Worcester County Businesses

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I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed,  but told me how much I saved.
Needless to say, I left there feeling like I received great value.
It also served as an important reminder of how we might want to remind […]
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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, 2011. |
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I want to keep this one short and sweet because quite frankly a blog about holiday weekends, while you’re knee deep in a holiday weekend isn’t bueno.
One of the best parts of a holiday weekend is the opportunity to slow down, catch up with family and come back recharged on Monday.
Pretty cool set up, right?
The […]
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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, 2011. |
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Sometimes we complicate things and in the process of complicating, we zip right by the obvious.
Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. (affiliate link)
He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why don’t we […]
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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, 2011. |
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The truth is a funny thing . . .
It can annoy you, hurt you and flat out insult you!
It can cause you to push back when your ego steps in as if to say “I got this one dude”
So we do the admirable thing . . .
and avoid it!
Then it leaves us, taking something very […]
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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, 2011. |
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For the last 15 years, I have always ended meetings with prospects with something I call “Resource Positioning”.
“Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource.
Pretty basic stuff, right?
Not really . . . most people don’t do it and yet it can
–       Encourage people to call […]
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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, 2011. |
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Back in a far away time called “1994”, I was leaving my house after checking on my wife and 2 week old son when I lost control of my car on an ice patch.
I did all I could do to remain calm, especially when it became apparent to me that I was about to go […]
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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, 2011. |
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If you’re aren’t doing so already, start getting in the habit of pausing before you respond.
Why?
Well here are 6 benefits of pausing before opening one’s mouth
1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially […]
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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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Maybe not this week, but of course you can run the Boston Marathon…unless your attitude says you can’t.  If you think you can’t do something, you’re right.  If you think you can, you are also right.

Follow this formula:  

Success comes from goals. Goals come from results. Results come from our daily behaviors. Our behaviors are driven by our attitudes.

Our attitudes are 100% in our control.  Many people let past conditioning, outside circumstances, or even other people get to their attitude.  Since our success starts with our attitude, challenge your feelings when you are telling yourself you can’t do something.  Remember, human beings are only limited by self-imposed limitations.  It’s amazing to me that two human beings in the same situation can have very different BELIEFS as to what their ultimate potential could be.  One runner believes her potential is to someday increase her time to 60-minutes on a treadmill while the next runner believes she will complete the Boston Marathon next April.  Attitude is what makes similar people achieve vastly different results.  Also, challenge your attitude when you catch yourself thinking, “I’m having a bad day” or “That person MAKES me mad!”   We choose our attitudes.  Is it really a “bad” day if it’s raining or snowing outside?  Do you have to become angry at the rude driver or can you choose to smile and wave at them?  I actually have fun doing that…knowing they are expecting an obscene gesture.  Sometimes, they even apologize to me.  You see, attitudes are also contagious.  Your attitude also stems from your prior experiences and conditioning.  Conditioning that can be changed.  Right now you have an attitude about this blog posting…is it positive or negative?…and why?  Contact me about this post or our success training programs.


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Have you ever found that your favorite musician consistently writes songs that you swear are specifically written for you? It’s as though they opened your heart, flipped through your memories, and pushed the buttons that transport you to place that can only be experienced deep in their songs. And with each new song, you’re frantically […]
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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, 2011. |
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Whether we like it or not, creativity is a very important quality for us to bring into ALL of our relationships.
Think about it . . .
Our clients need creative solutions to their challenges!
How about the boss and our internal clients?
How about our own challenges and opportunities?
Now you don’t have to be a George Lucas or […]
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, 2011. |
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