salesplaybook

I was recently asked by a one of my readers if I thought that our profession in sales has changed.

My answer is both a quick "No" and a resounding, caps HELL YES.

No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been a part of the deal and most probably always will.

But that's where all of this becomes very dangerous!

Why?

Because we're actually asking the wrong question!

In this week's podcast, we're jumping headfirst into this debate and I'll offer several areas that you need to understand as far as HOW things have changed!

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You were just presented with a brand spankin new week . . . Now what?

Will it be same old, same old?

Same old stuff . . . different day?

Or will you take charge and consider changing things up a bit dude?

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One of the biggest challenges many people have when "hitting the phones" is a little thing called "sounding scripted". This week . . . we're going there girlfriend!

I offer several tips to help you lose the scrip

Lose the whole sounding mechanical thing and . . .

Increase your effectiveness on the phone!

Why don't you scroll down and have a listen!

Listen Now:

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One of the biggest challenges many people have when “hitting the phones” is a little thing called “sounding scripted”. This week . . . we’re going there girlfriend!

I offer several tips to help you lose the scrip

Lose the whole sounding mechanical thing and . . .

Increase your effectiveness on the phone!

Why don’t you scroll down and have a listen!

Listen Now:

 Standard Podcasts: Play Now | Play in Popup | Download | Embeddable Player | Hits (42)

If you’re like most people, and you use an auto signature, you include things like your direct line, perhaps your cell # or maybe even your social networking contact information.

I’m not here to tell you to change that but . . .

I do have so ideas how you add a little something to your auto signature to turn that bad boy into free advertising space for you!

In fact, I provide over 8 different ideas how you can not only increase your opportunities but smile at some of the other activities you're doing to increase sales!

Listen Now:

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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 tad predictable?

In this week's podcast, we'll talk about five better ways that take you beyond the pictures on the desk and the trophies on the wall.

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Sooner or later, all of us face a situation where we've met with a prospect, asked lots of great questions, presented some killer solutions but . . .

They can't seem to make a decision.

You call them to follow up . . . No decision

You call them again . . . still no decision!

What's an aspiring sales rock star to do?

There are two ways to look at this.

1) What could you have done on the front end to make it more "stall resistant"

2) What the heck do you do in that moment to jump start that bad boy?

Today, we cover what you do in the moment.

As far as what to do to help prevent this from happening . . . We'll talk about several things including what I call "The 5 Insurance Policies" in my upcoming webinar series on March 20th and 27th. For details and to register, click here http://yoursalesplaybook.com/pauls-new-webinar-the-5-keys-to-effective-prospect-meetings/

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You don’t need me to preach the importance of knowing your clients inside and out!

This isn’t a “Why” podcast . . . This is the “How”!

In this week’s podcast I offer 3 important areas for you to explore with lots of ideas and suggestions!

The first area is How To Use Technology To Listen. In this section I refer to the “Sales Listening Station”. Once you complete this podcast, click here for detailed instructions on how to set up yours!

The second area is Asking Great Questions Often. During this portion I refer to the exercise in a podcast that you can access by clicking here once you finish this podcast.

I also mention Harvey Mackay’s “Mackay 66” which you can download by clicking here

The final area is Expanding Your Relationships To Different Settings This one alone is worth the price of admission. I won’t tell more than that but I will tell you that its so important that I plan on offering yet another dimension of this concept in a blog post on Monday.

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In this week's podcast I offer several tips to help you get to new levels of awesomeness on the phone.

There's 4 very quick tips with lots of additional ideas sprinkled in for good measure!

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