Archive for January, 2017

2 Things That WILL Dramatically Alter Your Prospecting Results

January 31st, 2017

Before I share the two things that dramatically alter prospecting results, I want to acknowledge that there are actually SEVERAL things you can do but; In the spirit of brevity, let’s keep it to two. Ready? Do EVERYTHING You Can to AVOID Getting shut down, put off, stalled and turned down by the person on […]


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 Most Popular Response To The “I’m Not Interested” Phone Objection

January 31st, 2017

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on several thousand cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank […]


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 Most Popular Response To The “I’m Not Interested” Phone Objection

January 31st, 2017

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on several thousand cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank […]


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 (Aside From Not Calling “Cold”)

January 30th, 2017

Do you ever get nervous when it comes to cold calling? Well congrats for being human! There’s a saying that many people are taught when they learn public speaking that goes something like this; “The feeling of ‘butterflies’ in one’s stomach never completely goes away, but you CAN teach them to fly in formation” Today, we’re going […]


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 (Aside From Not Calling “Cold”)

January 30th, 2017

Do you ever get nervous when it comes to cold calling? Well congrats for being human! There’s a saying that many people are taught when they learn public speaking that goes something like this; “The feeling of ‘butterflies’ in one’s stomach never completely goes away, but you CAN teach them to fly in formation” Today, we’re going […]


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 Ways To Get Better At AVOIDING and OVERCOMING Phone Objections

January 30th, 2017

In an ideal world, you and I would call a potential client and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well […]


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 EVERY Sales Rep Should Know About Hiring A Sales Coach

January 29th, 2017

There are lots of choices when it come to hiring a sales coach but only one that’s going to be the RIGHT fit for you! In this week’s episode of The Sales Playbook Podcast, we’re going to talk about how you can weed through the fluff and the BS to make a MORE informed decision! […]


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 EVERY Sales Rep Should Know About Hiring A Sales Coach

January 29th, 2017

There are lots of choices when it come to hiring a sales coach but only one that’s going to be the RIGHT fit for you! In this week’s episode of The Sales Playbook Podcast, we’re going to talk about how you can weed through the fluff and the BS to make a MORE informed decision! […]


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 Two Radical Extremes For Handling Phone Objections

January 29th, 2017

There’s an old philosophy when it comes to phone objections and when to politely exit the call; Keep going until you have 3 objections or an appointment. Whichever comes first. I’ve always found that to be a bit much and I can also tell you that; If I have to tell you “NO” three times, […]


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 Two Radical Extremes For Handling Phone Objections

January 29th, 2017

There’s an old philosophy when it comes to phone objections and when to politely exit the call; Keep going until you have 3 objections or an appointment. Whichever comes first. I’ve always found that to be a bit much and I can also tell you that; If I have to tell you “NO” three times, […]


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).

Improving Your Phone Skills

January 27th, 2017

We can talk about how to use email, LinkedIn, snail mail, traditional networking, content, video, drop ins and drop offs, referrals and warm introductions but; Sooner or Later It Comes Down To A Phone Call And yet . . . The average sales rep leaves much to be desired when it comes to their phone […]


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 The Majority Of Cold Calls Fail

January 27th, 2017

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, why don’t we explore WHY 98% of your cold calls are basically useless! 1) Because […]


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 One Thing That CAN Dramatically Reduce The Probability Of A Phone Objection

January 26th, 2017

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? When was 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).

How To AVOID and OVERCOME Phone Objections

January 26th, 2017

Guess Who . . . DOESN’T have 23 minutes, 15 seconds to get back on task? Answer: That Person You’re About To Cold Call! 23 minutes, 15 seconds, is the average time it takes, for us to get back on task, after an interruption in that activity. So if you have, even the lowest level decision maker, […]


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).

When Bad Questions Happen To Good Prospects

January 25th, 2017

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Execute poorly on a regular basis and; You’re going to have really skinny kids! Here are several questioning mistakes to avoid at all cost! 1)    […]


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).