Podcast

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Aug 3, 2020 • Podcast

How do I spice things up with existing customers?

Paul shares three tips to spice things up and create more value for your best customers. Show Notes: If your customer relationship feels like a marriage heading the wrong way, you have to listen to this episode.  Salespeople get complacent. Complacent sellers rarely see ways to improve their end-to-end experience.  Embrace a positive sense of …

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Jul 30, 2020 • Podcast

How do I get salespeople to focus their time on the right opportunities?

In this episode, Paul shares three tips to help salespeople focus their time on the right opportunities. Show Notes: For salespeople, time is the currency they invest. How salespeople spend their time will determine whether they are successful or not.  Sales leaders are frustrated that sellers are going after the wrong slice of the market, …

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Jul 27, 2020 • Podcast

Why do salespeople offer unprompted discounts?

Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story that prompted this episode.  “I told the guy that …

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Jul 23, 2020 • Podcast

How do I turn service into sales?

In this episode, Paul shares four ideas to turn service into sales. Show Notes: Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don’t just be a salesperson.  Leverage your service team. Your service team includes engineers, designers, programmers, service technicians, …

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Jul 20, 2020 • Podcast

Should salespeople have pricing authority?

Paul shares five reasons why salespeople should NOT have pricing authority. Show Notes: Under no circumstances should salespeople have pricing authority! Pricing is strategic because it impacts profitability.  Salespeople are emotional and irrational (So is everyone). Salespeople will feel the pressure and cave in and discount. Savvy buyers know how to make the seller feel …

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Jul 16, 2020 • Podcast

How do I create a positive first impression?

In this episode, Paul shares why first impressions are critical and how to create one. Show Notes: “A first impression is a lasting impression.” This idea is based on confirmation bias. Confirmation bias means that we interpret new information in a way that confirms what we already believe.  In the middle of the word impression, …

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Jul 13, 2020 • Podcast

How do I meet with and sell to high-level decision makers?

Paul shares his thoughts on meeting with high-level decision makers.  Show Notes: Our research shows that getting in front of the ultimate decision maker is the greatest challenge facing today’s sales professionals. That’s why only 10% of the sales population makes it to this level.  There are several reasons we need buy-in from a high-level …

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Jul 9, 2020 • Podcast

How do I motivate my sales team?

In this episode, Paul shares his thoughts on motivating your sales team. Show Notes: Top-achieving salespeople are more motivated than they are talented. The key is to create an environment where your sales team can motivate themself. Salespeople have a target to hit. Their job is to hit that target, whether it’s good times or …

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Jul 6, 2020 • Podcast

Why should I take a vacation?

Paul explains why taking a vacation is so critical Show Notes: “It’s okay to unplug and distance yourself from this challenging sales environment.” Salespeople are the equivalent of elite athletes. Even the most elite athletes take a break. Pull a Rodman and blow off some steam. A little break from the day-to-day can help you …

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Jul 2, 2020 • Podcast

How do I get out of a sales slump?

In this episode, Paul shares ten tips to get out of a sales slump. Show Notes: Dr. Seuss can help you get out of your slump, but un-slumping yourself is not easily done. “No matter how successful you are, you’ve experienced a slump.” Tip number one, make more calls. Generating activity is critical. With all …

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