Feed on
Posts
Comments

I’ve been getting a lot of emails lately asking me how to handle a situation where a prospect/client wants to negotiate a lower price.

This week, I’m going to offer the best negotiating advice ever . . .

Don’t.

Yep . . . Don’t negotiate and better yet you’ll want to do some things on the front end to reduce the probability of ever having to negotiate.

Here’s What You’ll Gain By Listening Today . . .

I’ll share the philosophies behind why I absolutely won’t budge on my pricing and how this philosophy can help you big time!

I’ll share, word for word, what I say to someone who wants me to lower my price and then . . .

We’re going to talk about several things that I do (and you can do too) on the front end to reduce the probability of a “let’s make a deal by you lowering your price” discussion.

Resources Mentioned In This Week’s Podcast . . .

1)    3 Reasons Why I Absolutely WON’T Negotiate!

2)    3 Bad Sales Lessons Courtesy Of T-Mobile.

3)    You’re Kidding Yourself If You Think A Buyer Won’t Do This.

4)    10 Things That Great Questions Do.

5)    How To Become More Believable To Your Prospects!

6)    At the end of the podcast I mention my Sales Lessons program. Here’s the link to the info I promised.

     Are you diggin The Sales Playbook Podcast?

If you’ve been loving, what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review . . . You’d make this aspiring sales rock star’s day!

      Instructions on how to write a review on iTunes:

Step 1  Click on this link

      Step 2 Look to the left and there’s a button that says “view in iTunes” click it.

      Step 3 Scroll down to where it says “customer reviews” Directly under that it says “write a         review”

      Step 4 Write an awesome review for your Uncle Paul

Listen Now:


When I first started on the social networks in 2008, I struggled with two major things.

1)    The “We’ve connected, now what do we do” thing. What do you say? What do you do? And . . .

2)    How can I transition this virtual “friend” off of my computer screen to real time as in a phone call or face to face meeting. Oh, and without making the whole thing reek of a sales pitch or having everything get weird!

This week, I really want you to take notes because I’m going to lay out a good part of the process I’ve used to not only created stronger connections, it’s the same process I used to launch my business in 2011.

By the way, when I launched my business in 2011, I had no pipeline. I started from scratch and (thanks to this process) launched with 30 coaching clients and about a dozen or so corporate training clients.

Here’s What You’ll Learn By Listening Today . . .

2 things you must do the moment you connect with someone. These two things will help you stand out and increase the probability of expediting that whole “know, like and trust” thing. You do understand that there’s a lot riding on that. Right? If you don’t agree with that, this is a great place for you to stop so you have more time to make 300 calls a week to strangers who love dismissing you like the hired help!

How you can create at least 4-5 very different types of status updates to help you stand out and demonstrate your expertise without spewing a bunch of “stuff”.

A really simple thing you can do, right now, with other people’s status updates that will position you apart from 99% of their other connections.

An email you absolutely must send out on a monthly basis to help you position yourself as a resource. Note: I didn’t say “Position yourself as a tool trying to spam your network”

A very specific email that needs to go out to your LinkedIn network twice a year.

Once you’ve laid that groundwork, I show you how . . .

You can easily increase your phone appointments by at least 3 a week and I even share a free 17 page report taking you step by step (what to say to transition to an appointment, how to prepare, what to say once you’re on the phone with them to keep it from sounding like you trapped them into a pitch etc) You’re welcome!

 

 

 

Resources Mentioned In This Week’s Podcast . . .

1)    We’ve Connected On A Social Network . . . Now What?

2)    How To Add Value To Your Network!

3)    A Really Cool Way To Save Time By Pre Populating Some Of Your Status Updates. Special thanks to Richie DeMarco for telling me about this.

4)    How To Create Helpful Status Updates And Stand Out In The Process

5)    My 90 Page Social Networking Workbook. This one isn’t free. I know, God forbid the dude tries to pay the bills. Bastard!

6)    17 page report on How You Can Generate At Least 3 Additional Phone Appointments Each Week Via Your Social Network.

7)    Registration for our January 22 online sales program ends this Tuesday, January 21st at 6:00 pm EST! Click here for details and to reserve your spot!

Listen Now:


Today, I get to play marriage counselor to all you sales reps and sales managers because quite frankly, things might need to change!

I tackle 3 areas where you both might have to grow up, start showing up or just give up and suffer the consequences of a crap relationship!

If you’re a sales rep . . . I’d like for you to listen to this, take notes, take action and then forward it to your manager.

If you manage a sales team . . . listen, take notes, take action and then forward to your sales team

Then stop pointing the finger and get down to the business of working together!

You’re welcome . . . Group hugs available after today’s free audio sales lesson!

Resources Mentioned In This Week’s Podcast . . .

1)    You Can’t Lead A Team From Behind Your Desk

2)    How To Master A Joint Sales Call

3)    Registration for our January 22 online sales program ends in 1 week! Click here for details and to reserve your spot!

Listen Now:


I’m coming off of a record year at Castain Training Systems but still, I’m a rather superstitious dude.

I know, that through a variety of circumstances, I could lose business this year and even if I was this superhuman type of sales rep, who never lost an ounce of business, I’m also one who wants to continue to outperform myself.

I want to sell more this year and (hopefully) that is something you and I have in common so;

I decided to dedicate this week’s free audio sales lesson to some things, that are actually right under your nose that WILL absolutely help you sell more this year.

Here’s What You’ll Gain By Listening Today . . .

You’ll learn something that up until now, I’ve only shared with my customers and it’s called an “11:30 Plan” You’re welcome!

We’ll cover something that you absolutely must do with regard to hunting new business. It isn’t negotiable either!

We’ll talk about a powerful trick I learned from a sales “newb” who had like 3 weeks of sales experience. No joke . . . school was seriously in session for me on this one!

One simple thing, that most sales people refuse to do that will allow you stand out, be less boring and keep it really amusing for you (without coming across as a tool in the process)

We’ll discuss (not really because I’ll be talking to you and can’t hear you if you're crazy enough to talk back) why and how your sales efforts need to “smile” at each other.

A different way to utilize a “V.I.T.O” letter.

Resources That Support This Week’s Podcast . . .

1)    8 Prospecting Mistakes

2)    This Will Stop You 56 Times A Day

3)    Time Management For The Aspiring Sales Rock Star!

4)    Nobody Cares What You “Prefer”

5)    Our New Sales Training Course Launches On January 22nd! Click here for details and to reserve your spot! 

Listen Now:


If there’s one thing we sales folk are guilty of it’s telling people (ourselves too) that we know something and yet . . .

We aren’t doing that which we are so quick to say “I know!”

Today’s gentle kick in the ass comes to you courtesy of your Uncle Paul!

Here’s What You’ll Gain By Listening Today . . .

2 things you’re not requesting enough of.

1 thing you aren’t mailing enough of and 4 groups of people you might be missing.

Something most sales people do only after all the other “stuff” gets done and even then, it’s usually put off until it’s too late.

A really important thing you need to do so you don’t embrace that God awful “Calling to check in” thing!

Something about our attitude most people aren’t even aware of.

Something you always tell people you don’t have time to do and your failure to do this one thing is actually something that holds you back from greater success.

Something critical and although absolutely free . . . your ego will stop you from doing!

     Are you diggin The Sales Playbook Podcast?

If you’ve been loving, what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review . . . You’d make this aspiring sales rock star’s day!

      Instructions on how to write a review on iTunes:

Step 1  Click on this link

      Step 2 Look to the left and there’s a button that says “view in iTunes” click it.

      Step 3 Scroll down to where it says “customer reviews” Directly under that it says        “write a review”

      Step 4 Write an awesome review for your Uncle Paul

Listen Now:


Starting this week, here in the U.S. it’s going to start to get a bit more challenging.

Prospects begin to mentally “check out” and, unfortunately, so will many sales reps.

I thought the timing might be right to offer some ideas to help you navigate through the holidays!

Here’s What You’ll Gain By Listening Today . . .

A few tough questions that you’re going to need to ask yourself!

A decision that you need to make that many sales people WON’T make this holiday season!

How to get your arms around that “call me back after the holidays” stall.

Something that you absolutely MUST take full advantage of and even leverage during the holidays!

Why year end promotions might work against you and a better alternative for you to consider.

How to utilize a “holiday sales mix” as well as mapping an effective holiday communication plan.

4 emails you MUST send during the holiday season and you better hurry because 2 of them need to be sent within the next few days.

Resources Mentioned In This Week’s Podcast . . .

1)    I mention a blog post I did recently on a holiday stall many of your prospects will cling to. Click here to check it out!

2)    How To Get Responses On Holiday Weekends

3)    Creating A More Thorough And Consistent Prospecting Plan.

4)    At the end of the podcast I mention the deadline for the nifty $50 early registration discount on our upcoming, online sales program. Please click here for details. If you are looking to enroll 2 or more, email me directly for discounted rates paul@yoursalesplaybook.com You’ll want to do this soon because the discount goes away on December 2nd!

Listen Now:


Sometimes we hear and say things so often in sales, that quite frankly, we really are saying it more than “owning” it.

Like that whole “People do business with people they know, like and trust” thing.

It makes sense.

Might even illicit an immediate, AMEN from the aspiring sales rock star but . . .

How do you attract a prospect who knows, likes and trusts you?

Today . . . we’re going there!

Here’s What You’ll Gain By Listening Today . . .

A lesson from every personal relationship you have today.

A cool way to “map” your communication for messaging that’s more impactful.

How most buyers tend to get to know you today.

How you might want to add social networking to your calling strategy for a more effective sales mix!

How to watch for and leverage a little something, something called “social clues”.

One surefire way to be more likeable without selling out and being a fake.

The 6 ways people judge you.

How to demonstrate your expertise and become more trustworthy in the process

Listen Now:


Listen Now:


Listen Now:


Listen Now:


- Older Posts »