The Sales Playbook Podcast

Episode 182 Red Bull, Rental Cars and The Use Analogies To Accelerate Your Deals May 7, 2017

Buyers can easily become skeptical, doubtful and hesitant, causing our deal to stall and even crash and burn!

This week, we're going to talk about how you can use analogies to help make your point in a way;

That reduces skepticism, hesitation, doubt and even objections, in a way that;

Your competitors are completely missing!

I share over 7 ways to use analogies in this week's FREE audio sales lesson.

12 Ways To Safeguard Your Deal

Join us for our 12 Ways To SAFEGUARD Your Deal webinar on Thursday, May 18th, at 11:30 am EST..

Here's what I'm going to share;

• How To Get In Front Of A Higher Probability Prospect.
• How To Get Access To ALL Of The Stakeholders Without Offending Your Contact.
• How To IMMEDIATELY Take Control (Without Being Manipulative) and Set Yourself Apart and Position Yourself To Be The Front Runner!
• The 5 Types Of Questions That Propel The Sale Forward
• What To Say/Do When Your Prospect Wants To Take 3 Bids.
• 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
• How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing!
• How To ACCELERATE The “Courtship” By Creating Propinquity (Go Ahead and Look Up That Word, I Had To).

Mark your calendar for May 18, 2017, at 11:30 am EST.

The webinar is 90 minutes and I’ll also record it. You know, just in case you can’t make it, can’t stay for the full 90 minutes, or just want to review all the nuggets I share!

What do you get?

(1) 90 minute, interactive webinar

Worksheets

Webinar Replay

Email access to me, for any webinar related questions.

How much?

$99

Click HERE to register!

 

Prospect Like A Pro (Time Sensitive)

Episode 181 5 Ways To Improve Your Prospecting Chops April 30, 2017

One of my regular stops each week, is to the Post Office.

One day, after traveling the same route I had been traveling for years, I had a "light bulb moment".

I realized that the route I was traveling was a bit crazy and actually took longer.

Feeling like an idiot, I had to ask myself why I would travel a route that wasn't efficient.

Then it hit me . . .

When I first started going to the Post Office I would often stop at the bank first. So that's how I initially created that route but;

Over the years I started to do my banking online and I never adapted to that change. I simply kept doing what I had always done;

Long after it made sense for me to do it that way!

To make matters worse, the Post Office moved two blocks over and the change was so subtle that I never adapted.

Habits are a real bitch because oftentimes we forget to challenge their relevance!

This week we're going to change that.

I'm going to show you 5 ways to challenge your prospecting habits and as a bonus;

Show you how you can seriously develop your phone chops!

So go ahead and give this FREE audio sales lesson a listen. I triple dog dare ya!

 

IMPORTANT!

If you'd like to join us for our Prospect Like A Pro course, NOW might be a really good time to register.

Why?

Because we go live this Thursday, May 4th, at 11:30 am EST, and registration is about to end!

Here’s the plan;

Session I (May 4th, 11:30 am EST)

30 ways to find potential clients who have a higher probability of needing what you sell TODAY.

How to research quickly and efficiently so it doesn’t become your life’s work.

33 ways to approach a potential client.

3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.

*Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.

*15 email templates that get opened, read and responded to.

Session II (May 11th, 11:30 am EST)

How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!

How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.

12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!

A 3 step formula for responding to 95% of the objections you get on a regular basis.

3 really cool tactics to use when someone asks you to send them information.

4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Go at your own pace!

Join us for each session “live” or wait for the replay and review when the timing is more convenient for you. Review each 90 minute session in its entirety or break each session up into smaller increments. I won’t tell anyone!

Optional Coaching Call Upgrade

Add a 30 minute coaching call where we can work through your, specific opening statements, objections etc. We can do this via phone or Skype.

Here’s What You’ll Get . . .

(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!

(2) Sets of worksheets (one for each session)

Webinar replay after each session. View it whenever you’d like over the next 60 days.

15 email templates

1 opening statement template

4 voicemail templates

A reinforcement email after each session with additional ideas.

What’s The Investment?

$199 for the two sessions and if you’d like to upgrade and get a 30 minute, 1 on 1 coaching session, we’ll call it an even $299.

Click HERE  if you only want to enroll in the 2 session online course.

Click HERE if you’d like to enroll in the 2 session online course AND the 30 minute coaching session upgrade!

Episode 180 The 15 Minute Prospecting Warm Up April 23, 2017

Did you ever notice, that there's this point during your outbound calls, where you've got a really good rhythm going, you're in your zone and;

Everything is starting to click?

In this week's episode of The Sales Playbook Podcast, we're going to talk about how you can get there quicker!

And let's face it;

The quicker we can get in our zone;

The quicker we can turn our dials into appointments!

I outline 6 really simple things to do, and each one of them takes less than 15 minutes.

Think I'm bluffing?

Then I triple dog dare ya to have a listen to this week's FREE audio sales lesson!

Prospect Like A Pro . . .

On May 4th, at 11:30 am EST, we're launching our Prospect Like A Pro course.

There isn't a HUGE time commitment because I've condensed it down to (2) online sessions.

By joining us, you’ll gain access to;

• 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
• How to research quickly and efficiently so it doesn’t become your life’s work.
• 33 ways to approach a potential client.
• 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
• Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
• 15 email templates that get opened, read and responded to.
• How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
• How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
• 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
• A 3 step formula for responding to 95% of the objections you get on a regular basis.
• 3 really cool tactics to use when someone asks you to send them information.
• 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Please click HERE to learn more!

Episode 179 "A Heart To Heart" About Prospecting April 16, 2017

This week on The Sales Playbook Podcast we're going to have a really frank discussion about some HUGE mistakes you might be making with your prospecting efforts.

I offer several things for you to think about and;

Hopefully several reasons for you to consider a much BETTER way to generate MORE opportunities!

Here Are 25 Ways To Change Things Up

On April 20th, at 11:30 am EST, we’re going to be hosting our 25 Ways To Stand Out With Snail Mail webinar.

Here’s what you’ll gain by joining us;

• How to use snail mail to WARM up a cold call.
• One type of card EVERY sales rep MUST leverage (and 8 ways to use it!) And no, it ISN’T your business card or a “Thank you” card. Nice try
• One common mistake that immediately bores the reader. A simple, 3 point framework that grabs attention in the first sentence.
• 12 ways to reduce doubt and skepticism.
• 12 creative techniques that will position you apart!
• How to leverage “3 Touch Mini Campaigns” to get in the door.
• Actual examples of how your peers are using snail mail, to create opportunities, WITHOUT dropping the cash for massive direct mail campaigns.
• A pre appointment “kit” EVERY sales rep needs to send
• How to use snail mail to stay “top of mind” between prospect meetings.
• How to use snail mail to generate MORE referrals

To learn more, and to reserve your spot, Click HERE or the banner below.

Episode 178 How To Get A Potential Client To Pick Up The Phone April 9, 2017

File this under "Sad but True" but;

More and more people simply DON'T pick up their phone anymore

So I guess you can try all the little "tricks" like calling before and after hours but even still;

More and more people simply DON'T pick up their phone anymore

I have an approach that has worked really well for me in my business as well as for my coaching clients.

It's resulted in more people taking our calls and;

More people calling us back.

In this week's episode of The Sales Playbook Podcast I share it all, step, by step.

And this isn't a bunch of "theory" or "philosophical training BS";

It's actionable steps that you can IMMEDIATELY implement after the podcast.

So go ahead and give this week's FREE audio sales lesson a go!

Oh and . . .

My focus this year has been on offering ways for YOU to embrace more of a “sales mix”.

So far, we’ve talked about email, LinkedIn, referrals and;

We’ll be talking about yet another form of outreach on April 20th during our 25 Ways To Stand Out With Snail Mail webinar.

Here’s what I’m going to share;

• One type of card EVERY sales rep MUST leverage (and 8 ways to use it!) And no, it ISN’T your business card or a “Thank you” card. Nice try.
• One common mistake that immediately bores the reader. A simple, 3 point framework that grabs attention in the first sentence.
• 12 ways to reduce doubt and skepticism.
• 12 creative techniques that will position you apart!
• How to leverage “3 Touch Mini Campaigns” to get in the door.
• Actual examples of how your peers are using snail mail, to create opportunities, WITHOUT dropping the cash for massive direct mail campaigns.
• How to use snail mail to WARM up a cold call.

To learn more, please click HERE.

THE Absolute EASIEST Way To Get Around A "Gatekeeper"!

Episode 177 3 Referral Sources You're Probably Neglecting April 2, 2017

Sometimes in sales, we become so fixated on ONE way of generating opportunities, that we miss OTHER ways and never even realize it.

In this week's episode of The Sales Playbook Podcast, I share 3 referral sources, the average sales rep misses completely.

They won't cost you a dime and they're super easy to implement.

Oh, and I even throw in a bonus tip at the end that I've only shared with my coaching clients prior to today :)

If you’d like to increase the quality and quantity of the referrals you’ve been getting, please join us, this Thursday for our webinar;

How To EXPLODE Your Sales by Generating MORE Referrals

Here’s what you’ll gain by attending;

• A communication plan to get MORE referrals from clients and people you’ve NEVER worked with!
• 5 scenarios that generate a considerable amount of referrals that you’re probably missing.
• One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
• How to create referral partners WITHOUT spending a dime!
• A 3 step conversation template that increases your referrals (testimonials too).
• How to dramatically increase the amount of repeat referrals you’ve been receiving.
• A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a communication plan, you can immediately implement to get more referrals!

What Will You Get?

The 90 minute webinar

Worksheets so you can follow along

Webinar replay (sent later that day)

A special bonus eBook after the webinar

Access to me via email for any questions etc

Investment: $99

Can’t make it on Thursday, April 6th at 11:30 am EST?

Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.

Episode 176 How I Rose From 60th To 12th (Out Of 375 Sales Reps Worldwide) March 26, 2017

In this episode of The Sales Playbook Podcast, I share how I completely turned thing around, after a devastating personal failure.

And no, this ISN'T some motivational "Rah Rah" episode;

I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep.

This is an episode where you're going to want to have a notebook handy because there are lots of ACTIONABLE tips for the taking!

How To EXPLODE Your Sales By Generating MORE Referrals

Most sales reps leave money on the table when it comes to asking for referrals!

They don't have a strategy, a plan or even the balls to ask.

That's why you might want to join us for our How To EXPLODE Your Sales By Generating MORE Referrals webinar.

It takes place on April 6th, at 11:30 am EST.

Here’s what you’ll gain by joining us;

• How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with!
• One simple phrase that can easily double and triple the amount of referrals you’ve been getting.
• How to create referral partners WITHOUT spending a dime!
• A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials.
• How to dramatically increase the amount of repeat referrals you’ve been receiving.
• 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again!
• A simple exercise that will open your eyes to new opportunities!

By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client!

To learn more, and to reserve your spot, please click HERE!

Episode 175 2 Things To Think About BEFORE Sending A Sales Email March 19, 2017

In this week's episode of The Sales Playbook Podcast, we talk about two things for you to think about, BEFORE sending a sales email that will;

1. Dramatically improve the quality of your message
2. Condition your potential clients to open, read and respond to your emails.
3. Help you stand apart from all the other reps trying to get their ear (or their eyes in this case)
4. Set up your next attempt to communicate with your potential client.

So go ahead and give this week's FREE sales lesson a listen and if you don't have time, download it and listen to it in the car so you can remain a humble student of sales!