. It will help you 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).