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One of the most dangerous things you can do in sales is letting the words or actions of a jerk, immobilize you! Think about it; There you are prospecting and someone decides to be an idiot when a simple “No thanks” would have sufficed. You keep playing the scenario over and over again in your … continue reading »

This one, simple tactic can generate MORE sales opportunities than you can ever imagine, and; In this week’s episode of The Sales Playbook Podcast; We’re gonna go there! Click HERE to download this episode or scroll down for additional listening options. You can also listen to my podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE Google Podcasts by clicking … continue reading »

Verizon, Progressive Insurance, and NAPA Auto Parts; All three have leveraged a sales tactic that most sales reps don’t know exists; They Make Intangible Things TANGIBLE! Let’s take a quick look at each of these companies and how they absolutely ROCK this tactic! Verizon Take a look at those people behind the former “Can you … continue reading »

I think we might be at the point where every sales trainer loves to talk about how professional sports teams review “game tape”. My concern is that there aren’t many of them telling you HOW YOU Can use “game tape”. Let’s go there! The first thing you can do is; Tape your end of your … continue reading »

In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a tactic that will put a lot, (and I mean a lot) of money in your pocket, and; I also have a major announcement that I’m sharing at the end of the podcast. Please share this week’s FREE sales lesson with your … continue reading »

So there you are trying to expedite your deals BEFORE year end when you learn that your competitor (s) is also competing for the same deal(s). What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave … continue reading »

In this week’s episode of The Sales Playbook Podcast, I’m going to share an incredibly easy tactic that can help you; Get back in front of your lost opportunities! Right click here to download this episode or scroll down for additional listening options. How To Win Back A Lost Deal Here’s what you’ll gain by … continue reading »

There are 5 mistakes that occur AFTER sales reps lose a deal and in this week’s episode of The Sales Playbook Podcast; I’m going to tell you HOW to avoid them! Right click here to download this episode or listen via the audio player below. How To Win Back A Lost Deal Here’s what you’ll … continue reading »

The problem with most cold calls is that they all pretty much start the same way with a “How are you?”, “The reason for my call is _________”, or worse yet; An immediate pitch! When you start a call the same way as the recipient is used to; You create a stimulus/response situation and the … continue reading »

I received a cold email that immediately captured my attention, but then; The rep made a mistake that ruined it just as fast! In this week’s episode of The Sales Playbook Podcast, I share the mistake and how YOU can avoid it! Right click here to download this episode or listen to it via the … continue reading »