Just Fratzed Sales Training

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 y

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

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

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

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 No next steps No urgency created Not addressing the needs Three Techniques to Avoid a Deal Dying Follow up URGENCY!!! Know your FIPS Three Suggestions to bring a Deal back from the Dead Product updates or different options Upcoming Event 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 t

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. Stop talking so much Ask better questions Bring Passion and excitement to the appointment 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 episo

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

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

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.  1) Be prepared for the unexpected. 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.  6) Structure your da

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. Monitoring their email- Talk about a time killer. This one should always be left to when the important selling work is done. Planning (dedicate about 30 minutes a day)- Setting up the day to be successful. Improvement Activities- Always looking to get better at their craft Rest- Whatever it is to avoid burnout and get away from the work. 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 l

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.    Preparation- Research the company you are meeting with. Build an appointment objective – What do you want to achieve? Attainable Buyer action- As a r

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. Revisit you goals that you made in the beginning of the year and change them accordingly. Change behaviors. Plan- Know your road blocks, how many selling days are available, plan for bad weather. 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 w

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 epis

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. Pushing Product- customers are smart and educated and unless you are solving a problem you will fail. Persuasion- Avoid persuading your clients and start qualifying them. Proposal Begging- Stop just sending proposals hoping something will stick. Bring value and find the fit for them. Smooth Talker- Be real and be honest when talking with clients. Avoiding questions and issues will catch you sooner or later. 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 ov

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.  The Brush off- “Just send me some information.” This is the go to objection most of the time. Competition-“We are happy with our current provider.” A classic response. Procrastination-“Can you call me next month?” What will change between now and next month? 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 eac

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

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

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 prepar

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

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 wo