The Sales Playbook Podcast

Episode 48 Taking Advantage Of The Summer Selling Season May 20 2012

Boy am I sick of people completely giving up on any degree of sales activity because its summer! I offer 5 ways you can actually take advantage of the opportunities that present themselves this time of year. Here's what we'll cover The mindset behind "why" you need to continue with your sales efforts . . . even if everyone in your world isn't buying right now! A particular thing you must be prepared for Why emails pack an extra punch this time of year How you can "map" your summer communication more effectively How a summer change of environment can serve both you and those you target. Oh and don't worry . . . I also talk about how you need to make sure you balance this all with some much needed "chill out" time! Sound reasonable? Then by all means have a listen and let's get this summer party started!

Episode 47 Has The Profession Of Selling Changed?

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!

Episode 46 Changing Up Your Sales Routine

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?

Episode 45 How To Sound Unscripted When Calling Prospects

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!

Episode 45 How To Sound Unscripted When Calling Prospects

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!

Episode 44 Increasing Opportunities Through Your Auto Signature April 15, 2012

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!

Episode 43 How To Handle Rejection March 25 2012

Episode 42 5 Better Ways To Build Rapport March 18 2012

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.

Episode 41 What To Do When Your Sale Stalls Out March 11 2012

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/

Episode 40 Know Your Clients Better Than Anyone Else! March 4 2012

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.