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Something very interesting happened at the Castain household on Friday night!
My two sons decided to enter a local talent show.
I know . . . so what and No, I wasn’t out of stuff to blog about. There’s a lesson if you stay with me for a moment.
They entered the talent show and decided to get […]


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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).


© Paul Castain for Reliable Linking, 2012. |
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I stopped by this old sit down Deli the other day and actually did the unthinkable; I sat down. I know there’s less calories when we eat standing up but what the heck.
I was the only person in the place. Business was dead.
At first, I thought it was an off time but confirmation came quickly […]


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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).


© Paul Castain for Reliable Linking, 2012. |
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There was an Associated Press article last week that documented cases of job applicants being asked to hand over their Facebook passwords so their prospective employers could check their background.
While many of us are an “open book” and have nothing to hide, this is a way for potential employers to  . . .
Learn if you […]


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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).


© Paul Castain for Reliable Linking, 2012. |
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So did you hear the one about the sales rep who was told no?
How about the one about the other sales rep who was rejected?
Sorry these aren’t jokes . . . they represent the reality we face as sales professionals.
I thought I’d take this discussion away from the typical “motivational speeches” we hear when it […]


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).


© Paul Castain for Reliable Linking, 2012. |
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The decision we always regret is the one we fail to make.
On the surface its because we’ve put it off.
Below the surface its because we’re scared.
Scared of trying . . . only to fail.
Scared of leaving our safe harbor.
Scared of the unknown?
This whole business of non decision is a bit of a charade in that […]


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).


© Paul Castain for Reliable Linking, 2012. |
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Perhaps the lowest hanging of the low hanging fruit is the referral and yet we don’t ask for them nearly enough!
I’m sure there are a variety of reasons for this ranging from “feeling funny asking the dude/dudette” to not having a good way to ask.
Today, we shall tackle both!
My Dad taught me something years ago, […]


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).


© Paul Castain for Reliable Linking, 2012. |
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I’m looking forward to “seeing” everyone today at 1:30 EST for Part I in our two part webinar series “5 Keys To A Better Prospect Meeting”
Here’s the game plan . . .
Today, we’re going to cover how to take control of our meetings (without being controlling) specifically how to start with a strong agenda statement. […]


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).


© Paul Castain for Reliable Linking, 2012. |
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A sales trainer walks into a room of sales reps and asks them how they build rapport  and guess how they respond?
“I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see”
You saw that one coming right?
Do you think that approach might be a […]


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).


© Paul Castain for Reliable Linking, 2012. |
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As you know, each week I pose a thought provoking question to our Sales Playbook Linkedin group.
This week, we discuss a scenario where the prospect only wants to focus on a specific project and avoids questions outside of their immediate needs.
Come join us, see what others have to say and by all means, weigh in […]


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).


© Paul Castain for Reliable Linking, 2012. |
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Yesterday, I encouraged you to check for Antiquated Sales Messages. Today, I want to challenge you to take a look at the messages you’re involved in so often that . . .
You have become used to them and you’re either boring the hell out of the recipient or you’re missing an opportunity to differentiate.
Here are […]


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).


© Paul Castain for Reliable Linking, 2012. |
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