Podcast

Image Coming Soon
Dec 5, 2022 • Podcast

What if my customer flexes their negotiating muscles?

Paul provides the necessary strategies to succeed when your customers try to “Walmart” you.  Show Notes Never let any single customer become more than 20% of your business. That puts you in a terrible negotiating position. Shift the conversation from “price” to “money.” Listen to find out more! Create an army of internal champions. Internal …

More

Image Coming Soon
Nov 28, 2022 • Podcast

How Do I Finish the Year Strong and Stay Motivated? (Rebroadcast)

Next year starts today. It’s time to revisit your end-of-year strategy. Whether you’re the team leader or a salesperson, Paul has tips on how to stay motivated and finish this year strong. SHOW NOTES Take an open, honest look at your pipeline of opportunity, especially during times of peak performance. “Your pipeline is more likely …

More

Image Coming Soon
Nov 21, 2022 • Podcast

How do I recruit top sales talent?

Paul shares powerful tips and ideas to help you put together your sales dream team. Show Notes Create a profile. You must know what you’re looking for. The worst time to look for a salesperson is when you have a position to fill. Even if you are completely staffed, you need to maintain a steady …

More

Image Coming Soon
Nov 14, 2022 • Podcast

How should I handle unethical competitors?

Paul addresses the critical factors of doing business ethically and with integrity. Show Notes Use your high ethical standards as a differentiator between you and your competitors. Don’t stoop to your competitors’ benchmark of ethics. If you lose business to an unethical competitor, still be gracious in defeat. Earn “safety net” status. Through your frustration, …

More

Image Coming Soon
Nov 7, 2022 • Podcast

What are the benefits of a recession? Part Three

Paul completes his three-part series on the benefits of a recession with the important reminder that you’ve got to shift your mindset and focus on opportunity, abundance, and improvement. Show Notes Good times can mask bad sales behaviors. Recessions will reveal your weaknesses, which will help you become stronger. Humility is a misunderstood virtue in …

More

Image Coming Soon
Oct 31, 2022 • Podcast

What are the benefits of a recession? Part Two

Paul continues his three-part series on the benefits of a recession with three more reasons why recessions can be good for you, your company, and your customers. Show Notes Recessions will increase the number of decision makers. Why is that a good thing? When your competitors get scared during tough times and cut marketing budgets …

More

Image Coming Soon
Oct 24, 2022 • Podcast

What are the benefits of a recession?

In this podcast and the subsequent two episodes, Paul looks to inspire you to go out and find opportunities and thrive as we go through this downturn. Show Notes A negative attitude towards a recession can obscure your view from the more positive outcomes you can generate. During a downturn, your customers are looking for …

More

Image Coming Soon
Oct 17, 2022 • Podcast

What if I give the customer the wrong information?

Paul tackles the tough situation in which the seller gives the customer incorrect pricing. Show Notes Remember…everyone makes mistakes. Take ownership of the mistake and acknowledge it to the customer. Explain the misunderstanding and do your best to resolve the situation. You may win greater loyalty from the customer. Tap into your loyal customers for …

More

Image Coming Soon
Oct 10, 2022 • Podcast

What is your best prospecting tip? With Mario Martinez Jr.

Paul and Mario discuss three ways to improve your prospecting effort. Show Notes “Sales is the art of helping.” Mario Martinez Jr. “If we help, they buy. If we do good, they buy more. And if we do really, really good, we build solid relationships.” Mario Martinez Jr. “Show them that you know them. Be …

More

Image Coming Soon
Oct 3, 2022 • Podcast

What are the five secrets of the top 1%? With Brandon Bornancin

Paul and Brandon unpack the secrets to a full and successful sales pipeline. Show Notes Learn the sales-funnel math to hit your quota and be successful. “The top salespeople—they prep, they write, they prepare those scripts on all of those sales objections in advance so when they’re ready to go play that ‘Super Bowl Game’ …

More

Ask a Question

 Search

Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

Order Now
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.

Order Now