The Sales Playbook Podcast

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!

Episode 34 Confessions Of A Recovering "Youknowaholic" October 9 2011

There is nothing that distracts or screams "Unprepared" and "Lack Of Confidence" more than an over abundance of "you knows" in your speech! In this week's podcast, we'll raise your awareness by including other "filler words" along with 3 very simple things you can do to communicate with a higher degree of IMPACT!

Episode 33 The Changing Landscape Of Sales September 13 2011

There have been some serious changes to the business landscape in the last few years. Our prospects and customers are busier, more distracted, they have more on their plate due to downsizing. They choose to begin their search for vendors online and in many cases, keep it online and just to make it interesting . . . The pace of all of this is at the speed of light! In this week's podcast we'll not only discuss this new landscape . . . we'll talk about how you can navigate it more effectively! Note to those getting this via I-Tunes or RSS Feed, you are getting this a few days ahead of those who will listen to it via my blog hence the September 13th date  . . . Didn't want you to think I was drinking and podcasting :)

Visualizing & Worthiness Of Success!

Earlier today, I wrote about writing yourself a check for the amount you hope to earn. I wanted to take this concept a step further and thought this quick 3 minute audio might be of help!

2 Minute Tip The 101 Reality Check

We’ve all heard the phrase “That’s Sales 101” or “That’s Networking 101” in fact, I think its safe to say that we’ve heard mucho varieties of that phrase. No? So riddle me this Jedi, have you ever dismissed something as “101” but meanwhile, you aren’t doing it?” Don’t worry, your secret is safe with me and I have a rather cool, and rather easy remedy for you and its called “The 101 Reality Check” So if you or someone you love is guilty of flagging the 101ness of things and yet are quite guilty of not doing them . . . please scroll down and have a listen to this 2 minute tip!

Episode 32 Handling The Price Objection August 14 2011

So there you are minding your own business and somebody has to up and throw a price objection at you! Today . . . we're gonna go there! I have 7 tips for you including a strong warning to avoid some of the tired rebuttals that should have been put out to pasture 30 years ago!