The Sales Playbook Podcast

"What do I do when people keep telling me to call back AFTER summer?" "What do I do when I can't reach potential clients because they're either on vacation or mentally checked out?" It's time for a BETTER question . . . In what ways can I LEVERAGE the summer And this week, I'm going to help you answer it! I have several ideas (including a FREE download) to help you LEVERAGE the summer selling season! Would You Like 25 Ideas? 6 days from now (on June 29th, at 11:30 am EST) I’m going to be sharing 25 ways for you to leverage the summer selling season. Have you signed up? Here’s what you’ll gain by joining us . . . 3 ways to create URGENCY with your prospects and clients 10 email tactics that will help you capture your prospect’s attention (and get more responses) 2 “Summer Specific Attention Getters” 2 ways to triple your referrals 3 ways to generate more business with your existing clients 3 ways to handle “Call me back after Labor Day” A ridiculously simple summer communication plan you can implement the moment I teach it to you How to leverage the summer instead of dreading it How to outwork your competitors this summer (and still enjoy the heck out of yours) At the end of the webinar, you’ll have a powerful communication plan so you can LEVERAGE the summer selling season! Here’s what you’ll get . . . (1) 90 minute webinar with over 25 actionable tips Worksheets Webinar Replay (View it any time during the next 60 days) Bonus eBook (sent the following week) Investment: $99 Click HERE to join us live or to receive the webinar replay. And YES, you CAN have both!

Many times in sales we talk about how to RESPOND to a phone objection when; A much better strategy would be lowering the probability of getting them in the first place! In this week's episode of The Sales Playbook Podcast, I share over a dozen ways for you to do it more effectively! Think I'm bluffing? Then I triple dog dare ya to have a listen!   How To Take BETTER Control Of Your Calls We talk about stalls like this one, as well as several objections during our Prospect Like A Pro download. We talk about how to find people who are actually LESS likely to tell you “No” or “Send me information” and how to approach them in a way they’re MORE likely to say “YES”! Have you downloaded it yet? I share over 75 tips and 20 templates Here’s what we cover; 30 ways to find potential clients who have a higher probability of needing what you sell TODAY. How to research quickly and efficiently so it doesn’t become your life’s work. 33 ways to approach a potential client. 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail. Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”. 15 email templates that get opened, read and responded to. How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate! How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply. 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS! A 3 step formula for responding to 95% of the objections you get on a regular basis. 3 really cool tactics to use when someone asks you to send them information. 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates. Here’s What You’ll Get . . . (2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts! (2) Sets of worksheets (one for each session) 15 email templates 1 opening statement template 4 voicemail templates Email access to me to answer any course related questions Go At Your Own Pace Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone! What’s The Investment? $199 Click HERE  to download this prospecting course!

  I don't care what you sell. I don't care how complex your solution is; There is one part of EVERY sales cycle where you are most vulnerable. In this week's episode of The Sales Playbook Podcast I explain where/when this happens and; 10 things you can do about it! For 2 weeks now, I’ve been telling you about a webinar I created, to help you avoid some serious mistakes, but more importantly, TAKE CONTROL of a competitive situation. And let’s be honest, we’re living in a world where your buyer has more choices than ever before. The point of this webinar,  is to show you how to get chosen, more often than your competitors! We’re going to talk about things you can do BEFORE you even meet with a prospect to have them see YOU as a strong possibility. We’ll talk about 2 “Chess moves”, that you Absolutely MUST make, once you discover that others are bidding on the same piece of business. Multiple ways to IMMEDIATELY set yourself apart and position yourself as the front runner. 5 ways to keep your prospect engaged and focused on YOU . . .especially once the meeting is over! How to put your competitors on the defense and play by YOUR RULES OF ENGAGEMENT instead of theirs. And you’ll learn how to do this without badmouthing or being a first rate dick (even a second rate one) The investment is only $99 and here’s what you’ll get; (1) 90 minute webinar Worksheets The Webinar Replay (Sent out later that day) Email Access To Me to answer any webinar related questions No Time For A Webinar? No worries, I’ll send you the replay once we complete it. Go at your own pace, view it whenever you wish. Don’t Want To Spend The Money? Let me ask you . . .When you win a deal, do you make more than 99 bucks?When you lose one, do you lose MORE than 99 bucks? And let’s be honest, its not like you have to go and take out a second mortgage to be able to attend, right? So click HERE, or the banner below, to secure your spot and join over 400 of your peers, and “humble students”!    

Buyers can easily become skeptical, doubtful and hesitant, causing our deal to stall and even crash and burn! This week, we're going to talk about how you can use analogies to help make your point in a way; That reduces skepticism, hesitation, doubt and even objections, in a way that; Your competitors are completely missing! I share over 7 ways to use analogies in this week's FREE audio sales lesson. 12 Ways To Safeguard Your Deal Join us for our 12 Ways To SAFEGUARD Your Deal webinar on Thursday, May 18th, at 11:30 am EST.. Here's what I'm going to share; How To Get In Front Of A Higher Probability Prospect. How To Get Access To ALL Of The Stakeholders Without Offending Your Contact. How To IMMEDIATELY Take Control (Without Being Manipulative) and Set Yourself Apart and Position Yourself To Be The Front Runner! The 5 Types Of Questions That Propel The Sale Forward What To Say/Do When Your Prospect Wants To Take 3 Bids. 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls! How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing! How To ACCELERATE The “Courtship” By Creating Propinquity (Go Ahead and Look Up That Word, I Had To). Mark your calendar for May 18, 2017, at 11:30 am EST. The webinar is 90 minutes and I’ll also record it. You know, just in case you can’t make it, can’t stay for the full 90 minutes, or just want to review all the nuggets I share! What do you get? (1) 90 minute, interactive webinar Worksheets Webinar Replay Email access to me, for any webinar related questions. How much? $99 Click HERE to register!  

One of my regular stops each week, is to the Post Office. One day, after traveling the same route I had been traveling for years, I had a "light bulb moment". I realized that the route I was traveling was a bit crazy and actually took longer. Feeling like an idiot, I had to ask myself why I would travel a route that wasn't efficient. Then it hit me . . . When I first started going to the Post Office I would often stop at the bank first. So that's how I initially created that route but; Over the years I started to do my banking online and I never adapted to that change. I simply kept doing what I had always done; Long after it made sense for me to do it that way! To make matters worse, the Post Office moved two blocks over and the change was so subtle that I never adapted. Habits are a real bitch because oftentimes we forget to challenge their relevance! This week we're going to change that. I'm going to show you 5 ways to challenge your prospecting habits and as a bonus; Show you how you can seriously develop your phone chops! So go ahead and give this FREE audio sales lesson a listen. I triple dog dare ya!   IMPORTANT! If you'd like to join us for our Prospect Like A Pro course, NOW might be a really good time to register. Why? Because we go live this Thursday, May 4th, at 11:30 am EST, and registration is about to end! Here’s the plan; Session I (May 4th, 11:30 am EST) 30 ways to find potential clients who have a higher probability of needing what you sell TODAY. How to research quickly and efficiently so it doesn’t become your life’s work. 33 ways to approach a potential client. 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail. *Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”. *15 email templates that get opened, read and responded to. Session II (May 11th, 11:30 am EST) How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate! How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply. 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS! A 3 step formula for responding to 95% of the objections you get on a regular basis. 3 really cool tactics to use when someone asks you to send them information. 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates. Go at your own pace! Join us for each session “live” or wait for the replay and review when the timing is more convenient for you. Review each 90 minute session in its entirety or break each session up into smaller increments. I won’t tell anyone! Optional Coaching Call Upgrade Add a 30 minute coaching call where we can work through your, specific opening statements, objections etc. We can do this via phone or Skype. Here’s What You’ll Get . . . (2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts! (2) Sets of worksheets (one for each session) Webinar replay after each session. View it whenever you’d like over the next 60 days. 15 email templates 1 opening statement template 4 voicemail templates A reinforcement email after each session with additional ideas. What’s The Investment? $199 for the two sessions and if you’d like to upgrade and get a 30 minute, 1 on 1 coaching session, we’ll call it an even $299. Click HERE  if you only want to enroll in the 2 session online course.

Did you ever notice, that there's this point during your outbound calls, where you've got a really good rhythm going, you're in your zone and; Everything is starting to click? In this week's episode of The Sales Playbook Podcast, we're going to talk about how you can get there quicker! And let's face it; The quicker we can get in our zone; The quicker we can turn our dials into appointments! I outline 6 really simple things to do, and each one of them takes less than 15 minutes. Think I'm bluffing? Then I triple dog dare ya to have a listen to this week's FREE audio sales lesson! Prospect Like A Pro . . . On May 4th, at 11:30 am EST, we're launching our Prospect Like A Pro course. There isn't a HUGE time commitment because I've condensed it down to (2) online sessions. By joining us, you’ll gain access to; 30 ways to find potential clients who have a higher probability of needing what you sell TODAY. How to research quickly and efficiently so it doesn’t become your life’s work. 33 ways to approach a potential client. 3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail. Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”. 15 email templates that get opened, read and responded to. How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate! How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply. 12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS! A 3 step formula for responding to 95% of the objections you get on a regular basis. 3 really cool tactics to use when someone asks you to send them information. 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates. Please click HERE to learn more!

This week on The Sales Playbook Podcast we're going to have a really frank discussion about some HUGE mistakes you might be making with your prospecting efforts. I offer several things for you to think about and; Hopefully several reasons for you to consider a much BETTER way to generate MORE opportunities! Here Are 25 Ways To Change Things Up On April 20th, at 11:30 am EST, we’re going to be hosting our 25 Ways To Stand Out With Snail Mail webinar. Here’s what you’ll gain by joining us; How to use snail mail to WARM up a cold call. One type of card EVERY sales rep MUST leverage (and 8 ways to use it!) And no, it ISN’T your business card or a “Thank you” card. Nice try One common mistake that immediately bores the reader. A simple, 3 point framework that grabs attention in the first sentence. 12 ways to reduce doubt and skepticism. 12 creative techniques that will position you apart! How to leverage “3 Touch Mini Campaigns” to get in the door. Actual examples of how your peers are using snail mail, to create opportunities, WITHOUT dropping the cash for massive direct mail campaigns. A pre appointment “kit” EVERY sales rep needs to send How to use snail mail to stay “top of mind” between prospect meetings. How to use snail mail to generate MORE referrals To learn more, and to reserve your spot, Click HERE or the banner below.

File this under "Sad but True" but; More and more people simply DON'T pick up their phone anymore So I guess you can try all the little "tricks" like calling before and after hours but even still; More and more people simply DON'T pick up their phone anymore I have an approach that has worked really well for me in my business as well as for my coaching clients. It's resulted in more people taking our calls and; More people calling us back. In this week's episode of The Sales Playbook Podcast I share it all, step, by step. And this isn't a bunch of "theory" or "philosophical training BS"; It's actionable steps that you can IMMEDIATELY implement after the podcast. So go ahead and give this week's FREE audio sales lesson a go! Oh and . . . My focus this year has been on offering ways for YOU to embrace more of a “sales mix”. So far, we’ve talked about email, LinkedIn, referrals and; We’ll be talking about yet another form of outreach on April 20th during our 25 Ways To Stand Out With Snail Mail webinar. Here’s what I’m going to share; One type of card EVERY sales rep MUST leverage (and 8 ways to use it!) And no, it ISN’T your business card or a “Thank you” card. Nice try. One common mistake that immediately bores the reader. A simple, 3 point framework that grabs attention in the first sentence. 12 ways to reduce doubt and skepticism. 12 creative techniques that will position you apart! How to leverage “3 Touch Mini Campaigns” to get in the door. Actual examples of how your peers are using snail mail, to create opportunities, WITHOUT dropping the cash for massive direct mail campaigns. How to use snail mail to WARM up a cold call. To learn more, please click HERE.

Sometimes in sales, we become so fixated on ONE way of generating opportunities, that we miss OTHER ways and never even realize it. In this week's episode of The Sales Playbook Podcast, I share 3 referral sources, the average sales rep misses completely. They won't cost you a dime and they're super easy to implement. Oh, and I even throw in a bonus tip at the end that I've only shared with my coaching clients prior to today :) If you’d like to increase the quality and quantity of the referrals you’ve been getting, please join us, this Thursday for our webinar; How To EXPLODE Your Sales by Generating MORE Referrals Here’s what you’ll gain by attending; A communication plan to get MORE referrals from clients and people you’ve NEVER worked with! 5 scenarios that generate a considerable amount of referrals that you’re probably missing. One simple phrase that can easily double and triple the amount of referrals you’ve been getting. How to create referral partners WITHOUT spending a dime! A 3 step conversation template that increases your referrals (testimonials too). How to dramatically increase the amount of repeat referrals you’ve been receiving. A simple exercise that will open your eyes to new opportunities! By the end of the 90 minute webinar, you’ll have a communication plan, you can immediately implement to get more referrals! What Will You Get? The 90 minute webinar Worksheets so you can follow along Webinar replay (sent later that day) A special bonus eBook after the webinar Access to me via email for any questions etc Investment: $99 Can’t make it on Thursday, April 6th at 11:30 am EST? Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.

In this episode of The Sales Playbook Podcast, I share how I completely turned thing around, after a devastating personal failure. And no, this ISN'T some motivational "Rah Rah" episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you're going to want to have a notebook handy because there are lots of ACTIONABLE tips for the taking! How To EXPLODE Your Sales By Generating MORE Referrals Most sales reps leave money on the table when it comes to asking for referrals! They don't have a strategy, a plan or even the balls to ask. That's why you might want to join us for our How To EXPLODE Your Sales By Generating MORE Referrals webinar. It takes place on April 6th, at 11:30 am EST. Here’s what you’ll gain by joining us; How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with! One simple phrase that can easily double and triple the amount of referrals you’ve been getting. How to create referral partners WITHOUT spending a dime! A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials. How to dramatically increase the amount of repeat referrals you’ve been receiving. 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again! A simple exercise that will open your eyes to new opportunities! By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client! To learn more, and to reserve your spot, please click HERE!

In this episode of The Sales Playbook Podcast, I share how I completely turned thing around, after a devastating personal failure. And no, this ISN'T some motivational "Rah Rah" episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you're going to want to have a notebook handy because there are lots of ACTIONABLE tips for the taking! How To EXPLODE Your Sales By Generating MORE Referrals Most sales reps leave money on the table when it comes to asking for referrals! They don't have a strategy, a plan or even the balls to ask. That's why you might want to join us for our How To EXPLODE Your Sales By Generating MORE Referrals webinar. It takes place on April 6th, at 11:30 am EST. Here’s what you’ll gain by joining us; How to set the stage for and how to get MORE referrals from clients and people you’ve NEVER worked with! One simple phrase that can easily double and triple the amount of referrals you’ve been getting. How to create referral partners WITHOUT spending a dime! A 3 step conversation segue that increases your referrals, upselling opportunities and testimonials. How to dramatically increase the amount of repeat referrals you’ve been receiving. 2 super important things you need to understand as to WHY your clients actually want to refer you. Once you understand this, you’ll NEVER feel funny asking for a referral again! A simple exercise that will open your eyes to new opportunities! By the end of the 90 minute webinar, you’ll have a plan you can immediately implement to get more referrals, more repeat referrals and just in case I forgot to mention it, do it in a way where it doesn’t “get weird” with your client! To learn more, and to reserve your spot, please click HERE!

In this week's episode of The Sales Playbook Podcast, we talk about two things for you to think about, BEFORE sending a sales email that will; Dramatically improve the quality of your message Condition your potential clients to open, read and respond to your emails. Help you stand apart from all the other reps trying to get their ear (or their eyes in this case) Set up your next attempt to communicate with your potential client. So go ahead and give this week's FREE sales lesson a listen and if you don't have time, download it and listen to it in the car so you can remain a humble student of sales!