Episode 52- Securing the Second Appointment

As promised we are going to be doing a couple shorter shows per week instead of one and this is the second of the two for the week.  We hope you like the shorter podcasts that are twice a week.  We think it will be easier for you to hear the entire podcast and get more help throughout the week. 

This week we discuss one of the critical keys to sell more and of course make your wallet fatter.  The first meeting is very important but the second one is just as important if not more important than the first.  Here is how you can ensure a second appointment and consequently you do these items during the first appointment.  Confused yet?  Listen now and the Godfather will clear it up for you. 

The first appointment sets the stage for continuing the selling process.  The first appointment should include the following. 

1. Preparation- Research the company you are meeting with.
2. Build an appointment objective – What do you want to achieve?
3. Attainable
4. Buyer action- As a result of this meeting the buyer will _______________.
5. Measurable
6. Opening- The rubber meets the road. The preparation, objection and now the opening.
7. Establish rapport
8. Explain the reason(focus on potential problems that buyer may need fixed)
9. Check for acceptance

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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It is stunning to me at how fast this year has moved along.  We are already in the 4th quarter and everything comes down to these next 90 days.  How you finish is extremely important that you get the most out of the time you have left.  The Godfather offers some tips on the approach you can take each and every day.

If your sales are up and you are having a great year, don’t stop now.  Keep moving forward so that you can carry that momentum into the first quarter of 2017.  This is the time to really push forward and stay focused. 

If your sales are down fix it now.  Don’t push it until January.  Some ideas to help get you back to where you want to be.

1. Revisit you goals that you made in the beginning of the year and change them accordingly.
2. Change behaviors.
3. Plan- Know your road blocks, how many selling days are available, plan for bad weather.
4. You have two choices - bring intensity or be a CrapBag

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 50 – Our First 50 Episodes

We have been working hard and putting out episodes for the most part of a full year now and 50 is a big number.  I am not exactly sure of the statistics but most people or podcasts don’t reach that number.  In any case today we go over some of our favorites over the past year so you can go back and listen to them.  We hope you have enjoyed it as much as we have so please give us some feedback.

Episode 6 – Only Crapbags have excuses!

Episode 5 – Effective Networking

Episode 10 – Achieving Goals

Episode 14 and Episode 15- Everyone loves prospecting.  These are the most impactful episodes we have done. 

Episode 29 – Always be closing…

Episode 35 – Top Sales Apps

Episode 28 – Another Sales Meeting??? UGH!!!

Jake the Producers favorite show – Episode 31 Defining Courage in Sales

We also end the show with an announcement.  Small changes are coming and you will be excited for them. 

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 49- Can you sell Ice to an Eskimo?

Today we discuss old style sales techniques and the outdated ways some sales people are still using each day and thinking they are doing a good job.  They are shorting the customer and themselves.  This podcast is about some things that we as sales professionals should NOT be doing anymore.  Removing these techniques will not only increase your sales but you will have a happy customer.

1. Pushing Product- customers are smart and educated and unless you are solving a problem you will fail.
2. Persuasion- Avoid persuading your clients and start qualifying them.
3. Proposal Begging- Stop just sending proposals hoping something will stick. Bring value and find the fit for them.
4. Smooth Talker- Be real and be honest when talking with clients. Avoiding questions and issues will catch you sooner or later.
5. Next steps- Set the appointment and agenda for the next steps. Leave without this step will lead to a lower close ratio.

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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WE ARE LIVE ON FACEBOOK.  The Godfather has been recording on Facebook Live while we do the podcast and you can watch it anytime you want.  Go to Just Fratzed Sales Training on Facebook, like the page and you can watch it next time. 

Today we discuss the objections you WILL face when cold calling.  Everyone gets about the same type of objections and you have to know how to get around them each time.  If you don’t have a response they will win the conversation and you will not be taking full advantage of the opportunity. 

1. The Brush off- “Just send me some information.” This is the go to objection most of the time.
2. Competition-“We are happy with our current provider.” A classic response.
3. Procrastination-“Can you call me next month?” What will change between now and next month?
4. Asking Questions- “What is the cost?, What are the options?’ Instead of answering the questions don’t go down that road. Set the appointment.

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 47- Make your Quota Less Stressful

Welcome back to the show.  The Godfather has put together a list of some of the ways you can reduce the stress of quota each month.  If you can instill these 10 suggestions and make them habits you will be able to get to quota faster and more efficiently. 

The Godfather was live on Facebook doing this podcast so you can check it out by checking out the Facebook page. 

1. Ask a current customer for a referral.

1. Call a current customer for a business impact story and to see if they’re interested in additional products or services.
2. Send a physical handwritten letter to a deal a prospect that you are having a tough time with to set an appointment
3. Attend a networking event.
4. Embrace LinkedIn 
5. Find and join a local tip club. BNI for example
6. Review the last 5 deals that you lost with your manager. Figure out why you did not get the signature
7. Re-evaluate your goal setting. Consider behaviors that might have to change
8. Role play consistently with a peer. 
9. Consider changes in your diet and exercise

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 46- Make a Difference, The Right Way!

This week is the start to the NFL football season and if you have listened to this podcast once or twice you will know the Godfather and I discuss sports on almost every podcast.  We enjoy the football, baseball and soccer(at least I love the soccer). We have recorded this episode a day early after the Sunday day games and this season opening on September 11th could have some tremendous opportunities for our athletes to make an impression on the viewers. 

The Godfather is not happy with on particular athlete out of San Francisco.  Today we discuss how the quarterback is making a statement about something close to him but is not doing it the right way, in the Godfathers opinion.  We discuss making a difference in your community and in the right way.  Maybe you agree with what Colin Kaepernick is doing or maybe you don’t but we believe he is trying to address a problem in the United States.  Is he doing it the right way?  Could he do it differently? 

What can you do to make a difference?  How can you do it? 

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 45- Qualify Your Potential Client(Don’t Forget)

Before I get into the episode and the discussion I want to point out that we talked some general topics for the first 17 minutes.  It is a holiday weekend and we were discussing all the things going on over the long weekend.  We discussed removing some but it should be entertaining for you in the least.  You will get the Godfathers opinion on fantasy football, Colin Kaepernick, English Premier League soccer before we get into the meat of the podcast.  If you want to skip over this go to the 17 minute mark and you will be on your way.

This week we discuss qualifying your prospect.  You spend a lot of time fighting to earn appointments with potential customers and this piece almost gets forgotten.  You think that your product or service is a perfect fit for them and it might be but what if you are talking to the wrong person or they don’t have any money.  You have spent a lot of time for nothing. 

Qualification starts with prospecting.  When you are preparing for your call you are potentially trying to find the right person.  Then you are making your prospecting calls and verifying the person you want to speak with handles the decisions on your product.  You have to qualify this prospect before you go to product presentation.  During the needs analysis you want to make sure that you have the right person, right product and they have the funds.  These are required or you will be wasting your time. 

Do you want to know what happens if you don’t qualify the prospect?  It will slow everything down for you. 

This podcast is great for any level sales person.  Beginner to sales professional will get a lot out of this podcast. 

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]

Typically we discuss mostly B2B selling.  One company selling a product or service to another company is the normal conversation here.  Today, we discuss selling in a retail environment.  Selling in retail is slightly different in the fact that when people are going to a store they are “interested” in purchasing one of your products or services. 

Today the Godfather gives you some tips on how to engage the “shoppers.”  The just looking crowd that you will run into most days.  Engaging the customer is important in getting them to start talking and then help them make an informed decision.  Questioning skills are very important once you get them engaged in the conversation.  Don’t throw information at them like you know what they already want.  Get them to tell you what the pains are they are experiencing.  Make it unique and pleasurable and you will leave an impression on them. 

Last but not least we will discuss a follow up program to create a loyalty to you.  This is imperative in creating more sales in the future.  Let them send you more business. 

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 43- Account Management

Wow, we have been gone for a month and we hope you have missed the podcasts as much as we missed doing them.  The summer vacations are over and it’s time to get back to work.  Of course, we do spend a few minutes discussing the past few weeks including some training the Godfather did in Richmond Virginia.  In fact, this show is based on some big success his calls had while in the training.  Yes, the Godfather not only gives you the best sales training available but then you will have some success and proof that what he is saying works.  It will make your wallet fatter.

Today we discuss account management.  Learning to grow your existing base starts with taking care of any and every account.  A little conversation can go a long way.  You have two responsibilities, maintain and grow.  You are the center of all that goes on for that account and this is where it starts. 

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]