Sales tips for the aspiring rock star!
Episodes
Sunday Jun 30, 2013
Sunday Jun 30, 2013
Do you remember the days when you couldn't wait for summer vacation? I have to confess that these days, with a thriving business, I experience most of my summer through my kids but . . . I still manage to balance the activities I need to do to continue to grow this business while having the time of my life over the summer. How about you? Well just in case your answer was less than enthusiastic, you might want to check out this week's Sales Playbook Podcast! Here’s What You’ll Gain By Listening Today . . . You’ll learn about a really cool list that I’ve been making for the last 3 summers that has made all the difference in the world! An exercise (and a cool freebie) to help you get back to the things that you absolutely love doing! Several ways for you to combine great summer fun with getting the work done to pay the bills! Something people totally screw up when it comes to taking vacation time. The importance of a “What the hell” day. A way you can combine business trips with family fun. A lesson I learned with regard to slowing down when it came to spending time with my daughter. Resources Mentioned In This Week’s Podcast . . . 1) How To Create Your Summer Bucket List 2) Our Rock Notes program. 3) The Beach Chair Jedi. 4) You’ll Need To Make Some Decisions This Summer! 5) VanHove Graphic Communications (the awesome folks who design this website and all my direct mail pieces) 6) Our second annual Sales Camp Program (which you better hurry and sign up for because it starts on July17th! 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
Monday Jun 17, 2013
Monday Jun 17, 2013
For many people (here in the US) the summer selling season can be challenging.
Some people feel that it’s pointless to try and reach out to buyers they believe are either on vacation or “mentally checked out” others are too busy with their own vacations and “mentally checking out”.
What’s an aspiring sales rock star to do?
In this week’s podcast, I’ll share over 11 ideas to help answer that question!
Here’s What You’ll Gain By Listening Today . . .
A decision you need to make, right now that will dramatically affect your result and give you some peace in the process!
A summer time stalling technique that you need to be prepared for and an assignment to help you and your team ascend to new levels of badass!
Why you might want to actually accelerate your efforts.
Why you absolutely (as in it’s non negotiable) need to email during the summer months and any peak vacation/holiday season.
A certain type of client meeting that can give you multiple rewards.
A summer “social” strategy.
A way you can generate a few extra phone appointments each week.
Some thoughts on specific “events based marketing” to support your sales efforts.
One thing you CAN do over the summer if you find you never have time to do it when you’re busy.
And a few other thoughts that I’d just rather have you discover for yourself!
Resources Mentioned In This Week’s Podcast . . .
1) My free report How To Generate At Least 3 New Phone Appointments Each Week.
2) How you can surprise your customers.
3) 5 Free Sales Resources To Help You Sell More.
I could really use your help . . .
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
Sunday May 12, 2013
Sunday May 12, 2013
Everyone and their mother (they actually bring their mother with them) tells you to join LinkedIn and get involved. They tell you that its a great opportunity to build your brand and ultimately increase sales but . . . If you're like me you're really appreciate it if someone actually told you HOW! Today, we're going to talk about how you can utilize LinkedIn groups to help your sales efforts. Here’s What You’ll Gain By Listening Today . . . How to utilize LinkedIn groups to help you with your Meticulous Pre Call Planning The types of LinkedIn groups you must join and a huge mistake you need to avoid when joining groups. Note: I realized after I recorded the podcast that I left out two very important types of groups. I’m not going to rerecord or edit my podcast as it’s something I insist on doing in 1 take only. Watch for a blog post on this topic later this week. The triggers you need to listen for within the groups. A hidden gem inside the groups that most of your competitors will miss completely. One really cool reason why everyone who leads a sales team will want to stop by sales groups on LinkedIn. How you can create content from LinkedIn groups that will help position you as an expert. How LinkedIn groups play into how buyers are buying. How you can use these groups to stand out and even gather competitive intelligence. A cool trick that will save you a considerable amount of money How you can transition from group to a live (as in not dead) chat with your prospect. I also talk about why you might want to start your own group (even outside of LinkedIn) Additional Resources To Support Today’s Podcast . . . 1) I mention our Sales Playbook group on LinkedIn, please click here to join us! 2) For those of you in the printing industry, I mention a really cool group called Printing Sales Professionals click here to join. 3) For those of you who would like to learn 15 Ways To Facilitate A LinkedIn discussion, click here for a way cool freebie. 4) Here’s a 17 page report on how you can generate at least 3 more phone appointments each week . . . by utilizing LinkedIn! 5) If by chance you want to splurge and invest a whopping $19.99 in yourself, here’s an 80 page social networking playbook I authored. 6) At the end of the podcast, I mentioned a special link for you to click to help us spread the word about The Sales Playbook Podcast. Could you hook a Jedi up and by clicking here? 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
Saturday May 04, 2013
Saturday May 04, 2013
I’ll come right out and say it . . . I really believe that sales reps under utilize Facebook!
There are many ways that you can use this platform and it begins by rethinking this whole “Facebook is for personal” stuff!
This week . . . we’re going to dive headfirst into several (as in mucho) ideas and philosophies that will not only help you on Facebook . . . many of them will help you anywhere you choose to embrace “Social”!
Here’s What You’ll Gain By Listening Today . . .
How and why you should tap into the 480 million plus mobile users of Facebook.
Why it’s so important that people can see your “business casual” side and how you can leverage someone else’s.
How to fix your concerns about privacy and people seeing things you don’t want them to see.
Why Facebook doesn’t like your blog/website and limits the amounts of view when you post those things.
One way I dramatically increased engagement on my Fan Page.
The importance of “conditioning” your fans.
3 ways to stay incredibly relevant to your Facebook community!
How to use photos and videos to “humanize” your brand.
How to get more fans.
2 letters I send out to my LinkedIn network and how they’ve helped create Facebook traffic and new “likes”
Tuesday Apr 23, 2013
Tuesday Apr 23, 2013
It’s been a while since I offered one of my 3 minute audio tips so I thought I’d share something that I recently had to change.
It dramatically changed my focus and its already helping me get better results.
I hope you’ll give it a quick listen . . .I think you need to hear this today!
Saturday Apr 20, 2013
Saturday Apr 20, 2013
Whether we like it or not, more and more decisions are being made by committee.
This week I thought we’d go there girlfriend!
Here’s What You’ll Gain By Listening Today . . .
Something that you can do to build your presentation muscles and will cost you absolutely nothing!
A simple question you can ask when setting your next appointment to help you prepare properly.
How I use LinkedIn, blogs, and a very specific website (that isn’t Google) to help me prepare thoroughly.
A huge assumption people make when they learn about someone’s title.
A different way to embrace these types of meetings that moves you way beyond someone presenting or (God forbid) giving their pitch.
2 really cool types of questions that you need to ask if you want people getting involved.
A discussion format I use in the classroom that you can use with a committee. You’re welcome!
A certain type of person you need to fear . . . to the point that you take the action I prescribe in the podcast.
At the end of the podcast I mention some free resources for you to take full advantage of.
1) Here’s a whole page of free e-Books, PDF’s, posters etc to help you bring your game up a notch or three and did I mention that it’s free? Click here and enjoy!
2) Join 35,000 of your sales peers in our LinkedIn group by clicking here.
3) Join 1700 of your sales peers in our Facebook community. Please like us and spread the word to your coworkers.
I could really use your help . . .
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
Sunday Apr 14, 2013
Sunday Apr 14, 2013
You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you!
If you’re like many other sales reps, your primary weapon is the phone but calling over and over in hopes of either making it a numbers game or wearing someone down might be limiting you!
Today, we’re going to talk about 3 very specific thoughts on how you can increase your probability of getting noticed.
Here’s What You’ll Gain By Listening Today . . .
A sales question you need to reject every time you think about it!
Several ways you can use creativity as a way to get in a door but more importantly WHY the creative act might underscore something your prospect is actually looking for in their business.
An important question you need to ask yourself today (as in pause the podcast and ask yourself dude) Oh, and sales managers, you need to ask this question in your next sales meeting. It might dramatically change your results!
Something you can do immediately after getting off the phone with a prospect that will make you stand out from %99.9% of your competitors unless 100% of your competitors listen to today’s podcast and do what I suggest. Then you’re pretty much screwed!
Several specific examples of how I leverage things from my social network to stand out with my prospects.
They’re super easy to do and don’t require mucho time to implement!
Additional Resources To Support Today’s Podcast . . .
1) Free e-Book with 35 Ways To Prospect More Creatively!
2) How you can use “Blank Cards” to help your sales efforts. Also, if you would like for me to mail one to you so you can see it for yourself, email me paul@yoursalesplaybook.com and make sure you include your address.
3) How you can make money from people who love to complain on Twitter. Click here.
4) How to create value for your network and stand out in the process.
5) I mention our upcoming online sales program. Details here.
I could really use your help . . .
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
Saturday Mar 23, 2013
Saturday Mar 23, 2013
Our ability to ask awesome questions can make or break the deals we work so hard to get in front of!
That shouldn’t shock you, in fact, I wouldn’t blame you if you responded to that with a “DUH!” (all caps too) complete with an eye roll, but . . .
Having said that, most people make a ton of mistakes when it comes to questions and the “Determining Needs” step.
If you are making these mistakes, I can pretty much guarantee you that you are losing deals!
That’s why we need to go there girlfriend!
Here’s What You’ll Learn In Today’s Session . . .
1) How to seriously challenge the questions you’re asking now and bring them up like 700 notches by doing one simple exercise. Actually, that’s not completely true because I also mention something else you can do that will bring it up to like 800 notches. Its like that amp in Spinal Tap that goes to “11”!
2) Why focusing exclusively on “Pain Points” is limiting you and how to correct that bad boy right quick!
3) How to identify your prospect’s “Hot Button” immediately! You do understand that they don’t have all day to play “20 Questions” right?
4) Why asking one type of question will get you into trouble and how asking another type will lead to Jedi Mastery and no, its none of that “open ended” “closed” questions stuff!
5) Why the timing of when you ask your questions is critical.
6) Why focusing on the most vocal person in a meeting is a huge mistake and how to facilitate discussions with EVERYONE on their team.
7) The problem with the sequence of your questions versus the natural flow of your conversation with your prospect(s).
8) Something we forget to do when we race to the next question on our list (besides listening)
9) How your enthusiasm actually can get you into trouble and move the discussion prematurely towards price.
10) How to dig deeper when someone answers your question.
11) A questioning mistake that will give your competitors an edge. Actually, you might be screwed already so you’ll want to do the assignment I offer to get you back on the inside track!
12) One of the biggest benefits you’ll get by asking better questions and quite frankly, most people miss this one completely!
At the end of this podcast, I make two announcements . . .
Our online sales course is now live and we are accepting enrollments. Details here.
The other is a teaser regarding a two day training event I am hosting in Chicago on September 24th and 25th. I will announce the details and share a course outline with everyone mid April. If you’d like to get on my “Tell me more” list, click here and I’ll email you once we officially launch!
Saturday Mar 16, 2013
Saturday Mar 16, 2013
We spend lots of time in our cars traveling to appointments, airports and if you’re in inside sales . . . the office.
That travel time represents an opportunity for you to do some really productive things and this week . . . we’re gonna go there!
Here’s What You’ll Gain By Listening Today . . .
How you can shift something from your office to the car that makes your office time more productive.
How you can use your drive time to get 400 more practice sessions per year.
Why you should “spar” in your car.
How you can get the equivalent of a 2 year degree by traveling 12,000 miles a year over the next 3 years.
How your drive time can be ideal for reducing time wasted with one specific type of person.
And a few other things that I throw in as I wander off script
Additional Resources To Support Today’s Podcast . . .
1) I mention a really cool website that allows you to convert Youtube videos to MP3’s you can listen to in your car. Click here to check it out.
2) I mention Audible as a great resource for downloading books you can listen to in your car. Click here to learn more.
3) I mention a different kind of “Drive By” here.
4) I mention our online sales course (enrollment now open) Click here to find out more.
5) To join our sales community on Facebook, please click here and be sure to “like” the page so you can continue to get updates and interact with us!
6) To join our Sales Playbook group on LinkedIn, please click here.
I could really use your help . . .
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
Sunday Mar 10, 2013
Sunday Mar 10, 2013
Like, you, I have my fears!
I have things that I’ve gone out of my way to avoid simply because I was afraid.
I was reflecting on this the other day, and thought it might be time for us to have a little heart to heart.
I want to share with you, 3 things, I took chances on, that absolutely changed my life for the better but . . .
Then I’m going to break it down, into some steps that you can take, right here and now.
Here’s What You’ll Gain By Listening Today . . .
An easy to ask question when it comes to fear.
Why your fears might be nothing more than an internal voice misleading you. I reference several famous stories that contradict things like lack of a college degree, bad economy, past failures etc.
How a kazillionth degree black belt (and MMA fighter) changed my perspective on “fear”.
A study on why we procrastinate.
Additional Resources To Support Today’s Podcast . . .
1) I mention facing my fear of starting a business after a bad medical scare with my wife. Click here.
2) Why you must build things now, before you need them! Click here!
3) “Moonlight” now to build your dream later.
4) How focusing on fear can manifest the very things you’re afraid of. Click here.
5) I mention our upcoming, online sales course at the end of the podcast. Click here for a course outline, pricing options etc.
6) To join our sales community on Facebook, please click here and be sure to “like” the page so you can continue to get updates and interact with us!
7) To join our Sales Playbook group on LinkedIn, please click here.
I could really use your help . . .
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