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Business

The Sales Playbook Podcast

Updated 8 days ago

Business
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Sales tips for the aspiring rock star!

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Sales tips for the aspiring rock star!

iTunes Ratings

105 Ratings
Average Ratings
87
10
1
1
6

Thanks for helping me get UNSTUCK!

By aagesen k - Mar 04 2020
Read more
I’ve been a commercial insurance agent for over 17 years and over the past 6 months I’ve been completely “stuck”! I had no plan and no process for prospecting anymore because I have so many referrals over the years. Listening to your show helped me stop the lies I was telling myself. I spent a few weeks dissecting my process creating a plan and truly implementing it. I had 4 new business appointments last week and have 3 this week. Even being in the business this long, I “knew” what to do but couldn’t get past my own fear of trying something new when the old way wasn’t working anymore. Moving forward with intention and a plan feels so good and I’m completely refocused. THANK YOU! And thank you for your matter of fact way of telling things without beating around the bush and a bunch of fluff! I look forward to listening to you every morning on my drive in. Thank you again!

Uncle Paul’s Advice

By Gmills 34 - Feb 05 2020
Read more
Lissmac has brought Paul in twice to speak to our sales Team. He has helped me re-focus, sharpen my sales techniques and to confirm that I am on the right track. I listen to his Podcasts for continuous sales education as I am always looking to exceed my sales goals! “A Big Fan”

iTunes Ratings

105 Ratings
Average Ratings
87
10
1
1
6

Thanks for helping me get UNSTUCK!

By aagesen k - Mar 04 2020
Read more
I’ve been a commercial insurance agent for over 17 years and over the past 6 months I’ve been completely “stuck”! I had no plan and no process for prospecting anymore because I have so many referrals over the years. Listening to your show helped me stop the lies I was telling myself. I spent a few weeks dissecting my process creating a plan and truly implementing it. I had 4 new business appointments last week and have 3 this week. Even being in the business this long, I “knew” what to do but couldn’t get past my own fear of trying something new when the old way wasn’t working anymore. Moving forward with intention and a plan feels so good and I’m completely refocused. THANK YOU! And thank you for your matter of fact way of telling things without beating around the bush and a bunch of fluff! I look forward to listening to you every morning on my drive in. Thank you again!

Uncle Paul’s Advice

By Gmills 34 - Feb 05 2020
Read more
Lissmac has brought Paul in twice to speak to our sales Team. He has helped me re-focus, sharpen my sales techniques and to confirm that I am on the right track. I listen to his Podcasts for continuous sales education as I am always looking to exceed my sales goals! “A Big Fan”
Cover image of The Sales Playbook Podcast

The Sales Playbook Podcast

Latest release on Mar 29, 2020

Read more

Sales tips for the aspiring rock star!

Rank #1: Episode 267 Two Phrases That Will Help You Build Trust With Prospects November 3, 2019

Podcast cover
Read more

According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy.

No big shock there but;

What can we do during the courtship to help build enough trust;

So our prospects make it to the altar?

In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and 2 really effective phrases that can help!

And once you have a listen to this FREE sales tip, come join us for our How To Nurture Prospects Into Clients webinar by clicking HERE.

Nov 03 2019

24mins

Play

Rank #2: Episode 274 3 Totally Different Approaches To Time Management/Sales Productivity January 5, 2020

Podcast cover
Read more

There are certain time management/sales productivity tips that are absolutely beaten to death!

In this week’s episode of The Sales Playbook Podcast I offer 3 totally different approaches!

Jan 05 2020

47mins

Play

Rank #3: Episode 273 Everyone Has A Plan Until They Get Punched In The Mouth - Goal Setting Part 3 December 15, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the third of 3 MAJOR things that are typically left out of the goal setting process!

Dec 15 2019

45mins

Play

Rank #4: Episode 268 The Infamous “Call Me Back AFTER The Holidays” Stall and What You Can Do About It! November 10, 2019

Podcast cover
Read more

I love everything about the holidays except for one thing;

The infamous “Call me back AFTER the holidays” stall!

In this week’s episode of The Sales Playbook Podcast I show you, step by step, how to AVOID and if need be, RESPOND to this!

There’s also a really cool FREEBIE that I offer during the podcast!

We’re going discuss how to up your prospecting skills in our How To Navigate Stalls and Objections webinar.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

Can’t make it?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

EARLY REGISTRATION DISCOUNT

This webinar normally sells for $99, but if you register BEFORE November 12th, its only $74.

Please click HERE to lock in on this special savings and to reserve your spot!

Nov 10 2019

22mins

Play

Rank #5: Episode 271 The Things We Tend To Forget To Include With Our New Year’s Goals Part I November 30, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the first of 3, count them, 3, MAJOR things that are typically left out of the goal setting process!

And when you get done with this week's episode, don't forget to check out our Black Friday weekend sale ASAP BEFORE the sale ends. Please click HERE to have a look!

Nov 30 2019

22mins

Play

Rank #6: Episode 275 The Obstacle That Most Sales Reps NEVER See Coming! January 12, 2020

Podcast cover
Read more

There’s an obstacle that most sales reps NEVER see coming and quite frankly it can easily limit your opportunities this year!

In this week’s episode of the Sales Playbook Podcast I lay it all out and more importantly;

What you can do about it!

Jan 12 2020

17mins

Play

Rank #7: Episode 272 The Things We Tend To Forget To Include With Our New Year’s Goals Part II December 8, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the second of 3 MAJOR things that are typically left out of the goal setting process!

There are also some cool freebies that I offer for the taking!

Think I'm bluffing? Then I triple dog dare you to have a listen!

Dec 08 2019

48mins

Play

Rank #8: Episode 277 When Prospects Suddenly Lose Interest (The "Red Bull Effect Part II) January 26, 2020

Podcast cover
Read more

We’ve all had it happen where we have a super excited prospect and then;

Suddenly they start stalling, making excuses, and even;

Ghost us!

In this week’s episode of The Sales Playbook Podcast we talk about Prospects, The “Red Bull” Effect, and most importantly;

Several actionable tips to help you overcome this from a preventative medicine perspective.

Jan 26 2020

41mins

Play

Rank #9: Episode 269 Do You Think This Approach Provokes or Discourages Phone Objections? November 17, 2019

Podcast cover
Read more

There’s a prospecting approach that many reps (perhaps you as well) are using and;

In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach;

Provokes or Discourages Objections!

Please scroll down and have a listen!

HOW TO NAVIGATE STALLS AND OBJECTIONS MORE EFFECTIVELY

This Thursday, November 21st, at 11:30 am EST, I’m going to be hosting a special webinar to help you avoid and respond to the objections that are limiting your results!

I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

CAN’T MAKE IT?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

How Much?

$99

Please click HERE to reserve your spot!

Nov 17 2019

32mins

Play

Episode 284 This Might Happen To You When You Prospect Right Now (It’s Not What You’re Thinking) March 29, 2020

Podcast cover
Read more

There’s something that can easily happen to you when you prospect right now, and I’m not going to lie;

It can be devastating!

We’re gonna go there in this week’s episode of The Sales Playbook Podcast.

Please share this with your sales team because chances are pretty good that someone’s struggling with this right now!

SELLING IN A KINDER/MORE SENSITIVE WAY!

For a resource to help you prospect in a more sensitive way, click HERE.

For a resource to help you expedite your deals without being insensitive, click HERE.

Mar 29 2020

Play

Episode 283 A Super Simple Problem Solving Question For Challenging Times March 22, 2020

Podcast cover
Read more

There’s a really simple question that you can use to explore ALL of your options at a time like this.

Not only can YOU utilize it immediately;

You can also use it to brainstorm options with your team.

Mar 22 2020

32mins

Play

Quick Tip: Adding Value During These Crazy Times

Podcast cover
Read more

Here's a really simple and yet meaningful way you can add value, immediately, during your next prospecting call or email!

Mar 20 2020

5mins

Play

Episode 282 Embracing A Different Thought Process During A Pandemic!

Podcast cover
Read more

The popular advice right now is to simply be kind, but;

How can we, as sales professionals, be kind;

WITHOUT shutting down our sales efforts?

In this week’s episode of The Sales Playbook Podcast;

We’re gonna go there!

Mar 15 2020

37mins

Play

Episode 281 A Thought Process To Keep Your Deals Moving Forward March 1, 2020

Podcast cover
Read more

Many sales reps make the mistake of thinking about the closing process as asking for the business, when it actually begins;

Way earlier in the sales cycle!

In this week’s episode of The Sales Playbook Podcast I’m going to share a thought process that will help you take BETTER control of your deals, EARLIER!

Mar 01 2020

49mins

Play

Episode 280 The Subconscious Ways We Avoid Prospecting and WHAT You Can Do About It! February 23, 2020

Podcast cover
Read more

In this week’s episode of The Sales Playbook Podcast we discuss something we never even see coming as sales reps and yet;

It robs us of our time (to the tune of 55 days per year) and;

It robs us of our productivity too!

We’ll talk about how you can identify it and what you can do to keep it from showing its ugly face in your day to day!

Feb 23 2020

53mins

Play

Episode 279 A Framework For Getting BETTER Sales Results! February 16, 2020

Podcast cover
Read more

This is the time of year where most people have either abandoned their goals for the year or, at the very least;

Abandoned the work and the game plan to realize those goals.

In this week’s episode of The Sales Playbook Podcast we’re going to explore a really simple framework t get you back on track and get you much better results!

Feb 16 2020

43mins

Play

Episode 278 Dissecting Your Prospecting Cadence February 9, 2020

Podcast cover
Read more

When was the last time you looked at ALL the components of your prospecting cadence from what you say, to;

What forms of outreach you’ll use?

How about how much space between attempts, how many overall attempts, and;

For how long will you continue?

In this week’s episode of The Sales Playbook Podcast we’re gonna go there!

Feb 10 2020

41mins

Play

Episode 277 When Prospects Suddenly Lose Interest (The "Red Bull Effect Part II) January 26, 2020

Podcast cover
Read more

We’ve all had it happen where we have a super excited prospect and then;

Suddenly they start stalling, making excuses, and even;

Ghost us!

In this week’s episode of The Sales Playbook Podcast we talk about Prospects, The “Red Bull” Effect, and most importantly;

Several actionable tips to help you overcome this from a preventative medicine perspective.

Jan 26 2020

41mins

Play

Episode 276 How To Avoid (And Undo) The Red Bull Effect In Sales January 19 2020

Podcast cover
Read more

There’s something dangerous that happens throughout the year, especially right about now!

I call it “The Red Bull Effect” and we’re gonna go there in this week’s episode of The Sales Playbook Podcast.

Jan 19 2020

35mins

Play

Episode 275 The Obstacle That Most Sales Reps NEVER See Coming! January 12, 2020

Podcast cover
Read more

There’s an obstacle that most sales reps NEVER see coming and quite frankly it can easily limit your opportunities this year!

In this week’s episode of the Sales Playbook Podcast I lay it all out and more importantly;

What you can do about it!

Jan 12 2020

17mins

Play

Episode 274 3 Totally Different Approaches To Time Management/Sales Productivity January 5, 2020

Podcast cover
Read more

There are certain time management/sales productivity tips that are absolutely beaten to death!

In this week’s episode of The Sales Playbook Podcast I offer 3 totally different approaches!

Jan 05 2020

47mins

Play

Episode 273 Everyone Has A Plan Until They Get Punched In The Mouth - Goal Setting Part 3 December 15, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the third of 3 MAJOR things that are typically left out of the goal setting process!

Dec 15 2019

45mins

Play

Decision Maker's Are Getting Too Many Emails Here's How YOURS Can Stand Out December 11, 2019

Podcast cover
Read more

Dec 11 2019

5mins

Play

Episode 272 The Things We Tend To Forget To Include With Our New Year’s Goals Part II December 8, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the second of 3 MAJOR things that are typically left out of the goal setting process!

There are also some cool freebies that I offer for the taking!

Think I'm bluffing? Then I triple dog dare you to have a listen!

Dec 08 2019

48mins

Play

Episode 271 The Things We Tend To Forget To Include With Our New Year’s Goals Part I November 30, 2019

Podcast cover
Read more

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about!

In this week’s episode of The Sales Playbook Podcast we explore the first of 3, count them, 3, MAJOR things that are typically left out of the goal setting process!

And when you get done with this week's episode, don't forget to check out our Black Friday weekend sale ASAP BEFORE the sale ends. Please click HERE to have a look!

Nov 30 2019

22mins

Play

Episode 270 This Fourth Quarter Mistake Will Cost You In The First Quarter Of 2020 (It’s NOT What You’re Thinking) November 24, 2019

Podcast cover
Read more

In this week’s episode of The Sales Playbook Podcast we discuss a mistake that really falls under the old;

“I’ve always done it this way” belief, and;

It will cost you BIG TIME!

Nov 24 2019

28mins

Play

Episode 269 Do You Think This Approach Provokes or Discourages Phone Objections? November 17, 2019

Podcast cover
Read more

There’s a prospecting approach that many reps (perhaps you as well) are using and;

In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach;

Provokes or Discourages Objections!

Please scroll down and have a listen!

HOW TO NAVIGATE STALLS AND OBJECTIONS MORE EFFECTIVELY

This Thursday, November 21st, at 11:30 am EST, I’m going to be hosting a special webinar to help you avoid and respond to the objections that are limiting your results!

I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

CAN’T MAKE IT?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

How Much?

$99

Please click HERE to reserve your spot!

Nov 17 2019

32mins

Play

Episode 268 The Infamous “Call Me Back AFTER The Holidays” Stall and What You Can Do About It! November 10, 2019

Podcast cover
Read more

I love everything about the holidays except for one thing;

The infamous “Call me back AFTER the holidays” stall!

In this week’s episode of The Sales Playbook Podcast I show you, step by step, how to AVOID and if need be, RESPOND to this!

There’s also a really cool FREEBIE that I offer during the podcast!

We’re going discuss how to up your prospecting skills in our How To Navigate Stalls and Objections webinar.

Here’s what I’m going to share;
  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.
When?

Thursday, November 21st, at 11:30 am EST.

Can’t make it?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips

Webinar Replay

Cold Call Template

7 Objection Templates With Suggested Responses

EARLY REGISTRATION DISCOUNT

This webinar normally sells for $99, but if you register BEFORE November 12th, its only $74.

Please click HERE to lock in on this special savings and to reserve your spot!

Nov 10 2019

22mins

Play

Episode 267 Two Phrases That Will Help You Build Trust With Prospects November 3, 2019

Podcast cover
Read more

According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy.

No big shock there but;

What can we do during the courtship to help build enough trust;

So our prospects make it to the altar?

In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and 2 really effective phrases that can help!

And once you have a listen to this FREE sales tip, come join us for our How To Nurture Prospects Into Clients webinar by clicking HERE.

Nov 03 2019

24mins

Play

iTunes Ratings

105 Ratings
Average Ratings
87
10
1
1
6

Thanks for helping me get UNSTUCK!

By aagesen k - Mar 04 2020
Read more
I’ve been a commercial insurance agent for over 17 years and over the past 6 months I’ve been completely “stuck”! I had no plan and no process for prospecting anymore because I have so many referrals over the years. Listening to your show helped me stop the lies I was telling myself. I spent a few weeks dissecting my process creating a plan and truly implementing it. I had 4 new business appointments last week and have 3 this week. Even being in the business this long, I “knew” what to do but couldn’t get past my own fear of trying something new when the old way wasn’t working anymore. Moving forward with intention and a plan feels so good and I’m completely refocused. THANK YOU! And thank you for your matter of fact way of telling things without beating around the bush and a bunch of fluff! I look forward to listening to you every morning on my drive in. Thank you again!

Uncle Paul’s Advice

By Gmills 34 - Feb 05 2020
Read more
Lissmac has brought Paul in twice to speak to our sales Team. He has helped me re-focus, sharpen my sales techniques and to confirm that I am on the right track. I listen to his Podcasts for continuous sales education as I am always looking to exceed my sales goals! “A Big Fan”