The Sales Playbook Podcast

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!

How To Love Your Customers!

With Valentine’s Day just about here I thought it might be a good idea to talk about how to love your customer! I have several tips for you in this weeks podcast. First, we start off by acknowledging a few of the ways relationships (yes, even in your personal life) break down Next, we explore 7 ways to jumpstart your client relationships 1) The Power Of Surprises: Yep, I covered this one before and it won’t be the last time because surprises rock! I give several examples of how some firms I deal with have surprised me. I also share a few ways you can surprise your clients. Note: This is something that should also be discussed in your next team sales meeting by posing the question “In what ways can we continue to surprise our clients” 2) Find A Way To “Wow” Your Clients When You Drop The Ball: Mistakes happen, how will you turn things around? I offer a few examples to help get you thinking! 3) Understand That Sometimes People Don’t Tell You When They Are Upset: Its important you recognize the signs. Its also important that you understand that sometimes people vent about these things on Twitter, Facebook, their blog etc. Are you listening? 4) Make Your Client Look Like A Rock Star! I talk about the importance of continually offering ideas and resources. I also talk about a concept I call “resource positioning” and why I do this in every meeting! I mention a concept called “The Sales Listening Station” After you listen to the podcast, please circle back and click here for details on how you can set up your very own Sales Listening Station. And just because I’m human, I feel a need to point out that during this part of the podcast I mention that “There is no shortage of good ideas” I meant to say “There’s no monopoly on good ideas” What the hell was I thinking? 5) Be A Breath Of Fresh Air: This is your cue to inject your personality into your work. Just like when we were “dating” we need to keep things fun, exiting. 6) Make Sure You Have Great Communication: I talk about the power of questioning and how that improves your communication. A common needs analysis mistake. I reference the Mackay 66. Feel free to circle back and click here. 7) Understand The Courtship Never Ends I have some great content lined up for you if you will scroll down and have a listen. Now if you are not in the mood to further your growth this weekend, no worries. My suggestion would be to download this podcast on I-Tunes and allow me to be your educational companion during your drive time this week!

Are You Blessed Or Hanging In There?

How To Handle Q&A Effectively!

Like it or not, more and more decisions are being made by committee these days. And while you and I don’t have to be the next “Tony Robbins” when we get up in front of them, we had better know how to facilitate Q&A for maximum effectiveness. In this week’s podcast, we’ll address the following: 1) How to transition from presentation to Q&A 2) How to avoid the “crickets” when no one has a freakin question. Ever been there dude? 3) How to avoid a common mistake during Q&A. 4) How to buy a few extra seconds to enhance the quality of your response. 5) How to take a question and bring it to the next level. 6) How to wrap up your Q&A. These tips will prove valuable for small groups, large groups, webinars, lunch and learns, conference calls etc. Feel free to adjust them to fit your style, personality and even better, to the dynamic of the group you present to.