JOHN COSTIGAN

John Costigan, sales trainer, author, podcaster, entrepreneur, educator, golf enthusiast. John Costigan serves as the founder and owner of Costigan Training.

John is a coach and teacher who wants to not only educate his clients but also entertain and empower them. He is described as someone who takes a different approach to sales training, which can be described as dynamic, energetic, and attention-grabbing. John believes that the best way to convince people that his techniques work is by showing them! This is why part of his presentation includes doing a call with a company’s hardest prospect, all done LIVE. 

John is a teacher at heart--he is dedicated to helping improve people’s sales skills. Today, he has helped companies all over the world better their sales techniques including: 

In addition to helping these companies, John has been featured in Entrepreneur Media twice, where he shared his thoughts on business cards and what sales reps should do if a customer disagrees

In addition to running his business, John enjoys documenting his life on social media, as well as sharing sales tips! He has released an audiobook and is in the process of creating his first podcast, The Wall, which will include sales tips and a preview of what his classes include.

John Costigan’s Story:

See the reason John thought all he had to do was get the person to like him was due to his very first sales job. John was only 12 years old and knocking on the doors of houses in Chicago trying to sell dirt out of a little red wagon. That’s right, dirt. He would have this bushel of dirt in a little red wagon and some grass seed. And when he would knock on the door, they would see this red-haired boy looking like Opie asking them if they would like to have him put dirt on their yards where the bare spots were. It was pretty easy. Most people would say yes. Can you blame them? Who’d turn down Opie? So at that age, he thought sales was pretty easy. Then the next phase of his life came where he didn’t seem like Opie anymore. John looked like Richie Cunningham. The same guy, just older, right? Same results. Always honest, never pushed, and people almost always agreed to move forward with whatever he was selling while in college. It could have been advertising on placemats, timeshare properties, whatever the product, it seemed to be going pretty well. Not as well, but still OK. John was definitely seeing a trend of his success going lower the older I got.

In 2002, on a $100.00 bet from his oldest brother, John started his company based on two key frustrations he and his colleagues witnessed over and over again when required to attend sales training seminars; They were much too long and they were unrealistic.

Then it hit him. 

"What better way to demonstrate a sales trainers' techniques than to request a live demonstration on real prospects to validate the process."

This simple idea 17 years later has led to training more than 200,000 people in 30+ countries. 

John has designed a strategy that works towards helping those with more than just a step-by-step guide, but with an in-depth personalized training course to ensure each experience is instructional and unique. 

 In his free time, John enjoys spending time with his family and friends, playing basketball, and watching the Chicago Cubs. 



 

“The worst part about your class is that it’s too short. In fact the consensus among all of my reps was the same: they wished they had more time with you……And that is something I have never ever heard them say about a training class. Great Job!” - JL, President

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“John presents a very different approach. It is very scary at first, but he proves to you it works on the very first day because the guy does it LIVE !!!!” -JB, District Manager

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“This is the only sales training that I’ve ever been in where the instructor actually surfaced an opportunity in one of my accounts!!!! What are you doing tomorrow? Thanks John!” -DC, Account Executive

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 “Just wanted to share another successful call with you. Using your techniques I was able to get “rescued” a number of times by my customer! Amazing. What’s even better is after they educated me on the phone, we moved from a number 3 choice to number 1. If I hadn’t seen it with my own eyes, I wouldn’t have believed it. I thank you. My bank account thanks you.” -MM, Account Executive

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 “Wow! Look out customers, here I come!” -DA, Account Executive

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 “These “in class” exercises blow away fake company role playing that they do in other training classes we have had.” -TE, Account Executive

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 “Outstanding! While seeing isn’t always believing, I am convinced of the success of this training.” -DN, Account Executive

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 “Wonderful job. For a person with an attention problem, I was glued!” -JK, Account Manager

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 “I had a ‘Costigan’ day today. I called one of the world’s largest camera companies. The technique you taught blew me away. The next thing I know, the Director of Warranty Claims World Wide is actually talking to me on the phone within minutes. It turns out they chose another vendor a year ago and it’s not going well. We contacted the vendor and they want us to help them. I’m still scratching my head. I can’t believe this just happened. Thank you.” -MG, Account Manager

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 “I just coached an account team to do a 180 about-face on their strategy for a customer call. You should have seen the excitement. It was tremendous! They basically ripped up the original agenda! Thanks John!” - MM, Account Executive

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 “There are a few of us a little older in the tooth that have done more sales courses and listened to more selling theories than what’s probably good for us. Your class was truly different AND REFRESHING. Just watching the conversation with my client ‘LIVE’ was worth the price of admission!” -CF, Head of Alliances

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 “Dynamic, energetic, attention grabbing!” -SR, Sales Executive

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 “Surpassed all expectations! Absolutely applicable to my accounts.” -PF, Sales

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 “Wow – finally a simple way to do business.” -TE, Account Executive

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 “Quick update on my largest brokerage house account in New York. Per your recommendation, I was able to move this opportunity forward, with the customer maintaining the ownership of the action plan and next steps. Your suggested techniques allowed me to prioritize the key steps and ensure we met their (as well as my) time frame of signing paperwork this calendar year. Thanks again for the support.” -DS, Account Executive

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 “John, I had to drop you a note. I followed up with a voicemail message to my ‘never returns calls’ client. We ended up having a 45 minute discussion with the V.P. of Operations whom we had never spoken to before. He told me detail after detail about their business and even invited us in for a follow-up. –JL, President

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 “The Premier Sales Team , which has some of most seasoned sales people, went through John’s training in September. They were so incredulous about his results after listening to his calls. John is ‘best buddies’ with every Executive and Executive Assistant he called within our accounts. He:

• Uncovered info we never had.

• Found the other “stakeholders” that had a say in the decision process.

• Uncovered objections we never knew about.

• Got appointments with decision makers and execs we had been trying to see for months.

• Uncovered what the exact next steps were to move forward.

• And finally, he found new opportunities we never knew about.

There were people he called who were totally road-blocking ANY new deal with our company because of our strict policies on fees are all on board now with us. It’s nothing short of miraculous!  This fellow is a gift, an incredible resource strategist, and coach. He did not have one mistake where any AE said, ‘I wish we had not called that person.’ He will call the President or whoever and do an unbelievable job. Any AE on our team will attest to this. Good Selling!” -JL, Sales Strategist

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 “A very refreshing course where John practically demonstrated the principles he clearly believes in. Well done!” -MC, Client Manager

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 “Effective in its simplicity. Remember what matters to the customer on a personal level and achieve maximum results with minimum effort.” -SV, Sales

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 “This class far exceeded my expectations. I was hoping to learn some tips, not recreate my entire sales role. Thanks!” -RH, Account Manager

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 “One of my reps has been frustrated over not getting return phone calls from a prospect that we were a finalist on for an RFP in December. I left a voicemail just like you said. Within hours, he called back and actually apologized to us! This gave me an opportunity to probe the sales cycle and find out where we stood. I learned we were 3 times the price of everyone else for implementation. We are back in the ball game, but only because your technique WORKED!  Thanks so much, it has made all the difference!” -KL, Retail Sales  Manager

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“This class provides a new process to tackle tough accounts and also to address current issues. I found it far more entertaining and realistic than previous sales training.” –JW, Senior Account Executive

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 “John is so passionate and very captivating. Keep up the great job!” –SEF, Sales Assistant

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 “John’s incredible confidence in this approach is evident, but his ability to execute to ‘LIVE’ clients is clearly the proof in the pudding. He has given us a new focus and challenge on how to succeed.” -KF, Account Executive

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 “Excellent! Thanks a LOT. This is the best training I’ve had at my company so far!! Practical application of good theory.” -LF, Account Executive

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 “I’ve gained more value out of the last day and a half than I did in five days of other training. Costigan helps get us in the door. Excellent course.” -MC, Account Executive

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 “Love the class. I wish we had the entire week to practice with your assistance.” -JS, Account Executive

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“Excellent, excellent training from John Costigan. Here is an instructor that has real sales experience and knowledge of what he is talking about. Awesome class! The best I ever had at SAS.” -KL, Account Executive

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 “Sales training for the sales pro.” -KM, Account Executive

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 “If you want to get to the pain and want to get to the correct people, take this approach – none other!!!” -JS, Account Executive

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 “Refreshing! Not a canned or over-practiced presentation. One of the best training classes I’ve attended. Highly recommend!” -OJ, Senior Account Executive

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 “This was the first ‘real life’ training I’ve been to. All of the others are so theoretical. This is the real deal. You gave us the confidence to say what we know needs to be said.” -LV, Senior Account Executive

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 “You brought vitality back to how I approach leaving messages, qualifying opportunities and maintaining customer satisfaction. I am much more confident in the results that I can expect from my team.” -MH, Sales Director

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 “One of my reps asked me to call a customer today who hasn’t been returning her calls and hasn’t sent back his licensing paperwork. It’s been a month with no contact. So I called him and used your techniques on voicemail. I swear to you, in less than 30 seconds, he called back and I had him eating out of the palm of my hand!  He said how terrific we were and he apologized profusely for being negligent in getting the paperwork back. We got the deal! It works! Thanks.” -PK, District Manager Inside Sales

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 “This class makes sales fun again.” -KP, Account Executive