Just Fratzed Sales Training: Recent Episodes
Ed Fratz
Discussing ways to increase your overall sales numbers. Instead of being a sales person become a sales professional. Learn about questioning techniques, referrals, excuses, being accountable, networking, cold calling, goal setting, closing and every other aspect of the sales process. Please join us each week. We would love to hear your questions and feedback because this podcast is for you.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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.
“Tell me about a time….”
Answer questions using the STAR technique
-Situation, Task, Action, Result
- 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 day around your buyer. 7) Prepare for Prospecting before Prospecting.
8) Create templates.
9) Eliminate your distractions. 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 result of this meeting the buyer will _______________.
- Measurable
- Opening- The rubber meets the road. The preparation, objection and now the opening.
- Establish rapport
- Explain the reason(focus on potential problems that buyer may need fixed)
- 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
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 - ed@fratzed.com
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 process that is easy to implement today. Try it and see the difference.
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 - ed@fratzed.com
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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 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
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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 review. Let everyone know how you feel about the podcast.
#Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
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 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 - ed@fratzed.com
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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 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 - ed@fratzed.com
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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 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 - ed@fratzed.com
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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 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
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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 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 - ed@fratzed.com
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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 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 - ed@fratzed.com
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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 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 - ed@fratzed.com
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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
Episode – 31 – Defining Courage in Sales
Happy Memorial Day to our American listeners. This day is about showing respect for our service men and women, past and present. We here at Just Fratzed Sales Training cannot thank our armed forces enough for the sacrifices they have made for us. There is no more sacrifice to make than many do for our families and our freedoms we so often take for granted. If you are listening and a service member, please reach out to us for some free training with the Godfather. You deserve it and more.
Today we discuss courage. Courage is demonstrated by our men and women of the military so we thought we could discuss some of the courage it takes to be a sales professional. This obviously does not compare to the battlefield but it takes courage to be in this industry. We will discuss the things you may encounter each day that you will need to show some courage to succeed.
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 - ed@fratzed.com
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Ep 30.5- Just Fratzed, Just Saying
This could possibly be the best type of Friday. A Friday before a long weekend could be the greatest day of the year. It may even be better than the actual day off because of the anticipation. Take a few minutes and listen to The Godfather and learn a little before you head to the pool or the beach. Enjoy the long weekend and be safe.
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 – 30 – Success from the Multiple Touch Program
I know that talking about prospecting might be difficult on a Monday but it needs to be done. If you want to be successful in sales you must, must, MUST prospect. Prospecting in itself can be demoralizing especially if you are not getting any appointments. Prospecting is the work you put in but that doesn’t mean you will be closing deals daily. You have to actually make quality appointments with decision makers to get the opportunity to close the sale.
This is what The Godfather details in this episode. Calling one time will not get you an appointment most of the time. In fact, most of the time, you won’t even get a chance to talk to the decision maker. You will need to be aggressive and go after the prospect multiple times in multiple ways. In this episode we discuss how many times, different ways to get in front of your prospect and how to ensure you are giving yourself every chance to make the appointment.
One of the ways we go into a little more detail on is using email. Do’s and don’ts of subject lines. This can either move your prospect to give you a chance or never, ever speak to you again.
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 - ed@fratzed.com
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Ep 29.5- Just Fratzed, Just Saying
Happy Friday, everyone. I hope you are enjoying your week and getting a lot of sales. We are coming down to the end of the month and it is time to push for every sale you can get. If you are listening for the first time give us some feedback on Itunes. It only helps us grow in popularity.
Who do you think is better? Lebron or Steph. Hear what the Godfather thinks.
FINISH STRONG!
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 – 29 – “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 process that is easy to implement today. Try it and see the difference.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Ep 28.5- Just Fratzed, Just Saying
The Godfather is on location in Tennessee this week doing some training for 30 people. We discuss a little about the training he is doing, what is being covered and some other details of training you can take with the Godfather. Then we get into the questions.
Do you want to hear the story of the person that told the Godfather he hates his guts? Take a listen today.
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 – 28 – Another Sales Meeting? UGH!!
Everyone loves sales meetings. NOT!! I have been to so many worthless sales meetings in my days that I think the Godfather should go over what makes or breaks the best sales meetings. This podcast is a little longer than what we normally do but it is packed full with great information. I used to have meetings with the Godfather and they were the absolute best. Organized, inspiring and they maximized the time we had set aside.
We cover a few items in the podcast that make a good sales meeting.
- Planning
- Process
- People
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 - ed@fratzed.com
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It is time to buckle down and get to work. There are no excuses for struggling with sales. No Excuses. Happy Friday!! If you don’t have a full schedule next week with appointments for new business then you still have time. Get on the phone, get outside and enjoy the beautiful day and prospect. Come up with a results orientated goal and make it happen today. You have all weekend to mess around.
Let’s go!! Great episode today so take a few minutes and get some knowledge so add more business.
By the way, if you want to know who the Godfather picks for the Kentucky Derby listen in today.
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 – 27 - Interviewing techniques to get the sales position you want
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.
“Tell me about a time….”
Answer questions using the STAR technique
-Situation, Task, Action, Result
- 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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Wow, the Godfather caught me off guard in this episode. He pulls a fast one again. I hope you are having an exceptional day if you are not listening on Friday. If it’s Friday, then HAPPY FRIDAY to you. Today you will learn a little more about me and some of the things in my life. I really hope you enjoy the show today
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 26 – Only in America!! Start Promoting Yourself
Have you ever considered promoting yourself and the product or service you sell? In most sales professions, you are representing a company. This company provides you with the tools to sell a product or service they represent. You are paid and hopefully very well to go out and find customers who want or need this company. Many of us use the company to our benefit.
-“ABC Company has been in business for 224 years and we lead the country in providing widgets to some of the largest widget using companies.” Does this sound familiar?
Today, we discuss not only promoting your product or service and company you represent but also promoting yourself to these individuals. Distinguishing yourself can lead to bigger and better sales opportunities and we will discuss ways to increase your potential.
Here are some of the Godfather’s tips to promoting yourself.
- Actions- for instance training and taking new people under your wing, taking the customer service issue and handling it
- Phrases- Using words or sentences you may use to help people remember you
- Titles- Calling yourself by a title will give someone to always remember
ARE YOU INTERESTED? IF YOU ARE INTERESTED IN MEETING THE GODFATHER IN WEST PALM BEACH FOR A 2 DAY CLASS PLEASE EMAIL THE GODFATHER STATING YOU ARE INTERESTED. WE WILL DISCUSS EVERYTHING FROM START TO FINISH. DO YOU WANT YOUR WALLET FATTER? REACH OUT TODAY.
ED@FRATZED.COM
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Ep 25.5- Just Fratzed, Just Saying
We don’t have bad weeks here at the Just Fratzed Sales Training Podcast. If you have a bad moment or a few bad moments don’t let it ruin your day or week. Thank you so much for joining us on this beautiful day. I have some great questions for The Godfather this week. Do you use LinkedIn? If so, you will get a tip on how to increase sales. Are you considering a new sales position? Listen to the Godfathers advice.
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 25 – A discussion with two different points of view
We have never done an episode like this one before. The Godfather and I have been going back and forth on several issues over the length of this podcast. We decided to bring it to the front of the conversation and it went from there. Two differing opinions arguing it out. We had a good time making this episode and it was fun for us.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Episode 24.5- Just Fratzed, Just Saying
Happy Friday!! We are having an exceptional week and you better be having one too. If you want to get right to the questions and skip over a couple baseball stories go to the 7:30 mark in the show.
I drop some good questions on The Godfather this week. See if I finally stump him. I will give you a little insight and tell you that I strike a nerve with The Godfather and if you want to hear a little of why he is called the Godfather, this is the episode.
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
Proactive programs in your business can create a wedge between you and your competition. It is or can be a difference maker in your daily sales. Today we discuss the differences in being proactive with clients instead of reactive to their needs.
Dentist vs. Doctor
The Benefits of Proactive Services
- Helps with Time Management
- Prevents headaches that can cause customer dissatisfaction
- Creates Customer Loyalty
- Referrals will increase and make your wallet fatter.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Happy Friday everyone in the podcasting world. We are back with a new episode of our Friday special show and thank you for taking a few minutes to listen. I almost got him last week with a good question. This week I hit him with a few tough ones but the Godfather brings it strong this week. If you are looking to reach more important people with email we discuss what the subject line should be to get that person to read that email.
One of the funniest things you will hear from our podcast is on this show. Some of the things that happen in Florida may amaze you.
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
In today’s episode we discuss some books the Godfather would recommend to every person whether they are a sales manager, sales professionals, business owners and entrepreneurs. You can find the Amazon link below each listing to become more familiar with it.
- Willie's Way by Phillip Van Gooser
Wooing customers to create loyalty
Willie's Way
- Fish by Stephen Lundin, Harry Paul and John Christensen
Ways to improve morale and results with a dysfunctional and non-productive team.
Fish
- Little Black Book of Connections by Jeffery Gitomer
Relationship building and Networking skills
Little Black of Connections and Relationships
- Maxwell Daily Reader by John Maxwell
365 days of insights to develop
Maxwell Daily Reader
- The Essential Wooden by: John Wooden
The basics skills to become a great leader
The Essential Wooden
I also recommend two recent books I have read. These two are very focused on growing personally along with business.
Third Circle Theory
Third Circle Theory
The Four Agreements: A Practical Guide to Personal Freedom
The Four Agreements
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Ep 22.5- Just Fratzed, Just Saying
This show is packed with energy from the start. The Godfather is testing my patience with knowing the answer to everything. I almost get him this week. I was so close to stumping him. I pose a question to our listeners. What do you fear in sales? Why do you think you fear parts of your job? Do you fear anything? This is an interesting question the Godfather delves into shortly after the start of the show.
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 22 – Sales Trickery gives us all a bad name
This is the week before April Fool’s Day and we wanted to discuss some of the tricks that some sales people try to pull to get a deal or pull the wool over some of their customers.
These tricks are basically lies and this will make you a high level crapbag, the worst of all crapbags. We will discuss email tricks, phony social media tricks, relationship lies and empty promises and more. This is show we have some fun with but it is very serious and it ruins the rest of the sales profession. These tricks may work when you start but they will come back to hurt you and your organization in the long run. You don’t need to do this and if you are, stop. Just stop.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Happy Friday everyone!! Thank you for listening and we appreciate all the people giving us some of your valuable time.
Today is a very different show than you may be expecting. The Godfather decides to change things up a little and today the producer becomes the chump. One of my best editing shows to date, no question. Today, you will hear what I think about managers and the type of items I think are important in a company. Also, I have been asked two impossible questions. The Godfather brought it strong today.
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
Crapbags exist all around us. Are you a crapbag? Are you working with a crapbag? The Godfather transforms into a crapbag for today’s podcast. He plays the perfect role. Here are some of the top 5 traits of being a perfect crapbag.
This was a fun show to make and hopefully you like it.
- Working 9 to 5 ONLY
- Training is such a waste of my valuable free time
- Prepared in less than 15 seconds flat
- Not using personal money to increase your sales
5a. Prospecting is old school and over rated
5b. My bills are paid, what else do I need
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Episode 20.5- Just Fratzed, Jusy Saying
Let’s get this day moving forward in the right direction. It’s the day after St. Patrick’s Day and many of us want to stay in bed and recover. NO!! You have time to recover tomorrow. Let’s get after it and set up next week or push for that close today. No time to wait.
Are you looking to move to management? Find out one characteristic or activity that every manager should do to impress the Godfather. We also discuss a great activity that you can do with your kids that you probably haven’t done in quite a while.
Happy Friday everyone!!
Thank you for listening and we appreciate all the people giving us some of your valuable time.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
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. It is a holiday week this week on March 17th and if any listener comes to Alabama Joes on March 17th from 1-3 the Godfather will not only purchase a green beer for you(as long as you are 21) but will provide some valuable sales information. Hope to see you there.
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 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
Sales referrals networking closing skills cold calling
Ep 19.5- Just Fratzed, Just Saying
Do you want some quick information and tips on cold calling? Get off to a great start this Friday morning with The Godfather and Jake. We will not only entertain but educate, well at least the Godfather will educate you.
Let’s get going this morning. Get the cup of coffee and get on the phones. How many new opportunities do you have ready to go next week? If you are not at the point you want to be then let’s get it done. Add some appointments with some cold calls this morning. Let us know how you are doing.
Happy Friday everyone!!
Thank you for listening and we appreciate all the people giving us some of your valuable time.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
The first full week of March and we (mostly just the Godfather) are getting started with a positive attitude. We don’t have much cold weather here in Florida but I’m sure most of the country is ready for 70 degrees and sunny. We start the show discussing college basketball and March madness right around the corner.
At the 6:30 mark we get started discussing the topic today. Attitude plays such a big part in being positive and the results will change drastically. The Godfather discusses a class that he teaches concerning attitudes at every level of business. Sales people, managers and even entire businesses. We learn about the 30 / 20 /50 rule to having a better attitude. Starting your day on a negative note will ultimately affect everyone and their results.
I have asked about customers and if they are always right before in one of our Friday episodes but Ed will go a little further into it here.
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 - ed@fratzed.com
Sales referrals networking closing skills cold calling
Ep 18.5- Just Fratzed, Just Saying
This is the first official episode of March and I can’t believe how fast the year is moving along. Don’t waste your time and start the Friday off right. Push yourself to finish today with excitement, energy and with a purpose.
We start the show with a couple highlights and upcoming announcements. Stump the chump is based on a theme this week. The theme is referrals. If you are interested in getting a little deeper into when to ask and how to pass referrals, then this is the show for you.
If you ever come to Boynton Beach, Florida there is a bakery here that we discuss my new favorite dessert. It is named after a famous television hero to many.
Thank you for listening and we appreciate all the people giving us some of your valuable time.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
Episode 18- Using Social Media to Grow your Business
Social Media is growing every day, every hour, every minute, every second of the day. Facebook, Twitter, Periscope and Instagram are the leading social media platforms that can bring customers directly to you and your business. The Godfather believes that social media is great but it needs to be complimented with meeting clients face to face. Get out to the networking events and get in front of people because you are the face of your organization. However, in this episode we discuss the leading social media platforms and how to increase sales using these applications.
We cover some that I am sure you know about and some you may have never heard of before. Twitter, Facebook, Snap Chat, Instagram, Periscope, Blab and our personal favorite LinkedIIn.
If you are not familiar with social media it is time to start using it. You are being left behind. It is time to take some time and learn how to use them and set them up. Everyone is carrying a device that can access these sites and are using them to grow their business. The Godfather gives you an overview of each and how to use them.
The Godfather recommends checking out www.jonathantripp.com to learn more about using social media to grow your sales and your business. He is an expert in all social media platforms. He has a blog and several outlets to learn more.
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
Sales referrals networking closing skills cold calling
Episode 18- Using Social Media to Grow your Business
Social Media is growing every day, every hour, every minute, every second of the day. Facebook, Twitter, Periscope and Instagram are the leading social media platforms that can bring customers directly to you and your business. The Godfather believes that social media is great but it needs to be complimented with meeting clients face to face. Get out to the networking events and get in front of people because you are the face of your organization. However, in this episode we discuss the leading social media platforms and how to increase sales using these applications.
We cover some that I am sure you know about and some you may have never heard of before. Twitter, Facebook, Snap Chat, Instagram, Periscope, Blab and our personal favorite LinkedIIn.
If you are not familiar with social media it is time to start using it. You are being left behind. It is time to take some time and learn how to use them and set them up. Everyone is carrying a device that can access these sites and are using them to grow their business. The Godfather gives you an overview of each and how to use them.
The Godfather recommends checking out www.jonathantripp.com to learn more about using social media to grow your sales and your business. He is an expert in all social media platforms. He has a blog and several outlets to learn more.
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
Sales referrals networking closing skills cold calling
Happy Friday my friends!! We have an extra special show today. Why you may ask? We have another reason to celebrate today and you will have to listen to find out why. Everyone who listens to this show has something to do TODAY! Send someone we all know a message today. You will learn the message you should send when you listen. Pull out your cell phone and send a message. We have three ways to do it.
Thank you for listening and we appreciate all the people giving us some of your valuable time.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
Sales, Referrals, networking, cold calling, Sales
Episode 17- Success starts with your questions.
I first want to say, I discussed my trip to England and Ireland. It was a great trip and I probably discussed it a little more than I should have done. If you want to skip all that stuff and start the episode when we get into the meat of the show go to the 11:45 point of the show. It’s a little abrupt but we kept talking for 10 more minutes about the Super Bowl and this was the place to move on.
This episode is about questioning and improving your closing ratios with the proper questions at the beginning of the sales process. Get out your notebook and take some notes on this episode. The Godfather is going to go over his most popular twelve questions that can set you up for success in the sale and gaining the customers trust in any move in the future.
You don’t need to use all these questions and go through them like a robot but they are a guideline to some of the things you may not consider when meeting with a potential customer.
If you are looking for a differentiator between you and the competition start here. We can guarantee your competition is not asking these questions.
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
sales, cold calling, referrals, prospecting, closing skills, negotiations
Ep 16.5- Just Fratzed, Just Saying
It is that time of the week again. IT’S FRIDAY!! We have some good questions this week for the Godfather and I am still trying to “Stump the Chump.” He seems to have an answer for everything. We come to you today to discuss some new things that Ed is working on for our listeners. Don’t miss it. You will not be disappointed with the opportunities coming your way to make you a better sales professional. Listen today and email Ed to get set up with the first online training session.
Any technique you are looking to improve on will be offered. Get the training you need to make your wallet fatter. Don’t be a crapbag, invest in yourself and hone your craft.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@fratzed.com
This week we decide to have a little fun and discuss some of The Godfather’s favorite sales movies. We have a top 5 list but of course we actually have 6 or 5.5 as Ed says. Each movie is entertaining and overall a great movie but each has a different quality each sales person could use or emulate. If you haven’t seen any of these movies spend a couple bucks and watch them.
Here are a few hints to a couple of the movies Ed loves:
-“show me the money!!”
-Affleck and Diesel
-“fat guy in a little suit”
-Will Smith
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@justfratzed.com
Episode 15.5 – Just Fratzed, Just Saying
Give me an F. Give me an R. Give me an I. Give me a D. Give me an A. Give me a Y. What does that spell? I can’t hear you. What does that spell? That’s right, FRIDAY!!!
Do you think The Godfather uses abusive language with his sales people? Find out today.
It’s our favorite day of the week and we are here to send you into the weekend with some excitement. If you are interested in getting some information on how the Godfather can help you succeed please reach out to us. I promise you the Godfather is going to give you knowledge that will help you. No matter what stage you are at in your sales career.
Do you want to hear a great story from a listener about being a crapbag? Download the podcast and start listening.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
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@justfratzed.com
Ep 14.5 - Just Fratzed, Just Saying
It has been a long week and now we have one more full day of hard work ahead of us. This Friday make sure you go into the weekend with some motivation. Happy Friday everyone!! I actually sing a Guns N’ Rose’s song. I hope you miss that part.
Stump the chump is my favorite time of week so I started off with a dousy for The Godfather. Do you want to know any of the Godfathers political thoughts? Listen now!!
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
Episode 14- Everyone loves Prospecting Part 1
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 review. Let everyone know how you feel about the podcast.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
Ep 13.5 - Just Fratzed, Just Saying
Happy Friday!! It’s been a great week and you are getting ready to finish the week strong. Take a quick listen to some questions I asked the Godfather. Want to earn some credibility with a potential client? Get some information here.
www.fratzed.com
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
The first part of the episode details a mistake I have been making for a few episodes and I didn’t even realize it. We also discuss Blab, a new social media application that we will be using soon to meet some of our listeners and complete some of the upcoming podcasts.
At the eight minute mark we hop directly into the show and discuss a great episode 13 concerning luck in sales.
There are two highways in our lives and they run parallel for much of our life. One highway is preparedness and one highway is opportunity. These two highways intersect occasionally and you cannot control the highway of opportunity. However, when these two highways intersect you need to be prepared for the opportunity. Invest in yourself, your career and be ready when your opportunity arises.
Three ingredients of getting lucky
- Preparedness
- Hard work
- Expect Success
At the end of the podcast you can hear a very inspiring story about taking advantage of an opportunity where the Godfather himself was prepared to succeed.
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@justfratzed.com
We have another week ending episode with The Godfather and Jake from State Farm. What do you think is the Godfathers favorite ice cream? Not at all what I expected. Check it out.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
Thank you for joining us for the 12th episode with the Godfather. We have had a great time making these podcasts and I know I have been able to add some great tools to my sales tool box. The Godfather and I discuss our introduction to football as kids and the crazy weather the professionals play in. At the nine minute mark we get started discussing your ability to gain loyal customers.
This episode is for everyone that works with customers. Starting the year off on the right foot is by taking care of your customers you had in 2015. Most products or services are similar in functionality and price and for the most part are the same. There is only one differentiator, you. Make it a priority, today.
How much does it cost you to lose a customer you worked so hard to get?
Why create customer loyalty?
- Repeat Business
- Referrals
- Continuous Revenue Stream
Forms of Loyalty Creation
- Awesome buying experience
- Proactive Services
- Memorable, Unique experience that separates you from the competition.
The Godfather gives some great examples of companies and sales professionals leading by example and growing customer loyalty.
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@justfratzed.com
We have another week ending episode with The Godfather and Jake the Snake. What do you think is the Godfathers favorite day of the week? I was surprised of the day and the why. Check it out.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
The Godfather is back with some more great information. We talk sports as usual to start the show for a few minutes discussing sports.
At the 11:20 minute mark we get started discussing the following reasons on why sales people fail to be successful.
Number 5- Poor Presentation Skills
Number 4 - Listening Skills
Number 3 - Questioning Skills
Number 2 - Prospecting Skills
Number 1 – Preparation Skills
**IF YOU NOTICE EACH OF THESE ITEMS LISTED IS A SKILL. THEY CAN BE PRACTICED AND YOU CAN IMPROVE THESE AREAS. THESE ARE NOT NATURAL, THEY IMPROVE WITH PRACTICE. USE SOME TIME AND PRACTICE PRESENTING, PRACTICE LISTENING. YOU WILL GET BETTER WITH JUST A LITTLE DEDICATION.
As always 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@justfratzed.com
We have another week ending episode with The Godfather and Jake the Snake. What do you think is the perfect day for a sales person? Another packed show with some great information for the sales professional.
Send us pictures of your #Iamnotacrapbag tshirt and spend some quality time with The Godfather getting some invaluable information.
Thank you for listening. Subscribe and give us an ITunes rating, Today.
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
Episode 10 – Not just goal writing but achieving goals!!
Holy S#&t! We have gotten through ten episodes. We have been so fortunate to get through the first ten. We can’t thank you enough for listening and giving us the some great feedback. We have the best listeners in the world and we want you to know how much we appreciate your input.
Please don’t forget about our contest that will give one lucky winner a free hour of sales training with The Godfather. Send in your pictures with the #Iamnotacrapbag T-shirt.
It is the 2016 and it is time to get started on the resolutions we are all trying to accomplish this year. At the 5:30 minute mark we start talking about the New Year’s resolutions that each of us do. This is all about setting goals and achieving those goals.
Writing goals is like writing a movie. The goal is the end of the movie. How do you get to the end of the movie? You have to write the script of the movie and follow it to the end. Write a good script and you will accomplish your goals.
The best way to start reaching your goal is by finding an accountability coach. Someone that will hold you accountable and help you stay motivated. This is an extremely important part in reaching your goals in 2016.
Have you ever written a personal mission statement? Learn to do it here, today.
We are going to cover four types of goals. Maintenance, wasted, life changing and mission centered. Learn about the S.M.A.R.T. way to write and achieve your goals.
S-Specific
M-Measurable
A-Attainable
R-Realistic
T-Time Based
**IF YOU ARE LOOKING FOR AN ACCOUNTABILITY COACH, YOU CAN REACH OUT TO THE GODFATHER AND HE WILL BE YOUR PERSONAL ACCOUNTABILITY COACH.
As always 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@justfratzed.com
Episode 9- The needs vs. the wants
Thank you again for taking your time and listening to our podcast. We are extremely proud of how it is coming together and the feedback we are getting is exceptional. We can’t thank you enough.
We start the show off with just some personal moments revolving around the upcoming holidays. It is always good to go back and realize why we do what we do. It starts with memories involving family and friends and we can’t forget what’s important in all of our lives.
At the 9:30 mark we get into the show. This is an exceptional topic and one that EVERY sales person no matter where you work, what you sell should be valuable. The Godfather discusses the differences between needs and wants. A prospective customer will have both, but the sales professional will be able to identify the need and then position the product or service.
A need is a desire to have something fixed.
A want is a desire to possess something.
Every customer has one of four needs:
Financial, Image, Productivity or Safety- YOU MUST FIND OUT WHAT IS IMPORTANT TO YOUR CUSTOMER.
As always 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
Email - ed@justfratzed.com
Episode 08.5 - Just Fratzed, Just Saying
In this quick episode we go through some questions for The Godfather. Some are sales related and others are just off the wall questions. If you want to submit a question for The Godfather to answer please email it or send via twitter. We will be doing this type of show every Friday. Finish the week strong and start the day with some goals and make sure you finish them.
If you haven’t subscribed to the podcast yet, please do so. We appreciate all you are doing to help us be successful.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
We start the show discussing some of the ways you can hear more training from The Godfather. The Godfather uses Facebook, Twitter, Periscope and Blab. Check him out on these great new social media applications. See us in the palatial studios putting this podcast together.
Don’t forget to purchase your #Iamnotacrapbag t-shirt and enter the contest. One full hour with The Godfather is the prize to discuss whatever you want to work on with him. Contest ends February 15th.
We start the podcast discussing successful people and some of their performance levels on Fridays. They don’t end the day at lunch time, they keep going strong after lunch. Don’t be a Professional Crapbag.
This episode is really about giving everything you have to be successful. Stay focused and push yourself. You will find a way to meet those goals. 2015 went by so fast; this is your time to prepare for 2016. Get out of the gates fast. Find ways to reach out to your clients, send thank you notes, people are in the giving mood so ask for referrals.
As always 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@justfratzed.com
Episode 07.5 - Just Fratzed, Just Saying
In this quick episode we go through some questions for The Godfather. Some are sales related and others are just off the wall questions. If you want to submit a question for The Godfather to answer please email it or send via twitter. We will be doing this type of show every Friday. Finish the week strong and start the day with some goals and make sure you finish them.
If you haven’t subscribed to the podcast yet, please do so. We appreciate all you are doing to help us be successful.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Twitter- @fratzed
Email - ed@justfratzed.com
We start the show with a big announcement that everyone will want to get in on. You will not want to miss this opportunity.
We discuss the reasons that sales professionals are just getting by and being average. This sales person only makes the required number each sales cycle. The minimum requirement is a by-product of barely being visible to anyone and being the clock watcher. Bring some value to the meetings and to the rest of the team. Take on an extra project that may be available. Going the extra mile is required to make your wallet fatter. The Godfather is going to discuss this in more detail. The type of activities you can do to get a better result and move forward faster.
We discuss a book that is an easy read that will give you an idea of how to get to the next level.
212 degrees-the extra degree
Another great story from The Godfather he heard while at a speaking engagement is told to give you an idea of what showing up is all about. If you like sports you will like this story. The Godfather answers another great question from a listener who is looking to move into a sales management position.
As always 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
Email - ed@justfratzed.com
06.5 - Just Fratzed, Just Saying
We have another week ending episode with The Godfather and Jake the Snake. Do you know what beer The Godfather prefers? I bet you will never guess…
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 6- Only Crapbags have Excuses.
On today’s podcast we are discussing how excuses can create an environment that is not conducive for any sales professional. This is a no excuse zone. Sickness, vacation, high quotas will not be tolerated or accepted as excuses. The Godfather discusses ways to overcome these excuses and start moving in the right direction.
We start the show with a new project in development and there is a big announcement coming in Episode 7. We move right into the types of excuses and how sales professionals and sales managers will use them for not making quota and getting behind each month. The Godfather tells a great story about an individual that was in his training class and his miserable excuse that everyone has heard at least once. Some excuses may have worked with some people but they are not acceptable to the Godfather.
Excuses, if allowed, will set the sales professional up for failure over the sales cycle. Exceed your sales expectations by eliminating the excuses and getting the job done. Create a plan to exceed your requirements and then execute on the plan. This can lead to a fatter wallet, looking good for upper management and building a stronger business.
Instead of selling excuses, get out there and sell your product or service.
As always 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.
REVIEWS, REVIEWS, REVIEWS!!
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 051 - Just Fratzed, Just Saying
In this quick episode we go through some questions for The Godfather. Some are sales related and others are just off the wall questions. If you want to submit a question for The Godfather to answer please email it or send via twitter. We will be doing this type of show every Friday. Finish the week strong and start the day with some goals and make sure you finish them.
If you haven’t subscribed to the podcast yet, please do so. We appreciate all you are doing to help us be successful.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 5 – Effective Networking, WITHOUT your business cards
We start the show off with me having a bit too much energy quite honestly. Sometimes I get way to excited to get the podcast going. I also apologize for my hacking throughout as it was cold this week in Florida, I think it hit the 60’s one day. The Godfather discusses his new favorite place for him and his son to visit.
At the 9:15 mark we get into the show. The Godfather starts by discussing the problems with social networking and how real networking is done. Networking is essential when it comes to building solid funnels full of prospective customers. The biggest issue is people think they can go and hand out a bunch of business and they are going to start making some sales. This will get you slapped by The Godfather.
A professional networker gets appointments while networking and The Godfather helps you get started.
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.
REVIEWS, REVIEWS, REVIEWS!!
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 3- CONT Don’t hire the wrong person!
We pick up where The Godfather left off. We discussed what Human Resources tries to do to speed the process up with their questions. However, are they the right questions? We start the podcast off with some sample questions The Godfather may ask an applicant. Jake answers these questions as though he was in an interview and Ed gives his opinion about the answers provided.
There are a few stories told about applicant’s Ed interviewed over the years. Some good and some not so good but overall you will be able to see what should be important to the hiring manager.
IS THE APPLICANT WILLING TO WORK? IS THE APPLICANT WILLING TO PUT IN THE TIME AND ENERGY TO BECOME THE BEST THEY CAN BE?
This has nothing to do with experience or knowledge but with work ethics. This should be the deciding factor.
The Godfather also goes through some points from the legendary Jack Welch that he would look for in every employee.
Iamnotacrapbag
Just Fratzed Sales Training Website
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 4- The Silver Bullet, Getting Referrals
Thank you for coming back and listening. This is a fantastic podcast, full of information that will make your wallet fatter. This episode is a must listen if you are looking to raise your closing percentages.
I had a rough day and I can’t believe that I forgot such an important event. I hope you did not forget and were able to take advantage of an unbelievable promotion. We have a light conversation about wrestling as well.
Getting appointments lead to more sales. If you are able to get quality referrals from existing customers you will make your wallet fatter, faster. A prospect that receives a recommendation from a business associate is more likely to give you the opportunity to explain your product or service. To be successful you need to get more of these opportunities. Cold calling is required but if you can simply get over referral aversion and ask for it, you can be more effective closing. The Godfather discusses how to get over referral aversion, the types of referral and how every customer will be expected to give you referrals.
Business Networking International
This is our fourth episode and it is time to go to Itunes and give us a review. It helps us help more people by moving us up the ranks in Itunes. If you can find a couple minutes we would really appreciate it.
Iamnotacrapbag
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
Episode 2- Don't hire the wrong person!!
Thank you for coming back to the podcast. After getting to know The Godfather a little bit better we start the show with a little history lesson about boxing. Once again, The Godfather showing he can speak to just about anything except new rap music.
At the seven minute mark we get into the program. This not only benefits the sales manager but a sales professional looking for advancement. The sales manager must reach a sales quota and if they don't hire the right person they will struggle to hit that number many months in a row. Human Resources will not help you with acquiring the right person or eliminating the wrong person by trying to control the process. This is where we learn of the new term "Crapbag."
Upper management does not want to hear the excuses and it will start with the interviewing processes. Managers have to be ready and make the process a priority as much as the candidate. This will make or break your year and The Godfather helps you with the process.
Thank you again for listening and we look forward to hearing from you with feedback or questions.
Just Fratzed Sales Training Website
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com
This is the very first show with The Godfather of Sales Training, Ed Fratz. He has been a corporate sales trainer for many years. He started training at a Fortune 15 company and noticed that many organizations are not able to provide quality training to the sales people. He then created Just Fratzed Sales Training. The Godfather has had the opportunity and pleasure to train thousands of sales professionals and speak at large sales conventions across the United States and now he wants to offer his knowledge to you. If you are in any type of sales, sales management or entrepreneur this podcast is for you.
The Godfather is offering protection to you. He wants to protect you from FAILING.
We want to give you some background on us both, mostly The Godfather. Ed explains his sales career and how he has become one of the best in the business. He describes his history in sales and you will actually learn about a “secret” ingredient Ed would use in one of his very illustrious positions.
A new podcast will be available at least once a week. There may be an extra show or insight here or there that can help you or motivate you throughout the week. This podcast is dedicated to the sales person trying to make their wallet fatter. We will discuss questioning techniques, referrals, excuses, being accountable, networking, cold calling, goal setting, closing and every other aspect of the sales process.
Please join us each week. We would love to hear your questions and feedback because this podcast is for you.
Just Fratzed Sales Training Website
Facebook- Just Fratzed Sales Training
Email - ed@justfratzed.com