Category: Uncategorized

Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step … continue reading »

If we’re being completely honest, I also didn’t want to stop by my own LinkedIn group to make an appearance and post a new discussion too! I didn’t feel like crafting an email to go out to my newsletter subscribers. I sure as hell didn’t feel like making my daily calls or writing a few … continue reading »

1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I think many people misunderstand that “Sales is a numbers game” thing! 2) Everyone has their own … continue reading »

It’s time for our 3rd installment in our 3 part series on The 3 Drivers Of Sales Success; Growing your existing business! Want to know how? Well I guess you’re going to just have to scroll down and listen to our free audio sales lesson! The Deadline Is Here! If you plan on joining us … continue reading »

Sometimes we get so caught up in finding the perfect words or . . . The perfect timing and as a result . . . We just don’t ask for certain things. For example . . . Right now, you have clients who love you. Have you asked them for a testimonial? Have you asked … continue reading »

In just a few short weeks, you’re going to be hearing the old “Call me back after the holidays” stall. Do you typically go along with it, unchallenged? Or do you have a good response, thought out already? Or maybe you just choose NOT to deal with it, even though . . . You know … continue reading »

On one hand I love the holidays, on the other hand the slackers are going to run rampant and that affects my business. Let me define “slacker” for you. I don’t mean someone who’s human enough to slow down and enjoy the holidays. I’m referring to the type of person who once Thanksgiving hits, starts … continue reading »

Want to dramatically increase the probability of a call back? Create a more compelling message and . . . Spread that message (and additional ones that have been thought out in advance) across additional types of “touches” that complement your phone call. And I don’t just mean email. What else can you do to get … continue reading »

In our last episode of The Sales Playbook Podcast, we discussed Driver #1 Acquiring New Business. Here’s the link if you’d like a refresher! Today, we’re going to cannonball into the pool with Driver #2 Retaining Business/Creating A “WOW”. Specifically . . . A huge mistake most sales reps make with their clients that makes … continue reading »

That’s the question many a frustrated sales rep is asking these days! It’s a valid question; I just believe, strongly, that it’s the wrong question! Why? Because it’s a complaint and NOT a question that leads you to a productive answer. Instead, you might be inclined to ask yourself . . . “In addition to … continue reading »