The Sales Playbook Podcast

I thought it might be time for us to have a little heart to heart about the silent killer of the aspiring sales rock star; Procrastination!There are things you need to know about how this gets in your way to a better sales career and quite frankly, there are things you need to start doing TODAY if you want to prepare yourself for a better 2015!Oh, and if by chance, you figured you'd save this one for later, think about the irony in that!Why don't you download today's free audio sales lesson and listen to it while you head out on the road today.This way I can ride shotgun with you and maybe, talk some sense into you :) The Deadline Is HERE! Today As A Matter Of Fact!On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.comOh, and if you plan on joining us, please make sure you enroll no later than this TODAY, December 2. Tonight, I put up the proverbial “velvet rope” and say “Sorry dude, it’s a private party!”

This week's quick tip is a must listen to tip!I'm dead serious too because if you're like most people, you lose time and energy on something that will truly hurt you as a sales professional!How much time?How about in the neighborhood of 15 hours each month?Did I get your attention?That's all I'm going to say about this because I want you to get up off your ass and actually listen to the tip even though you could probably just listen to it sitting down!Go ahead, I triple dog dare ya to scroll down and have a listen!The Deadline Is HERE!On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.comOh, and if you plan on joining us, please make sure you enroll no later than this Tuesday, December 2. Later that day, I put up the proverbial “velvet rope” and say “Sorry dude, it’s a private party!”

I was facilitating a discussion at an executive retreat recently and one of the participant's shared something interesting.We had been discussing the qualities of a rock star leader and they suggested that a true rock star leader see's speed bumps to opportunities while the rest of the world sees a roadblock! It made me think about sales reps that I have known who refuse to let circumstances become their excuse!For example, when one sales rep's business was challenged by a bad local economy, he saw that as an opportunity to diversify and take on more out of state clients. He ended up tripling his business!When a bald sales trainer of aspiring sales rock stars failed at promoting a local training event, he launched and online training division that quadrupled his business!But who cares about them?Perhaps there's an opportunity for you to actually leverage the holiday season this year!Listen to this week's episode and learn 4 super simple ways you can own the holiday season this year!Go ahead and listen to it . . .I triple dog dare ya! Join Us On December 3rd . . .On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

This week's quick tip is all about leveraging a holiday week in a really cool way.How cool?How about being in two places at once?As in enjoying time with your family and fighting mobs at those Black Friday sales and yet;Still keeping up appearances!But there, I've said too much so you'll just have to listen to this week's quick tip to learn the rest!Join Us On December 3rd . . .On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

So rumor has it, that the holidays are going to show up again this year and that means that we need to do several things if we want to be in a stronger position!Don't worry, you're Uncle Paul has you more than covered in this podcast because we'll start with some things that you need to do immediately, as in BEFORE Thanksgiving and a few other things you need to start mapping out.I'm not going to tell you more than that, nor am I going to write out all the notes because some of you are lazy and won't take the time to listen to a FREE audio sales lesson.So go ahead and download it and let me ride "shotgun" with you today as you get a little smarter for the low/low price of FREE!

This week's quick sales tip talks about something ALL of us need to get better at;And no, I'm not going to tell you what it is because I want you to take the 4 minutes to actually listen to this!There are a good  7-8 ideas to help you stand out and eat your competitor's lunch!Before you scroll down and check it out, make sure you've downloaded our free mobile app so you never miss these tips (and the 110 free audio sales lessons waiting for you) Click HERE from your mobile phone!30+ Ways To ROCK Your Cold Calls!Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!Here’s what I’m going to share . . .7 “Warm Ups” to get you into your “zone” faster3 ways to conquer call reluctanceHow to research a potential client better than you competitorsHow to find “triggers” that will dramatically increase the recipient’s interest levelHow to craft a more compelling message without using a scriptHow to cut off objections BEFORE they occur3 ways to handle objections when they do occur (and responses to typical objections)How to ask for access to a higher level decision maker without insulting your contact4 types of voicemails that will set you apartFor more information, pricing and to reserve your spot . . . Click HERE!

I’ve been getting a lot of emails lately asking me how to handle a situation where a prospect/client wants to negotiate a lower price. This week, I’m going to offer the best negotiating advice ever . . . Don’t. Yep . . . Don’t negotiate and better yet you’ll want to do some things on the front end to reduce the probability of ever having to negotiate. Here’s What You’ll Gain By Listening Today . . . I’ll share the philosophies behind why I absolutely won’t budge on my pricing and how this philosophy can help you big time! I’ll share, word for word, what I say to someone who wants me to lower my price and then . . . We’re going to talk about several things that I do (and you can do too) on the front end to reduce the probability of a “let’s make a deal by you lowering your price” discussion. Resources Mentioned In This Week’s Podcast . . . 1) 3 Reasons Why I Absolutely WON’T Negotiate! 2) 3 Bad Sales Lessons Courtesy Of T-Mobile. 3) You’re Kidding Yourself If You Think A Buyer Won’t Do This. 4) 10 Things That Great Questions Do. 5) How To Become More Believable To Your Prospects! 6) At the end of the podcast I mention my Sales Lessons program. Here’s the link to the info I promised. Are you diggin The Sales Playbook Podcast? If you’ve been loving, what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review . . . You’d make this aspiring sales rock star’s day! Instructions on how to write a review on iTunes: Step 1 Click onthis link Step 2 Look to the left and there’s a button that says “view in iTunes” click it. Step 3 Scroll down to where it says “customer reviews” Directly under that it says“write a review” Step 4 Write an awesome review for your Uncle Paul

When I first started on the social networks in 2008, I struggled with two major things. 1) The “We’ve connected, now what do we do” thing. What do you say? What do you do? And . . . 2) How can I transition this virtual “friend” off of my computer screen to real time as in a phone call or face to face meeting. Oh, and without making the whole thing reek of a sales pitch or having everything get weird! This week, I really want you to take notes because I’m going to lay out a good part of the process I’ve used to not only created stronger connections, it’s the same process I used to launch my business in 2011. By the way, when I launched my business in 2011, I had no pipeline. I started from scratch and (thanks to this process) launched with 30 coaching clients and about a dozen or so corporate training clients. Here’s What You’ll Learn By Listening Today . . . 2 things you must do the moment you connect with someone. These two things will help you stand out and increase the probability of expediting that whole “know, like and trust” thing. You do understand that there’s a lot riding on that. Right? If you don’t agree with that, this is a great place for you to stop so you have more time to make 300 calls a week to strangers who love dismissing you like the hired help! How you can create at least 4-5 very different types of status updates to help you stand out and demonstrate your expertise without spewing a bunch of “stuff”. A really simple thing you can do, right now, with other people’s status updates that will position you apart from 99% of their other connections. An email you absolutely must send out on a monthly basis to help you position yourself as a resource. Note: I didn’t say “Position yourself as a tool trying to spam your network” A very specific email that needs to go out to your LinkedIn network twice a year. Once you’ve laid that groundwork, I show you how . . . You can easily increase your phone appointments by at least 3 a week and I even share a free 17 page report taking you step by step (what to say to transition to an appointment, how to prepare, what to say once you’re on the phone with them to keep it from sounding like you trapped them into a pitch etc) You’re welcome! Resources Mentioned In This Week’s Podcast . . . 1) We’ve Connected On A Social Network . . . Now What? 2) How To Add Value To Your Network! 3) A Really Cool Way To Save Time By Pre Populating Some Of Your Status Updates. Special thanks to Richie DeMarco for telling me about this. 4) How To Create Helpful Status Updates And Stand Out In The Process 5) My 90 Page Social Networking Workbook. This one isn’t free. I know, God forbid the dude tries to pay the bills. Bastard! 6) 17 page report on How You Can Generate At Least 3 Additional Phone Appointments Each Week Via Your Social Network. 7) Registration for our January 22 online sales program ends this Tuesday, January 21st at 6:00 pm EST!Click herefor details and to reserve your spot!

Today, I get to play marriage counselor to all you sales reps and sales managers because quite frankly, things might need to change! I tackle 3 areas where you both might have to grow up, start showing up or just give up and suffer the consequences of a crap relationship! If you’re a sales rep . . . I’d like for you to listen to this, take notes, take action and then forward it to your manager. If you manage a sales team . . . listen, take notes, take action and then forward to your sales teamThen stop pointing the finger and get down to the business of working together! You’re welcome . . . Group hugs available after today’s free audio sales lesson! Resources Mentioned In This Week’s Podcast . . . 1) You Can’t Lead A Team From Behind Your Desk 2) How To Master A Joint Sales Call 3) Registration for our January 22 online sales program ends in 1 week!Click herefor details and to reserve your spot!

I’m coming off of a record year at Castain Training Systems but still, I’m a rather superstitious dude. I know, that through a variety of circumstances, I could lose business this year and even if I was this superhuman type of sales rep, who never lost an ounce of business, I’m also one who wants to continue to outperform myself. I want to sell more this year and (hopefully) that is something you and I have in common so; I decided to dedicate this week’s free audio sales lesson to some things, that are actually right under your nose that WILL absolutely help you sell more this year. Here’s What You’ll Gain By Listening Today . . . You’ll learn something that up until now, I’ve only shared with my customers and it’s called an “11:30 Plan” You’re welcome! We’ll cover something that you absolutely must do with regard to hunting new business. It isn’t negotiable either! We’ll talk about a powerful trick I learned from a sales “newb” who had like 3 weeks of sales experience. No joke . . . school was seriously in session for me on this one! One simple thing, that most sales people refuse to do that will allow you stand out, be less boring and keep it really amusing for you (without coming across as a tool in the process) We’ll discuss (not really because I’ll be talking to you and can’t hear you if you're crazy enough to talk back) why and how your sales efforts need to “smile” at each other. A different way to utilize a “V.I.T.O” letter. Resources That Support This Week’s Podcast . . . 1) 8 Prospecting Mistakes 2) This Will Stop You 56 Times A Day 3) Time Management For The Aspiring Sales Rock Star! 4) Nobody Cares What You “Prefer” 5) Our New Sales Training Course Launches On January 22nd! Click here for details and to reserve your spot!

If there’s one thing we sales folk are guilty of it’s telling people (ourselves too) that we know something and yet . . . We aren’t doing that which we are so quick to say “I know!” Today’s gentle kick in the ass comes to you courtesy of your Uncle Paul! Here’s What You’ll Gain By Listening Today . . . 2 things you’re not requesting enough of. 1 thing you aren’t mailing enough of and 4 groups of people you might be missing. Something most sales people do only after all the other “stuff” gets done and even then, it’s usually put off until it’s too late. A really important thing you need to do so you don’t embrace that God awful “Calling to check in” thing! Something about our attitude most people aren’t even aware of. Something you always tell people you don’t have time to do and your failure to do this one thing is actually something that holds you back from greater success. Something critical and although absolutely free . . . your ego will stop you from doing! Are you diggin The Sales Playbook Podcast? If you’ve been loving, what you’ve been hearing on The Sales Playbook podcast, please stop by iTunes, leave us a 5 star rating and a review . . . You’d make this aspiring sales rock star’s day! Instructions on how to write a review on iTunes: Step 1 Click onthis link Step 2 Look to the left and there’s a button that says “view in iTunes” click it. Step 3 Scroll down to where it says “customer reviews” Directly under that it says “write a review” Step 4 Write an awesome review for your Uncle Paul

Starting this week, here in the U.S. it’s going to start to get a bit more challenging. Prospects begin to mentally “check out” and, unfortunately, so will many sales reps. I thought the timing might be right to offer some ideas to help you navigate through the holidays! Here’s What You’ll Gain By Listening Today . . . A few tough questions that you’re going to need to ask yourself! A decision that you need to make that many sales people WON’T make this holiday season! How to get your arms around that “call me back after the holidays” stall. Something that you absolutely MUST take full advantage of and even leverage during the holidays! Why year end promotions might work against you and a better alternative for you to consider. How to utilize a “holiday sales mix” as well as mapping an effective holiday communication plan. 4 emails you MUST send during the holiday season and you better hurry because 2 of them need to be sent within the next few days. Resources Mentioned In This Week’s Podcast . . . 1) I mention a blog post I did recently on a holiday stall many of your prospects will cling to. Click here to check it out! 2) How To Get Responses On Holiday Weekends 3) Creating A More Thorough And Consistent Prospecting Plan. 4) At the end of the podcast I mention the deadline for the nifty $50 early registration discount on our upcoming, online sales program. Please click here for details. If you are looking to enroll 2 or more, email me directly for discounted rates paul@yoursalesplaybook.com You’ll want to do this soon because the discount goes away on December 2nd!

Sometimes we hear and say things so often in sales, that quite frankly, we really are saying it more than “owning” it. Like that whole “People do business with people they know, like and trust” thing. It makes sense. Might even illicit an immediate, AMEN from the aspiring sales rock star but . . . How do you attract a prospect who knows, likes and trusts you? Today . . . we’re going there! Here’s What You’ll Gain By Listening Today . . . A lesson from every personal relationship you have today. A cool way to “map” your communication for messaging that’s more impactful. How most buyers tend to get to know you today. How you might want to add social networking to your calling strategy for a more effective sales mix! How to watch for and leverage a little something, something called “social clues”. One surefire way to be more likeable without selling out and being a fake. The 6 ways people judge you. How to demonstrate your expertise and become more trustworthy in the process

Episode 92 Dissecting A Bad Sales Effort October 29 2013

Episode 91 Familiarity And The 4 Mistakes We Make With Our Customers October 22 2013