The Sales Playbook Podcast

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!

3 Minute Tip Picking Your Low Hanging Fruit August 11 2011

OK so its still summer here in the states and for some that means that things have slowed down . . . not on my watch dude! This week’s 3 minute sales tip is so obvious and yet most people are guilty of not doing this. Did I at least pique your curiosity? Well then have a listen and then immediately get going on this today. Hurry up, your money is waiting!

3 Minute Tip: Rethinking The "Just Do It" Thing!

Perhaps its time for us to take a step back and reconsider why we procrastinate. I share an interesting study on why people put things off and what you can do about it . . . TODAY! And none of this "I'll listen to it later" nonsense :)

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"!