The Psychology Behind Referrals

October 6th, 2017 by Paul Castain Leave a reply »

Many of us think about referrals as something that benefits the sales rep. I’m here to tell you that it also helps the person giving you the referral too! How? When a client gives a referral they are affirming their decision to do business with you. I’m not seeing a downside to that! When you ask someone […]


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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).

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