The Sales Playbook Podcast

Episode 31 10 Questioning Mistakes To Avoid July 17 2011

This week’s podcast is a “must listen to” episode because I list 10 huge mistakes that are made on sales appointments and . . . All of them have to do with the questions we ask! I’ll take you from minute one of your next appointment right up to the last question you ask and . . . as a bonus, I’ll show you how to build a more effective process to dramatically improve the quality of your communication. You’ll want to have your journal handy for this one gang!

Episode 30 Take A Hint Dude! June 5 2011

Today’s Podcast is all about the fine art of partaking in what experts refer to as “taking a hint”! Now when I say “taking a hint”, I don’t mean the kind of hint like when someone says “Hey I’m bored let’s play ‘let’s pop a breath mint’” I’m talking about communication hints like . . . 1) When someone is either not into chatting or just not digging the topic. We’ll explore how this plays out with clients, the receptionist, co workers etc. 2) When someone is distracted and launching into an “outer body” experience. 3) When someone is telling way too many war stories or engaging in “one uppery” Sales Jedis take note of this one!

5 Ways To A Calmer Presentation

Today I have 5 tips for overcoming any nervousness you might have with regard to getting up in front of any sized crowd, leading an internal or external meeting or even if you experienced nervousness while "hitting the phones"!

6 Strategies For A Better Day!

In this week’s podcast we focus on the 6 daily strategies that can help you be more effective! 1) Begin and End Your Day More Intentionally 2) A Daily System You Can Apply That Helped Chicken Soup For The Soul Become A Best Seller. 3) Relentless Focus On The Success Drivers Of Your Role 4) Understanding The 4 Obstacles Of Success And How To Stop Those Bad Boys At The Gate! 5) How To Steel Time Back From Your 2.1 Hour Surplus. 6) Respecting The Things You Value By Scheduling Them!

What’s Your Value When You Fail?

In this week’s 2 minute tip I share with you a great way of understanding your worth as human being . . . even when you aren’t quite feeling it!

5 Things To Do When You Lose The Sale

It’s the call none of us like to get. Yep, I’m talking about “That Call” . . . the one where you find out that you lost the deal! And yes, those calls totally suck . . . like a groin kick to both the wallet and the ego. But now what? It’s now a new game and you better be prepared to run some different plays in your playbook or be damned to the side lines for all eternity. In this week’s podcast, I’ll share 5 ideas to help you begin the process of turning this situation around. So grab a piping hot cup of your favorite coffee, a pen and your journal and let’s get to work!

Building Your Network BEFORE You Need It

There are 3 areas of frustration that people convey to me with regard to their social network. 1) People seem a bit hesitant to want to chat with them in real time. Real time being a phone call, meeting for a cup of coffee etc. 2) People in their network are either hesitant or just plain non responsive to requests for introductions to other people within their network. 3) Their connections aren't transitioning into clients. While there are many reasons why this could be happening, one of the biggest reasons is that we haven't established enough trust and quite frankly . . . We might be approaching our network like in a "Hello, I don't know you, but would you marry me?" fashion when we should have been thinking . . . "COURTSHIP"! Today, I have lots of tips for you on how you can create a solid foundation so that you can eventually transition with a higher degree of success. Now I'm not going to give them all away here, because then you'd skip my podcast and then I blew off a Saturday night of television for nothing. So you'll just have to have a listen to find out the rest. :)

Your 90 Day Death Cycle!

Pardon the grim topic on this fine Friday afternoon but its something we all have to be conscious of. Now if you'll just scroll down to the handy dandy audio player, you can enjoy this 2 minute sales tip!

How To Avoid Being The Pigeonholed Vendor

Imagine, if you will, a client of yours that only buys one particular product or service from you while going to your competitors for the rest. Meanwhile, you offer those othere products and services. Congratulations, you have been "Pigeonholed" dude and in all reality, you probably didn't have to imagine because it happens every day! In this week's podcast, I offer 10 tips on how you can position yourself as the vendor of choice for mucho additional offerings. One thought before we dive head first into these tips is to begin every client relationship with a good, solid "keep in touch" plan. And yes, I know you've heard that before, but unfortunately most of us "seat of your pants" it and then play the lame card of calling to "check in".

The Why, What & When Of A Good Sales Mix

I come across way too many sales professionals who only cling to one or perhaps two different ways of approaching prospects. In today’s podcast we’re gonna “go there”! We’ll start with how I define an effective sales mix and 4 solid reasons why you should consider it. Next I offer several suggestions on how you can move beyond the phone as a stand alone new account acquisition strategy! Just for the heck of it, we explore some additional activities that most sales people dismiss as “marketing activities”. Note: I mention a cool book in the podcast that has helped me tremendously. It’s called Content Rules and you can check it out here Now all of these ideas are useless unless we tie a bow on that bad boy by exploring . . . When! I can tell you that it can be very challenging for us to juggle all the things we have going on in our world. I offer 3 scheduling strategies for you to navigate your world, on your terms 1) Money Hours Schedule: Here’s a free PDF with a sample money hours schedule I reference in the podcast. 2) The Moonlighting Strategy: Here’s a podcast where I explain this concept in full detail. Please circle back to this once you go through today’s podcast. Dealio? 3) The 1-7-30-4-2-1 Plan: A cool way to be more strategic with your activity Any who, I’d tell you more, but then you’d leave me all alone in my podcast and quite frankly it gets lonely in there!