The Sales Playbook Podcast

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.

Episode 39 How To Get Better On The Phone!

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!

3 Minute Audio Tip The Mindset Makeover! February 24 2012

I had a really great response to the blog post I did earlier today taking you through a personal failure I experienced back in ‘95. I wanted to expand on the 3 key messages and thought a quick 3 minute audio visit with Uncle Paul might be in order. Wishing you all continued success!

Episode 38 3 Ways To Understand Your Clients Better! February 19 2012

Let's face it . . . there's no downside in having a better understanding of our clients particularly the things that we would label "pain points" and the opportunity we we often miss (because we're focused too much on finding the pain) In this week's podcast, I offer 3 very simple things for you to do to get a better understanding. I'm going to recommend that you have a notepad or ideally, your journal handy, because these 3 tips are actually 3 exercises that will help you tremendously. Note: While I've titled this podcast "3 Ways To Understand Your Clients Better" we can't stop there. I want you to also think prospects or even broader than that . . .  "audience"! As a bonus, I've included a few things that you can do with this information you are about to uncover if you scroll down and have a listen!

Episode 37 Why Sales People Need To Get Involved In Social Media February 12 2012

Today, we're going to be talking about why YOU need to get involved in Social Media! Notice how I didn't say "Your company" or . . . "Your marketing department" This ones personal because its all about Y.O.U.! I present 3 compelling reasons why and I saved the best reason for last (and no I won't give it away in the notes!)

Episode 36 5 Ways To Leverage Status Updates November 27 2011

I believe that status updates are neglected opportunities!

In this week’s podcast I offer 5 opportunities for you to immediately (as in right now) set yourself apart from the masses.

Now if you don’t have time to listen to this podcast now, I would suggest that you download it anyway and allow me to be your drive time companion.

2 Minutes To A Better Life

Life is a collection of moments and today its time to make a decision about your moments!

Episode 35 Six Questions For A Better Week October 23 2011

In this week's podcast we explore six questions that can and will dramatically increase your results if you're willing to do two things . . . 1) Actually ask these questions of yourself before "game time" on Monday and . . . 2) You stick around long enough to answer your own questions I triple dog dare ya to start your week this way!