Northeast Business Directory

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You don’t guess what motivates them nor do you assume that you know it definitively!
You ask them!
Then you listen to them.
Then you do everything in your power to remove any speed bumps including . . .
Those that are unintentionally self inflicted!
I’ve often said that “Everyone has a story and wants to be heard” but . […]


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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 need to step out of my wise “all knowing”  balding jedi persona for a bit today because I seriously need your input on something.
Today, there are no shortage of online “experts” and I bet you’ve come across a few in your journey.
Without naming names please answer these two questions in the comments section
1)    What […]


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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So there you are minding your own business and somebody has to up and throw a price objection at you!
Today . . . we’re gonna go there!
I have 7 tips for you including a strong warning to avoid some of the tired rebuttals that should have been put out to pasture 30 years ago!
I have […]


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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Pop quiz time . . . . Do you actually schedule the things that matter most to you?
Some do, some don’t . . . to each their own but . . .
Kind of hard to keep an appointment you don’t even have huh?
There’s even an evil step brother to the “I don’t schedule important things […]


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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Take a quick look at your virtual network . . . you know the one that exists exclusively on your computer screen?
Select 5 people and send them an email requesting a quick chat next week to get to know each other.
Make it clear that “get to know each other” isn’t French for “I want to […]


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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OK so its still summer here in the states and for some that means that things have slowed down . . . not on my watch dude!
This week’s 3 minute sales tip is so obvious and yet most people are guilty of not doing this.
Did I at least pique your curiosity?
Well then scroll down and […]


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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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At the end of the workday today some of you . . .
Will go home to your family.
Will go “home” to a hotel room.
Will go off and do something just for you!
Just make sure that wherever you go . . .
You leave the good, the bad and the ugly at the office and . . […]


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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If great attitudes fuel great success; then what do you do when thy attitude sucketh?
Here are 10 ways to give that attitude an enema right quick!
1) Don’t get caught up in that whole “turn that frown upside down” thing! Get it out of your system, vent, talk about it. If you are angry, call 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, 2011. |
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Painfully “Sales 101ish” moment coming atcha in 3,2,1 . . .
People like people like themselves!
Bet you never heard that one before, huh?
So if people truly like people, just like them, then you’ve probably heard of a technique called “mirroring”.
The way most people know mirroring is in the form of subtly copying the body language of […]


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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There was a really cool show on Thursday evenings back in the 80’s called “Cheers”.
It was a show about a bar “where everybody knows your name” as evidenced by everyone yelling out “Norm!” every time this one dude walked into the bar.
I believe that deep down, we all want something similar!
I’m not talking about “bar […]


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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