Trying To Be Everyone's Friend Can Cost You Business!

Posted July 31, 2016

In this week’s episode of The Sales Playbook Podcast, I open up and tell you about something that almost cost me my business a few years back. This may sound odd, but I was too concerned about being liked. I was so concerned about being liked by my prospects and even with you, my audience, … continue reading »

"Resource Positioning" Yourself Apart From Your Competition

Posted July 30, 2016

For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can –       … continue reading »

What Do You Do To Ensure That YOU Are The Logical Choice?

Posted July 30, 2016

I’d like for you to ponder something that I’m guessing, you’ve been too busy to think about; Taking the lead when things get competitive! What do you do to ensure that YOU are the logical choice? Are there things you’re doing or perhaps SHOULD be doing prior to the initial appointment? Oh, and I’m not … continue reading »

An Informal Poll Regarding The Best Day To Cold Call

Posted July 29, 2016

I asked several groups of sales reps, to ask the people who buy from them a simple question; “What day(s) of the week do you get the LEAST amount of calls, emails etc from sales reps.” Just about everyone came back with “Mondays and Fridays”. Now while this wasn’t an official study, conducted under the strictest of … continue reading »

The 3 Reasons Why I Absolutely WON'T Negotiate Price

Posted July 28, 2016

1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, because that’s what I say, word for word, when someone wants to play “Let’s make a deal with Uncle Paul” When you think about it, it really isn’t fair to reward people based on their ability to … continue reading »

The "YOU Differential"

Posted July 26, 2016

There are so many things  that could be considered a competitive edge, but unfortunately, they can also be duplicated. We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . . Until someone else came along and found a way to do … continue reading »

How Would You Honestly Rate Your Performance So Far?

Posted July 25, 2016

Let me ask the question again; How would you honestly, and I mean HONESTLY (as in No Bullsh*t) rate your performance so far, this summer? Before you answer, let’s get a few things straight; It’s perfectly fine to take vacations and three day weekends to recharge. In fact, make a note to stop listening to … continue reading »

What To Do When Things Get Competitive

Posted July 25, 2016

What do you say when someone tells you that they are taking 3 bids? Better yet, what do you do? Or, how ’bout when your competitor(s) like to low ball, badmouth, misinform? When things get competitive, do you ever feel like you’re playing a defensive game, instead of being in control, and maneuvering your competitors … continue reading »

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