Episode – 62 Spread your Efforts

Sorry we have missed a couple weeks, we will back on schedule from this point forward. 

How many of you have to cold call to get business?  I know I do and to me it has gotten harder and harder.  Getting a decision maker to take a solicitation call seems to be getting harder and harder.  It is not impossible but it takes more time and better information.  Today the Godfather discusses how you can spread out your PROSPECTING.  What other things you can do to get better results than just simply pulling up some phone numbers and making some calls. 

 You can create a warm call with referrals.  Different techniques using LinkedIn or even Instagram.  Also, think about the buyers you are trying to reach.  What age is the person you are trying to reach?  Networking events can always be beneficial to meet new clients.  This is just a few of the options explained on the Podcast.  Hope you enjoy it. 

Take a listen today and you will not regret it.  It will be worth every minute. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode – 61- Investment Selling

Happy New Year!! It is now a New Year and time to get back to work.  The Godfather and I both hope you had a wonderful holiday season. That you had an opportunity to regroup, refresh and reenergize for the year ahead.  2017 is going to be your best year ever and we are here to help you get there.  Don’t give in and push to meet your goals. 

This week we discuss getting started on the right foot and investing in your selling process.  Do you know what that actually means?  Invest in each appointment, invest in each call, invest in each action you can take full advantage of each opportunity presented. 

How does investment selling affect prospecting, needs analysis, closing and negotiations?  Who benefits from investment selling?  This is a very important process in making your day, week, month and year successful. 

What is the currency Investment currency?  What do you need to invest to get to the next level?  Time, Energy, Money and the most important is Desire. 

Take a listen today and you will not regret it.  It will be worth every minute. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode - 60  The Year in Review

Wow, has 2017 flown by.  I can’t help but think that we just started this year out discussing goal setting for the 2016.  We here at the podcast hope that your 2016 was everything you wanted it to be and more.  That you met the goals you prepared at the beginning of the year.  That you accomplished the impossible in the face of everyone telling you that your mission was not possible.  Congratulations to you for putting in the work and making it happen.  Don’t let anyone tell you didn’t deserve it. 

If you didn’t make that goal it is going to be ok.  You now have another year ahead of you to make it happen.  Don’t be discouraged because this will be the year.  Keep on track. 

In this episode the Godfather and I discuss our most popular episodes of the year. We have done quite a few and over the holidays you will get an opportunity to hear three repeats that we think can get you going in the first part of 2017.  Let’s get the first part of the year started off right.  Go listen to the podcast, read some helpful books and refresh the mind for a new focus. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 59- Silent Leadership

Happy Holidays.  Sorry to any of our listeners who turned in last week looking for a podcast episode to enlighten your day but we were over extended last weekend. 

However, as I say each week, WE ARE BACK FOR ANOTHER EPISODE OF THE JUST FRATZED SALES TRAINING PODCAST.  Today, we discuss a topic that everyone could learn something from.  Even if you are not in sales leadership most likely plays a role somewhere in your life.  This episode is dedicated to a man in the Godfathers life that taught him every day about leadership.  This episode falls into the must listen category.  Please take a listen and let the Godfather know what you think.  I believe this is one of our best ever. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 58- Dead Deals

It is the week after Thanksgiving here in the US and it is time to get back to work.  This is a good time to go back to some of those deals you may of lost this year and touch base with them again.  Try to get the dead deals alive again.  This brings us to the topic discussed today by the Godfather.  Is your Deal Dead?  We discuss IF your deal is going to die, techniques to avoid a deal going dead and suggestions to bring the deal back from the dead.  If you are looking to get a jump on 2017 and/or getting deals closed in the last 5 weeks of 2016 start by listening today.

Three Signs your Deal is Going to Die

1. No next steps
2. No urgency created
3. Not addressing the needs

Three Techniques to Avoid a Deal Dying

1. Follow up
2. URGENCY!!!
3. Know your FIPS

Three Suggestions to bring a Deal back from the Dead

1. Product updates or different options
2. Upcoming Event
3. New Promotion

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 57- Keep your Prospect Engaged

It is the week of Thanksgiving here in the United States so we want to start by saying Thank you to all the listeners around the world.  We have grown so much by doing this podcast and we hope you have gained some knowledge about sales and grown your wallet.  Let us know what you are thankful for this week by emailing the Godfather. 

This week the Godfather talks about keeping your prospect engaged in the appointment.  Many times we get into an appointment and the prospect loses interest quickly.  Thinking about what else they have going on later that day, the argument they had with their kids or even what’s for lunch. Here is a list of things you can do to keep your next sale from thinking about a hamburger.

1. Stop talking so much
2. Ask better questions
3. Bring Passion and excitement to the appointment
4. Provide some proof to the prospect that they are not wasting their time.

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 56- Real Leadership

It has been quite a historic week in the United States this week.  The election for President of the United States affects the entire world and this week gave plenty of opportunity for people to show their true colors this week.  The Godfather discusses some of the people over the past couple weeks who showed good leadership and bad leadership. If you are a manager or looking to manage a team at some point this would be a great podcast to listen to.

Some of the examples include President Obama, Hillary Clinton, Matt Maloney(CEO of Grubhub),  Pete Carroll and Bruce Arians. 

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode – 27 - Interviewing techniques to get the sales position you want

Sorry Everyone.  We did not have time to record a new episode this week due to time restraints with the Godfather and me traveling.  This is a great episode to hear if you want the best sales position for you.  We will be back next week with a new episode you won't want to miss. 

This week we discuss being the right person for the job.  If you are looking to move positions or looking to move to another company this show is for you.  We are talking about interviewing for a new position.  The Godfather has interviewed over 1,000 people in his sales manager positions.  He has seen everyone and heard everything when it comes to interviewing new employees.  Some hints from the Godfather on how to make a good first impression.

1. Preparation- be ready, be on time and know who you are meeting with
2. Interview- keep rapport to a minimum, eye contact, listen and answer the questions. Very important, ask questions.  Have a conversation, be personable. 

“Tell me about a time….”

Answer questions using the STAR technique

-Situation, Task, Action, Result

1. Follow-up – email or send them a card saying thank you. Follow up…

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 54- Do you have the time?

Hello and thank you so much for listening to the podcast.  We are super excited you are listening. If this is the first time you are hearing our podcast we do discuss sales and ways to improve your earning potential after we talk sports for a few minutes.  At around the 9:00 minute we mark we discuss time management. 

I don’t have the time is not an excuse.  Sales is about managing the responsibilities of your day to day activities and selling cannot take a back seat to these time gobblers.(Thanksgiving is right around the corner).  Here are some ways to get more done in the time you have to get it done.  We all have 24 hours in a day.  Nobody has more so that isn’t an excuse for the Godfather.

Here are some of the main points discussed today by the Godfather himself. 

2) Stick with the task you're on.

-Multitasking is a myth! 

-High Importance and High Urgency

3) Swallow the frog.

4) Don't celebrate, keep the momentum. 

7) Prepare for Prospecting before Prospecting.

8) Create templates.

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

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Episode 53- Activities that Successful Sales Professionals do outside the office

In this episode we discuss some things many of the top performers do that maybe you don’t see them do.  You may wonder how this person gets to such a high number every month.  How do they get everything done and still have so much time to sell?  The Godfather goes over some of those activities today.

1. Monitoring their email- Talk about a time killer. This one should always be left to when the important selling work is done.
2. Planning (dedicate about 30 minutes a day)- Setting up the day to be successful.
3. Improvement Activities- Always looking to get better at their craft
4. Rest- Whatever it is to avoid burnout and get away from the work.
5. Proactive- Be proactive in the approach to everything,

Thank you so much for listening.  We have listeners all over the world who are downloading each episode and we would love to thank each of you individually.  Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field.  We look forward to hearing from you. 

You can reach Ed in three different ways.  If you have a question you would like answered or any feedback about the show please let us know. Please go to Itunes and give the show a review.  Let everyone know how you feel about the podcast. 

#Iamnotacrapbag

Facebook- Just Fratzed Sales Training

Twitter- @fratzed

Email - [email protected]

Sales referrals networking closing skills cold calling