Podcast

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Jun 27, 2022 • Podcast

What if procurement is stalling my deal?

Paul shares some ideas on how to move that deal past procurement and on to the close. Show Notes Reach out to other decision makers on the project and have them champion your solution with procurement. Introduce a benign sense of fear. What does that mean? Find out what scares this procurement buyer more than …

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Jun 20, 2022 • Podcast

How do I remain steadfast through struggle?

Paul shares some inspiring advice to help you remain hopeful even when you are struggling. Show Notes Your faith (in your success) has to be greater than your fear (of failing). “Not failing” is not the same as succeeding. Make your dreams bigger than your doubt. “Dream big enough to make your bones itch.” Tom …

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Jun 15, 2022 • Podcast

How do I handle price increases? with Jeb Blount

Paul interviews renowned sales author, Jeb Blount, about his newest offering, Selling the Price Increase, available June 15, 2022. Show Notes “Your primary role is to make your customers happy. Price increases don’t make them happy.” Jeb Blount What’s in the buyer’s mind when you ask for a price increase: What’s in it for me? …

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Jun 13, 2022 • Podcast

How do you know if a recession is coming?

Paul shares some insights on the indicators of a recession. Show Notes “The stock market has predicted nine of the last five recessions.” Paul Samuelson, American economist. (Maybe don’t just look at the stock market.) Purchasing Managers Index is above 50% (at the time of recording) but trending downward. Inflation and the Federal Reserve’s reaction …

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Jun 6, 2022 • Podcast

What if your main customer contact leaves?

Paul provides seven tips to deal with the inevitable issue of losing your main contact. Show Notes  How many good relationships do you have within your top customers? How many should you have?  When meeting the new decision maker, reinforce the popularity of your solution. Discuss your new key contact’s expectations and goals. When transitioning …

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May 31, 2022 • Podcast

How do I sell in a competitive bidding environment?

Paul lays out your rights, as the salesperson, in the competitive bidding process. Show Notes Let the customer know your rights as the salesperson: Access to the information you need to compile your proposal Access to decision makers To know the selection criteria To know who the competition is “If you’re willing to put your …

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May 23, 2022 • Podcast

How do I get more face-to-face meetings?

Paul provides some great tips for getting face-to-face meetings with that remotely working buyer. Show Notes Sellers need to have a compelling reason why the buyer should meet with them in person. Test your relationship with the customer. Reach out to them and ask for a favor: “Can I take you out to lunch?” Offer …

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May 16, 2022 • Podcast

What if the buyer withholds information or refuses to answer questions?

Paul addresses this common tactic designed to throw you, the salesperson, off your game. Show Notes Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect? Always get permission to ask questions. Be transparent and ask the buyer why they’re hesitant to share information. Rebalance the pressure. (Tune in to …

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May 9, 2022 • Podcast

What if my customer or prospect wants a different go-to contact?

Paul shares some thoughts on the sanctity of the customer/seller relationship. Show Notes “It is not my prospect. It is not my customer. It is our prospect. It is our customer.” It’s not just one person who will manage the end-to-end customer experience, it’s a team of people. Be objective in determining who is better …

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May 2, 2022 • Podcast

What should I do for my next sales meeting? with Molly Mullins

Paul discusses post-pandemic trends in meeting and conventions, and the benefits of in-person gatherings, with Molly Mullins of Seven12 Management (an association management company). Show Notes “You will not believe the benefits that you will reap, again and again and again, with your team: having them back in a room together, having them network together, …

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Selling Through Tough Times

Selling Through Tough Times

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Value Added Selling

Value-Added Selling (4th Edition)

The global, go-to guide that started the Value Selling Revolution - now updated for today's market.

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