Archive for November, 2016

Would You Close More Under These Circumstances?

November 30th, 2016

Imagine, getting an audience with someone who has a 400% higher probability of buying from you, in the VERY near future. Now imagine being able to get the RIGHT people into that meeting WITHOUT making someone feel like you completely went around them. Then you establish your authority and expertise as well as set 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).

Why Your Prospect Depends On Repetition In Their Decision Making Process

November 30th, 2016

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There’s a lot of things tugging at your prospect’s attention span, that can easily help them forget. That’s why repetition is key and; You need to premeditate when and where you will reinforce your key selling […]


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 Questions To Ask When A Prospect Needs To Run Your Proposal By Their Boss

November 29th, 2016

So there you are reviewing your proposal with a prospect. Everything is looking great and then they have to go and say it; I need to run this my boss and will get back to you. Here are 4 questions you need to ask should this happen to you; Why Didn’t You Have Access 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).

How To Win The Sale When Things Get Competitive

November 29th, 2016

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can lay landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their […]


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 Sound Like Everyone Else “Courting” Your Prospect!

November 28th, 2016

One of the most used and abused lines in sales is the old “Calling to check in” thing. In your defense, you’re trying to keep your deal alive but; By the same token you’re sounding like everyone else. And let’s be really clear about something else; Calling to “follow up” “Circling back” “Calling to touch […]


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 Develop Your Sales Chops While Saving A Ton Of Money

November 28th, 2016

In just a few hours I’m going to be shutting down our Thanksgiving Weekend Sale and if you haven’t taken full advantage of it, well, you’re going to miss out! There are aggressive discounts on my two best selling courses, my one on one coaching and several of my best selling webinars. So whether you’re […]


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).

Now That Thanksgiving Weekend Is Just About Over

November 27th, 2016

So now that you braved all the crowds and “Black Friday” sales; Perhaps you should do something for YOU! If you haven’t checked out the Thanksgiving Weekend Sale I’ve been hosting, I’d strongly suggest that you do so ASAP, before these aggressive discounts go away. And its not just about the discounts, its about locking […]


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).

Please Read This If You Use The Phone To Generate New Opportunities

November 27th, 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).

Black Friday All Weekend?

November 26th, 2016

If you haven’t checked out our Thanksgiving Weekend sale, now would be a great time to do so before the sale ends. Prices have been reduced on several online courses and on demand webinars. This is a huge opportunity for you to get better at your sales chops while enjoying a SUBSTANTIAL Savings! Click HERE […]


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).

Finishing Strong Starting STRONGER!

November 25th, 2016

Is it me or did this year go by at warp speed? We now find ourselves rapidly approaching the finish line which begs the question; Did you have the year you wanted to have? I guess the appropriate follow up question to that one is; What could you have done differently? I put together a number […]


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).

Hunt Differently And Reap The Rewards

November 25th, 2016

So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . You actually get through to someone! They listen 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).

More Leads, More Referrals and MORE Opportunities!

November 24th, 2016

I can’t imagine you answering “No thanks” if you were offered a way to; Generate MORE Leads MORE Referrals and Create MORE Opportunities I’ve taken several of my BEST courses and several of my BEST on demand webinars and; I’ve discounted the hell out of them during our Thanksgiving Sale! So BEFORE you run out […]


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).

Before You Rush Off To All Those “Black Friday” Sales; Treat Yourself!

November 24th, 2016

Somewhere after all the turkey and pumpkin pie, many of you will rush out the door, and brave the crowds to cash in on the sales! BEFORE you do that, you might want to check out a really cool sale that will translate into; The Gift That Keeps Giving   Yep, I decided to get […]


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).

My Thanksgiving Tale Of Loss And Rising Up From The Ashes

November 23rd, 2016

My driveway seemed quite large that morning back in 1995. I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without my cars, my business, $60,000 in debt and without any degree of self esteem. With one small […]


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 Can You Do To Convince The Undecided Prospect?

November 23rd, 2016

When a potential client is undecided . . . You DON’T want to appear desperate and you certainly DON’T want to become a newly anointed pain in someone’s ass! What do you do? Call to “check in”. . . That’s a joke, right? Call to “Follow up”? AGAIN? Give them a “gentle nudge” . . […]


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).