In this episode we discuss Sunday night can be the most powerful time of your sales
week. You’ll learn how to you prepare your week by designing your three big goals
for the week, using your calendar wisely, designing ‘me time’, choose meetings and
the best forum to hold those meetings and which items to delegate.
New Tool: Choice Map If you are someone who struggles with decisions, you can
hyper-charged clarity through a tool like Choice Map which provides clarification of
your priorities and how well options meets your needs and priorities in just a few
The title of salesperson has seemingly become a burden to big for some to bear…in
fact, we try to use creative sales titles to hide behind actually what we do. And over
the course of the last 100 years, the moniker of sales person generates a great deal
of angst. In this episode we discuss how this reputation has come about, and
ultimately, what you can do to control your reputation and design a title that is truly
reflective of who you are.
New Tool: Blab.im In episode 23, we took a look at Meerkat and Periscope. If you
are ready to move your game to the next level in terms of online video, take a look at
Blab.im. This service allows you the opportunity to create your own ‘online
interviews’ and seminars, as well as interact with participants in never before
imagined ways. Check it out!
90% of what our customers tell us is what’s wrong…the other 10% is what’s really
wrong, and the true problem we should be out to sell. In this episode we discuss
how to ask the powerful questions which truly get to the root of what is the
customer’s pain (or gain).
New tool: Periscope and Meerkat are revolutionizing the face of live video. In this
new tools segment we address how you can use this tool to dramatically impact
your visibility in the immediate and long-term future.
According to a Forbes article by Dan Diamond, Just 8% of us hold onto our New
Why? A goal is not your bucket list…it’s like trying a shot gun/laundry list approach.
I’ll list 50 things and see how many I can get done.
We miss the smart goal format.
We miss a sequence of action steps to get to the end goal.
Most of our first impressions are done via email and via digital means..but what
about our second impression?
The world of sales is changing, but the Old School rule that People buy from People
they like and trust still applies.
So, how do you establish a relationship based in likability and trust based in your
online presence…well all of this comes down to your customer journey. Today, we
have an expert in the customer journey…John Ivanko CEO of Boon Road.
New Tool: How to use iBooks or other Book/PDF apps.
The reality of sales is that you are the brand! It’s not the product or service you
offer. You are the brand.
Think about the last time you went to a business networking event. What’s the
second question that always follows…what’s your name? What do you do? The job
title seems to be ubiquitous and gives us social rank as well as context. The difficulty
is that many times we use our job titles to give us an identity, which dramatically
hinders our ability to sell.
We all want to have live a life with purpose, but most of us do
not take the intentional steps to focus on living each and every moment with
purpose. In this episode, we ask you to take a hard look at each and use the frame of
a simple, yet very powerful took to see ensure that each moment of your calendar is
focused on achieving your ‘greater than’ purpose.
Everyone has a different way of defining what failure means. Why? Because we all
have different values, belief systems, fears and self-limiting habits. A failure to one
person can be defining while another person simply views the failure as another
opportunity to learn. What will you choose?
New Tech Tool of the Week
Coaching App: http://mentor-app.com
We know our listeners do a great job of answering their phone and answering their email. You think it’s easy to do business with you right? Well maybe…in this podcast we learn to go beyond the basics and learn what it takes to truly make it even easier to do business with you.
New Tool: Doodle.com and Assistant.to
With the holidays approaching, sales people are infamous for sending
along the holiday card or even the fancy holiday email. However, relationships are
operate much like an annuity…the more you invest, the more you get back. So, how
do you invest in a relationships so that your customers always know they are top of
mind. In this episode we discuss are variety of ways you can continually invest in
your most important relationships and activate trust with your clients anytime of
Companies will spend more rewarding their employees than they do on their clients
this holiday season. New research finds that companies plan to spend an average of
$42 on gifts for their employees this holiday season compared with $26 spent on
Both those numbers, however, are down from last year, when companies spent an
average of $30 on gifts for clients and $43 for gifts for their employees.
- See more at:
In the Old School with New Tools training we discuss the Pain-Gain-Unique Proposition and Proof Model. This model allows for us to fulfill the 5:1 rule of listening and speaking as well as gives us a tool for matching our solution to their need. In this podcast, we learn how to expand upon our Proof, essentially: How to tell a compelling story which demonstrates the power of your offer.
Many times when you have conversations with customers, it’s not what they say that matters, but what they are NOT saying that you should pay attention to. In this episode, we’ll talk about how to truly listen, beyond the customer conversation to discover the hidden conversation going on in your prospect’s and customer’s head.
New Tool: LinkedIn Sales Navigator
During this episode we focus on Old School Questioning. We all know we are supposed to ask questions when we enter a sales meeting, but the truth is most of us do a TERRIBLE job of devising and delivering questions of substance and value. Though the Old School with New Tools framework, we talk about how to discover a clients Why, What and Will you?
Most of us have used some form of email for almost 20 years now. Email has certainly involved over the course of that time and the rules of etiquette regarding email have changed as well. In this podcast, we talk about some of the little known and little practiced Old School email strategies that give you more time, and build more credibility with your prospects, customers and internal team.
No one needs to tell you that the world of sales is changing. But most of us are really
unsure about how to manage this change. During this episode we talk about how to
overcome what Dan Pink calls Information Asymmetry with your prospects. And
how to ensure that everyone on in your company understands that they are ALL in
New Tool: Google Alerts
Ever wonder how your competition is putting out more proposals, more rapidly
than you are. In this second part of the series, we learn the 3 must-have apps that
accelerate your urgency and the urgency of your clients building your likability and
trust with clients.
The average sales person has 44 apps on their phone and yet, almost none of those
apps are dedicated to helping you sell or be more efficient. During this episode we
focus on the 3 most important apps that will allow you to amplify your
communication activating more trust and ultimately creating more sales.
Understanding what your competition is doing (and not doing) is an absolutely
critical part of being an exceptional sales professional. These sales statistics
providing a revealing look at what your competition is doing (and not doing), so you
can capitalize and break more than just boards.
New Tool: Statista
In this episode we help guide you with a simple model that will allow you to discover the deepest level of your clients needs, how to establish your unique proposition, and how to supply proof to persuade your customer that your solution is not just plausible, but the best possible.
New Tool: Slideshare
Knowing what questions to ask and when is one of the most important Old School
skills every successful sales person must master. In this episode we focus on the
“Who, What, When, Where, How and Never Why” of selling. Listen and find out why
asking “why” kills sales.
New Tools: Secrets of Google Forms for Business
If you are interested in the link to see how to use the beginner’s version of Google
Beginning link to how to use Google Forms:
Advanced link for how to use Google Forms:
One of the fundamental rules of Old School selling is to act as a resource broker for others. Now, as you create your dynamic network, you have the ability to rapidly connect others with others at an unheard of rate. Take a listen and learn how.
New Tool Review: LinkedIn tools