Just Fratzed Sales Training

Episode – 41 – “Always Be Closing…” Happy Monday if there is such a thing, right? That was one of my favorite sayings on Mondays.  Everyone I said this too was in agreement.  NOT TODAY my friend.  This Monday we discuss closing and putting money in your wallet.  We want to make your wallet fatter starting today. Today’s podcast is about closing skills and I think you will be surprised of the discussion and the information provided by the Godfather.  We start the show discussing the training the Godfather did and some of the inspiring people he was fortunate to work with this past week.  They made an impression on him that he will not soon forget.  Then we jump into closing and how to ensure you close more opportunities.  Is it a special type of close, like the cancellation close?  Do you get in the customers face and pressure him.  No, it is not a gimmick close or something that only amateur crapbags use.  If you start doing what is suggested here today, you will start closing more opportunities.  It is a pro

  Episode 20- TEN Critical Negotiation Skills to Develop It’s another positive show here and we are getting ready to discuss another extremely important and necessary skill that every sales professional should possess.  LISTEN TO THIS EPISODE EVEN IF YOU THINK YOU ARE TRUMP, THE MASTER NEGOTIATOR, YOU WILL PICK UP SOME GREAT TIPS.  1 Concessions that are clearly defined 2 Speaking second 3 Stay clear of ranges 4 Refusing to "split the difference" 5 Don't use the word "No" 6 Speaking with the decision maker 7 If I do, you do 8 Talking more than money 9 Being human avoid confrontation  10 ***Know your WAP(explained in the 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 yo

  Episode 15 – Everybody Loves Prospecting Part 2 We jump right into the episode going over what we discussed in episode 14 with a quick breakdown of Preparation. Then we get right into the next four steps to successful prospecting. Preparation Plan- Very similar to preparation but different and very important. Performance-This is the most important part. Persistence- As we always say, Don’t give up. 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 - ed@fratzed.com  

We start the show discussing more about podcasting and listening to different shows. We get into the show and discuss prospecting and the ways to start picking up additional business. We discuss the 3 modes of prospecting for a few minutes. Teleprospecting Face to Face Networking events Don’t worry about which one is the best. Worry about mastering one of them. All have some benefits that the others do not. To be successful, you have to do one of them really well. How should you put together a strategy for prospecting? The Godfather bases it on the four “P”s of prospecting. Preparation(we spend this episode discussing this step only) --We discuss the rest in episode 15. This episode is full of information on how to prepare yourself to prospect successfully. The Godfather brings it this week. Plan Performance Persistence  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 revie

Happy Friday!!  We hope you are having a fantastic week.  If you are looking for some good answers to some tough questions then get on here and listen.  We cover some things you as a sales professional should never ever do, your biggest asset as a sales person and my personal favorite the Godfather’s favorite pizza.  All this and more with the Godfather.  If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Learning to present is so important for any sales person or entrepreneur.  It displays more about you and your product than just the information you are providing.  It tells your prospect that you are confident in what you have to offer and that you are going to meet their needs.  If you are not presenting properly you may not be giving yourself the best chance for success. The Godfather covers some things he will do to make sure he is presenting the information properly and confidently in this episode.  What are some challenges you may face when presenting?  Are you scared?  What are some of the behaviors or common attributes of top presentation speakers?  Do you want a monotone person going through powerpoint slides in the dark?  Most likely not and I would most likely be taking a quick nap.  Find it all out here, today.  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

Ep 37.5- Just Fratzed, Just Saying I am going to simply say, listen to this episode.  You will be entertained and given some knowledge.  Do you know who Jaws is from James Bond.  Yeah, that’s part of the conversation.  If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Episode 37 – 10 Ways to motivate yourself This week we discuss how to get motivated and stay motivated each and every day.  This comes into play because none of us want to cold call or do other tasks that may lead to sales.  We want to sell and make money, right?  However, there are times when we all have to do the work that must be done that will not directly affect our numbers.  This is a list from the Godfather on staying on track each day.  Take a listen and I am sure you will be happy you did.  This is perfect for a Monday. The Nike Phrase "Just Do It" doesn't always work when you have things to get done.  Instead use these 10 motivation tactics. Write down what drains your motivation then develop a plan Write down your long term goals Push aside negative thoughts See mistakes as learning opportunities Break down big jobs into smaller manageable chunks Surround yourself with positive people Dress for success Begin your day by swallowing the frog Work with time, not against Manage distractions  Thank yo

Ep 36.5- Just Fratzed, Just Saying Good morning.  Hope everyone had a good week.  It was a short four day week so hopefully you made it a successful week.  Normally I ask the Godfather questions however he changed it around a little on me and asked a few to me.  We also get a very detailed history of something that happened on July 11th.  I learned a lot on this podcast and if you listen now you can too.  Also, if you haven’t listened to podcast 34.2, listen now.  We have a very special podcast announcement that you won’t want to miss.  If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Episode 36- What Salespeople Look For When Choosing Where to Work This episode is for anyone and everyone.  Happy July 4th to everyone.  We hope you are enjoying your sparklers, stink bombs and rocket launchers.  Be safe, don’t drink too much and eat a few hotdogs and hamburgers.  This is a historic day in the USA and we hope you celebrate to it’s fullest.  This episode is for entrepreneurs, company owners, managers and sales people looking to consider a new career move.  These 10 items are the most important reasons people leave or stay with an existing company. 1) Solid Compensation Package 2) Meaningful Mission 3) Consultative Selling Process 4) Opportunities for Growth 5) Transparent and Committed Leadership 6) Empowerment at All Levels 7) Two-Way Feedback Loop 8) High-Quality Products 9) Company Maturity 10) Learning Opportunities  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 kno

Episode 35.5- Just Fratzed, Just Saying Happy Friday to all the listeners in podcast land.  It is the first day of July and the start of a long holiday weekend.  I love, love, love a Monday filled with fireworks, alcoholic beverages and grilled foods. This is a great way to start the weekend.  A throw a couple tough questions at the Godfather this week and quite honestly we start the showing talking about anything but sales.  This was a fun episode for us so we hope you enjoy it. Also, if you haven’t listened to podcast 34.2, listen now.  We have a very special podcast announcement that you won’t want to miss.  If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

This week we discuss some of the top apps available for sales reps.  Save time, be more efficient and make more money.  Make your wallet fatter.  If one of them makes you more successful then it was worth your time. Evernote- Keeping Organized Notes Camcard- Business Card Organizaion Keynote- Mac software better than Powerpoint CRM Tool- Hubspot is free and of course Salesforce Dropbox- Dealing with large projects Close the Sale- Grant Cardone’s Closing Techniques Trip-it – Travel Uber/Lyft – Transportation Mindtools- Learn tools for a successful career LinkedIn – Download the App for your phone Yelp- Reviews of businesses Dark Sky- Weather App 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 differe

Today we have scheduled our first training class.  It will be in West Palm Beach on August 16th and 17th at the Hilton by the airport.  It is titled Strategic Prospecting.  You will not want to miss it.  Go to www.fratzed.com and register today.  The class details and pricing are on the website.  Two full days of the Godfather and his prospecting expertise will fatten that wallet and will be worth every second.  Listen to the announcement and if you MISS THIS OPPORTUNITY you will regret it. www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Ep 34.5- Just Fratzed, Just Saying If you have had a bad week, today is the day to turn it around.  You have all day to get out there and get some activity going.  Regardless of what it is.  Spend the next 6-7 hours being proactive.  Get out there and make something happen.  You can do it, you can be whatever you want to be if you try to be that person.  Today on Just Fratzed, Just Saying we will discuss a couple items around budgets with your customers and how the Godfather was so wrong about the NBA finals.  Also, if you haven’t listened to podcast 34.2, listen now.  We have a very special podcast announcement that you won’t want to miss.  If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Episode – 34 A Tribute to a Mentor This week’s show is different than our standard show.  If you have listened to our show you have heard The Godfather discuss his first sales job.  He was a pool salesman.  His very first sales manager was Frank Pineiro.  He mentored Ed to becoming the salesperson he is today.  The point of the episode is that everyone needs help and mentoring to be successful.  Frank took Ed under his wing and helped him not only at the pool job but through the rest of his life including the difficult personal times.  The reason for the tribute is Ed saw a Facebook post from Frank saying he was retiring from driving the local school bus.  He stopped selling 17 years ago and at 85 years old decided to call it quits driving the bus.  Ed was thinking about all the things Frank did for him and wanted to pay a tribute to his mentor.  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

Episode 33.5 - Just Fratzed, Just Saying   Friday, it is finally here and it is our favorite day of the week.  Father’s Day Weekend is upon us and if you have an opportunity to thank you Dad for what they did for you make sure you do it this weekend.  The Godfather and myself are fortunate enough to have two great kids and part of that is because we try very hard to be the best dad our kids could ever expect.  I can say that my father played a huge role in my life and was so supportive to me.  The Godfather feels the same about his dad.  He is the reason Ed does all he can for his son.  Today, we will discuss Linked In and how to use it to your advantage and also how to keep your goals.    If you’ve never listened before, start right now.  After you hear the show give us a review on Itunes.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Episode 33 – Midway Checkpoint June is the midpoint for the year.  We have now been through 5 months of 2016.  The time is flying by and we want to see how your year is going so far.  If you haven’t listened to our episode number 10, go back and see how you are doing on your yearly goals.  If you have not made any goals for the year, now is the time to do it.  It is ok to adjust your goals slightly if you are not meeting them completely.  If you are great, maybe you can look to grow them a little.  Goals are something to work towards but it doesn’t mean you cannot adjust them to make them more reasonable based on how you have been doing so far through the year. How are you comparing to 2015?  Better or worse?  This is a good time to adjust what you have been doing.  Let’s just take a look and be honest with yourself.  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 t

Episode 32.5- Just Fratzed, Just Saying That time of the week again.  We hope you have pushed through all week and made it a very productive week.  Just finishing the first week in June and you should be setting yourself up to close some business this week.  Do you know what your favorite board game is?  The Godfather explains to us his favorite board game.  Mine is Monopoly.  I wish I could find someone to play it with me so I could crush them. If you’ve never listened before, start right now.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com

Episode – 32 No Talent Required You may not be the perfect sales person with the smooth talking abilities of Grant Cardone.  You may not have the perfect product or the perfect territory.  You may have multiple disadvantages to being successful however everyone should have these 10 items and it will make becoming a success easier.  The 10 ingredients of a B2B professional must have that require zero talent.  Being on time Work ethic Effort Body Language Energy Attitude Passion Coachable Doing Extra Being Prepared As you can see everyone can do this and everyone you hire should be able to do at least these items.  Show up on time, with a good attitude, energy and go the extra mile for everything and you are going to have a good chance at being a good to great sales person.  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

Ep 31.5- Just Fratzed, Just Saying Happy Friday.  Thank you again for listening to us each week.  This is a short week and we hope you have been successful and worked extra hard for the four days this week.  Memorial Day is over and it’s time to get back to work.  This week the Godfather explains a few things.  Where to find a great salesperson? Cavs or Warriors in the NBA finals? What to do if the economy takes a dip? If you are priced higher than your direct completion, what should you do? If you’ve never listened before, start right now.  We hope you enjoy the show.  Now go sell something.    www.fratzed.com #Iamnotacrapbag Facebook- Just Fratzed Sales Training Twitter-  @fratzed Email - ed@fratzed.com