What Sets The Book Apart
About
The First Domino by Tim Castle is a results-driven playbook for landing your first flagship client in 90 days. This FAQ expalins who it is for, what it teaches and why it is a must read for founders, entrepreneurs, GTM teams, sales professionals and business development practitioners in the AI driven era of business. In truth this book is a manual for anyone looking to level up their results, get out of their comfort zone and differentiate themselves from the crowd. It's a movement.
Frequently Asked Questions
The First Domino
It's a movement. I keep this space updated with the latest questions I receive about the principles of the book and my work.
FAQ's
Who is The First Domino For?
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It’s for those looking to turbo charge their business and create a revenue fly wheel.
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Anyone looking to demonstrate quick, high impact and sustainable value in a new role.
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Anyone launching a new product to the market that wants sales acceleration.
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Typically this is Sales and Go-To-Market (GTM) professionals
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Founders, Business Leaders and Entrepreneurs
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Sales Managers and Team Leads
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Negotiators and Commercial Leaders focused on pipeline building
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Anyone looking to level up their life and have impact driven principles to live by.
What will The First Domino help me do?
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It will help you establish the right sales operating rhythm for your sales process
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It will help you land major clients in 90 days or under
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Adopt the right mindset for building sales team that outperforms revenue expectations
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Helps you sell more and bigger deals size
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Helps you stand out, pushes you to think in new and interesting ways about your personal brand and business
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Helps you define your USPs and moat and then amplify it
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Helps you to identify the right questions to ask sales prospects (including broad, specific aspirational, specific detrimental, diagnostic, conversational, targeted and those that drive alignment).
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Helps you understand why you are in business and what you can uniquely offer
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Helps you grow, develop awareness and EQ skills
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Leverage Negotiation Psychology - through EQ in sales and high stakes decision making under pressure
I spotted there was a gap in the market for a book like this, a playbook that could be read on the weekend and implemented on Monday. Each chapter has an exercise that is designed to get you out of your old limiting patterns and create sales breakthroughs.
Working with many startups and Founders over the year, leading sales teams for various organisations of different sizes and working with companies that rolled out new products, I saw that in each of these situations the pressure was on. What mattered in every case was driving revenue quickly.
Therefore I wanted to create a handbook that could be used by Go-To-Market teams and sales teams globally to reduce the following:
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The pressure and panic when facing high sales targets
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The focus on targets and missing goals (quarter after quarter)
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The worry and stress that comes with knowing its all on you
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The burnout incurred from focusing on the wrong things and not having a repeatable process for sales success, high performance and living.
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The mistakes and missed opportunities
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The wasted talent
And maximize the following instead:
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The acceleration of success in sales, business development, pipeline building and expansion.
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Closing large game changing clients through changed belief systems and growth.
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The size of the revenue impact generated
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The skillset of 'prospecting' and creating big opportunities
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The skill of follow up and closing new business deals
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The personal confidence and mindset of a top sales person - aka The Psychology of Sales
It’s important right now because businesses are under pressure to show growth in markets that are fearful, holding back and cautious. Therefore we need skilled salespeople and growth minded individuals to operate in these environments and win.
Why is this sales playbook so important right now?
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Firstly, you need the right motivator to create a mindset shift, this means you have a specific goal that matters, more than just your commission cheque. What are you going to do with it? Maybe its taking your family on that dream vacation, or starting that side business, or its putting your kids through acting school. Whatever it is it must be specific and light you up inside.
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Next you need to put this where you can see it every day so that when you get demotivated or face rejection you tap right back into that mindset and push through the tough moments.
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Surround yourself with other winners, those that see how it ‘can’ be done, not can’t, those that aren’t afraid of ambitious targets and most of all, of change. Sales is tough, especially if you don’t master your fear of rejection. You have to get so comfortable with it that it doesn’t phase you and you don’t lose your pace, rhythm or sales process. You need to be able to get right back out there and keep showing up.
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The First Domino book addresses this because it shows you the exact process you need to master to deal with rejection and keep winning deals with the right mindset.
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We are building your resilience and ability to stay calm when faced with multiple rejections.
How do I get the right mindset in sales?
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By far the number one thing in sales is prospecting, the ability to have a full and healthy pipeline is the key to being a rainmaker in sales.
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Having a full pipeline of opportunities keeps you in the right mindset of abundance, it helps you to be less attached to the outcome and focused on how you can help your customers.
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Prospecting is a skill, in the book The First Domino and The Momentum Sales Model (award winner), I show you exactly what to do to create a prospecting pattern so strong that you never forget and you build your resilience so that its second nature.
What's the most important thing in sales?
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Are you the person someone calls for what you do? Are you known?
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You need to create opportunities for yourself and your brand so that your name is the first on everyone's mind.
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This means conducting podcast interviews, doing panels, Q&A’s, fireside chats, trade press, anything and everything all at once to expand your reach and your impact.
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Its about doing this in tandem, keeping it fresh, new and entertaining. This is so you become familiar to your client base. Familiarity breeds trust. It will help you stand out in a clients mind. This is why success in sales compounds, the more you are known and people follow what you do the easier it is for you to convert clients into deals.
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Remember, you are adding value, therefore you deserve to be in the room, you have something to offer these clients, in fact you are doing them a disservice if you dont tell them about what you are doing.
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Be interested, if you are leading a team or a business or selling into a particular patch, territory or market - be interesting in those you are selling to. What do they do for fun, what do they care about, what are the trending topics that are on their mind. Be useful by reading books on things your clients want to know about. Go deep. Share and post on these trends and topics, become the go to expert.
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The next 2-3 years the biggest needle mover in terms of revenue and sales is going to be trust building, this means showing up authentically , doing what you say you will do and humanising the process. After all sales is just talking to people.
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The First Domino book helps you put all of this into practice, so that you do the highest ROI things at the right time to generate revenue fast.
How do I drive more revenue in sales?
Who is Tim Castle?
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Tim is an award winning Author, inspirational speaker focused on AI, negotiation and sales as well as self development and mindset.
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Tim is in recognized in the Worlds Top 30 Negotiation Professionals in 2025 by Global Guru's.
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He helps companies to develop their influence, persuasion and negotiation skills in an AI centric world.
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He is host of the popular podcast and YouTube channel The Tim Castle Show. Author of 5 books.
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He writes to help the person he once was. He is an expert in Agentic AI, negotiation and sales.
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His skills in panel moderation, podcasting and speaking have inspired audiences across the globe.
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His interviews with big name authors Will Guidara, Jeb Blount, James Lawrence and Annalie Howling are impactful and viral.
Why is The First Domino book so popular with sales, BD and GTM teams?
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It’s simple and easy to work through and put into practice
Testimonials & Reviews
“Tim Castle has done something special with The First Domino. This isn’t just a book about strategy – it’s about what happens when you lead with heart. A powerful reminder that success starts with how you show up for others.”
— WILL GUIDARA , Author of Unreasonable Hospitality
“Most people wait for opportunity. This book teaches you to create it. Read it. Apply it. And watch everything change.”
— JAMES LAWRENCE , The Iron Cowboy
"The playbook for creating your own big break, no permission required...It's the catalyst you've been waiting for."
— MARK RAFFAN, Author and Founder of Negotiations Ninja
"One decision. One Action. That's all it takes to change everything. Tim Castle delivers the mindset and the method."
— DAVID MELTZER, Chairman of the Napoleon Hill Institute
Foreword
FOREWORD
BY DAVID MELTZER
Entrepreneur | Investor | Speaker |
Chairman of the Napoleon Hill Institute
I’ve spent decades building businesses, investing in people, and helping others turn setbacks into stepping stones. And if there’s one truth I’ve learned that The First Domino captures beautifully, it’s this: all it takes is one bold move, one committed decision,
to create a cascade of success.
That’s what Tim Castle has given you here – a real, practical, momentum-building system rooted in both belief and execution. This book doesn’t just talk about business theory. It walks with you through the fire. It gives you the mindset to endure it, the tools to navigate it, and the energy to rise above it.
When I lost everything – and then rebuilt from scratch – it wasn’t because of some secret strategy. It was because I learned how to show up with consistency, to stay aligned with my values, and to take purposeful action even when it was hard. That’s the spirit of The First Domino. It meets you where you are – in the chaos, in the self-doubt, in the moment where quitting feels easier – and it shows you how to move anyway.
Whether you’re an entrepreneur launching your first offer, a sales professional chasing that breakthrough deal, or a visionary ready to create your own economy, The First Domino will fast-track your journey. It’s packed with tools that work — not someday, but today.
You’ll learn how to reduce friction, take bolder action, trust your gut, and – my favorite – operate with love. Yes, love. Because generosity is a multiplier, and connection is the ultimate currency in business.
Tim gets it. He’s walked the walk. This isn’t theory. It’s lived wisdom – and it’s delivered in a voice that fires you up and grounds you in truth.
This is the kind of book I wish I had earlier in my journey. But I’m grateful it exists now, for you – and for the leaders you’ll inspire once you knock over your first domino.
So take a deep breath, commit fully, and let this book be
the ignition. The moment you stop hesitating. The moment everything changes.
You’re only one domino away.
- David Meltzer
Key Facts:
Author: Tim Castle
Time in business: 16 years
Books written: 5
Awards won: Worlds Top 30 Negotiation professionals 2025, Aximion business book awards 2025 Silver Medal Winner. Business Book Awards 2020 and 2024 Finalist.
Company: The Negotiators Edge
Services: Speaking, Negotiation and Sales Training for organizations, Coaching
Interests and Expertise: AI, Agentic, Negotiation, Sales, Author, Speaker
YouTube channel https://www.youtube.com/@TimCastle
Books https://www.amazon.com/stores/author/B07G6LF77C?ccs_id=64617990-14ba-4d9b-9fba-0ffb30ddf033
Instagram https://www.instagram.com/timjscastle/?hl=en
Website https://www.timjscastle.com/
LinkedIn https://www.linkedin.com/in/timcastle3/?originalSubdomain=sg
Interviews:
Money FM: Read: https://omny.fm/shows/moneyfm-midday-show/read-the-first-domino-by-tim-castle-winning-your-flagship-client-in-90-days?in_playlist=your-money
Sales Reinvented https://salesreinvented.com/episode-463-tim-castle/
Modern Selling Podcast https://vengreso.com/blog/how-ai-reshapes-sales-negotiation-tactics
Negotiations Ninja Podcast https://negotiations.ninja/podcast/tim-castles-h-u-m-a-n-approach-to-negotiation-ep-395/
Tim Castle on The Necessary Entrepreneur - Negotiation, Influence & Why Anything Is Possible - https://podcasts.apple.com/us/podcast/131-tim-castle-on-negotiation-influence-why-anything/id1547181167?i=1000709558286
Negotiate Anything - Tim Castle on Human centered excellence https://www.youtube.com/watch?v=3otgqHRnBBo