Podcast

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Dec 6, 2021 • Podcast

Why is discounting a bad idea in tough times?

Paul explains why you don’t want to discount…especially in tough times. Show Notes  Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It’s about integrity. “Eating inflationary costs may leave you starving.” Don’t discount. …

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Nov 29, 2021 • Podcast

How do I convince the buyer to change from the status quo?

Paul shares important tips on moving the customer from what they’re currently using to your solution. Show Notes  For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today. Present the opportunity value of your solution. Find a parallel between your solution and …

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Nov 22, 2021 • Podcast

How do I quantify the impact of my solution?

Paul addresses the customer’s need for quantifiable proof of your solution’s viability. Show Notes  How does your solution impact the customer’s profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? “Focus the customer’s attention on the most …

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Nov 18, 2021 • Podcast

How do you recharge when you feel drained?

Paul extols the benefits of recharging after a run of lousy sales luck. Show Notes  Make a date with your champions—your raving fans. Doing that will fill you up! Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference. “Sometimes, the best way to …

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Nov 15, 2021 • Podcast

How do I make customers aware of services without overwhelming them?

Paul warns about overwhelming the customer with too many choices. Show Notes  “A multitude of choices will create a poverty of attention.” Customers want only choices that are most relevant to their needs. Profile your customers based on their needs, then recommend those relevant services. Introduce your services in stages. Don’t spill the beans all …

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Nov 11, 2021 • Podcast

How can I use social media to create more sales? with Pat Hilton

Don’t miss Paul’s high energy interview with Pat Hilton, of Acoustic Force Media, on the importance of marketing your brand on social platforms. Show Notes  “If you can find those slots of peoples’ lives that need a solution, and it’s your solution, your product, your expertise, that’s where you find the sales.” Pat Hilton The …

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Nov 8, 2021 • Podcast

What is Bulletproof Selling? with Shawn Rhodes

Paul talks to nationally syndicated columnist, speaker, former marine, and author of Bulletproof Selling, Shawn Rhodes. Show Notes  Hope is not a strategy. Replace hope with certainty. “What things do you need to learn during this call to justify not only their time (your prospect’s time) but your time, because your time is valuable as …

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Nov 4, 2021 • Podcast

Why does customer messaging matter in tough times?

Paul provides insight as to the importance of your tone when communicating with customers. Show Notes  In the midst of ongoing pandemic fallout, you need to ensure that your customer messaging strikes an empathetic tone. Put yourself in the position of the customer: think how they think and feel as they feel. Before clicking SEND, …

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Nov 1, 2021 • Podcast

Why are fewer choices better?

Paul explains why limiting the options you give the customer is beneficial all around. Show Notes  Give the customer three options. Any more than three create angst and indecision—or worse—the wrong decision. Guide your customer to the option that will most completely satisfy their needs: “The choice is yours, but based on the information you …

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Oct 28, 2021 • Podcast

Who are tough timers?

Paul shares seven characteristics of tough timers.  Show Notes  Resilient – Tough timers push through those tough moments. Track your response to adversity to determine how resilient you are. Visionary – Tough timers look past the pain of the present. You must have a vision of a brighter future. Pragmatic optimist – Tough timers embrace …

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Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

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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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