Archive for September, 2018

How To Expedite Your Deals By Selling More Emotionally

September 30th, 2018

“People buy emotionally and justify with logic” Well duh, but how do you do that? Seriously, how do you sell more emotionally? I share two powerful ways you can do it in this week’s…

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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).

Tools and Tactics For A STRONG Fourth Quarter

September 29th, 2018

Somebody has to say it so it might as well be me; Where the heck did the year go? I mean holy smokes, 2018 has REALLY flown by. I decided to compile a few of our on-demand offerings to help you have…

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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).

“If You Don’t Like What’s Being Said, Change The Conversation”

September 28th, 2018

Decision makers are enjoying the last business day before sales reps; Come out of the woodwork and descend upon their prospects with hopes of “closing” them before year end. And with this…

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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).

What I Learned From A Rep Who Was Ranked 2nd Out Of 375 Reps Worldwide

September 28th, 2018

When I was rebuilding my life back in 1996 I set a few sales goals. #1 I would rank in the top 20 by the end of my first year. #2 I would rank in the top 10 by the end of my second year. #3 I would…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

Asking For Permission To Marry and The Story That Drove Sales Upward

September 27th, 2018

I watched “Dave” present to a group of would be entrepreneurs. Everything up until this one point was all facts and figures then; He stole everyone’s heart and made multiple sales…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

2 Ways To Create The Emotional Buy In To Make The Sale

September 27th, 2018

There isn’t a sales person alive who hasn’t heard (ad nauseam) that people buy EMOTIONALLY and justify logically and yet; What can you do to create that emotional buy in? Here are two…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Sales Tactic That Helped Several $1.25 Items Resell For $8,000 On eBay

September 26th, 2018

How do you take several insignificant items, with an average cost of $1.25 each, and resell them on eBay for nearly $8,000 in total? Researchers Rob Walker and Joshua Glenn seem to have cracked the…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

No Bots, No Bouncing, No B.S.

September 25th, 2018

No bots, no bouncing, no B.S. Kind of rolls of the tongue, no? Those are the 3 words T-Mobile used during a recent commercial where they outlined a BETTER customer care experience. Specifically; You…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Secret Weapon That Helps You Open MORE Doors and Close MORE Deals

September 25th, 2018

“The last thing you want to do is be a bore. When you wake up in the morning, give yourself a good mirror test. If you look like you’re going to be a sulking, pouting bore, slap yourself…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

Leveraging Stories At Every Phase Of The Sales Cycle

September 24th, 2018

In every industry, there’s this unspoken construct most sales reps seem to be shackled to. They approach potential clients the same way, saying the same things. They demo their widget the same…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Use Stories As A LETHAL Selling Weapon

September 23rd, 2018

Many sales reps underestimate the power of stories because; Too many of them see stories as some warm and fuzzy tool instead of; A lethal selling weapon! In this week’s episode of The Sales…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Use Stories As A LETHAL Selling Weapon

September 23rd, 2018

Many sales reps underestimate the power of stories because; Too many of them see stories as some warm and fuzzy tool instead of; A lethal selling weapon! In this week’s episode of The Sales…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

Sales Emails, Cold Calls, Networking, Demos . . . It’s All Storytelling!

September 22nd, 2018

There was a time when I would have laughed you out of the room if you told me that sales people should tell stories. To me, stories were best for that “motivational speaker” or parent…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Woman Who Seduced Me Into Spending An Obscene Amount Of Money On Cigars

September 21st, 2018

One of my favorite things about taking my son back to college was being thrown out by my wife so I wouldn’t be in the way. How’s that for a strong opener? I looked forward to this because…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Long Time Ago, In A Sales Cubicle Far Away . . .

September 21st, 2018

  A long time ago, in a sales cubicle far away . . . That’s how I begin my story. And what “story” is that and WHY should YOU care? It’s the story I send prior to EVERY…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).