Podcast

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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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Jun 29, 2020 • Podcast

How do I present my price?

Paul shares his thoughts on presenting price.] Show Notes: “Pricing builds perceived value. In the absence of additional information, price is the greatest indicator of quality and performance.” Discounting and negotiating are part of every culture. Pricing is an integrity issue. “If you present a price and then lower it, you’re effectively telling the customer …

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Jun 25, 2020 • Podcast

Does packaging really matter?

Paul explains why packaging is so important. Show Notes: Packaging matters because it builds perceived value. Perceived value influences your expectations. “Packaging can be a differentiator.” How can your package standout if it blends with everyone else? Be different in the way you package your product and demonstrate your product.   “You, the salesperson, you’re the …

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Jun 22, 2020 • Podcast

How do I sell unfamiliar products and services?

Paul shares three tips to help you sell an unfamiliar product or service Show Notes: Selling something new and unknown is challenging. “Most people like to stick with what is familiar and proven.” Focus on selling to the innovators and the early adopters. These two categories represent about 16% of the population. “Your unknown product …

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Jun 18, 2020 • Podcast

How do I request face-to-face meetings during a pandemic?

In this episode, Paul shares three ideas to help you get more face-to-face appointments during a pandemic. Show Notes: “Attitude matters when you’re making a request.” Don’t talk yourself out of the meeting before you have even asked for it. “Why should the customer meet with you face-to-face?” If you can’t compellingly answer this question, …

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Jun 15, 2020 • Podcast

Why and How Should I Plan In Tough Times?

Paul shares three reasons to plan and his four-part sales plan for existing customers. Show Notes: Eisenhower said, “In preparing for battle, I have always found that plans are useless, but planning is indispensable.” Churchill also said, “Plans are of little importance, but planning is essential.” So, if plans are useless and indispensable, then why …

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Jun 11, 2020 • Podcast

How do I communicate value in tough times?

Paul shares three ideas to help you craft the perfect message in tough times. Show Notes: In a crisis, words matter. Remember Tony Hayward’s comments in the 2010 BP oil spill? BP’s CEO, Tony Hayward, was apologizing for the disruption and devastation of the event and he said, “…there’s no one who wants this thing …

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Jun 8, 2020 • Podcast

How do I find opportunities in tough times?

Paul shares three ideas to help you find new opportunities during tough times. Show Notes: What can Corn Flakes, French Dips, and Caesar Salads teach us about selling? Accidental innovation happens all the time. However, success only happens if you view that innovation through an opportunistic eye. When we’re stuck in our old ways, we …

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Jun 4, 2020 • Podcast

What are the best sales habits to embrace?

Paul shares seven habits that will lead to your sales success. Show Notes: “Your results at the end of the day, the month, or the quarter directly relates to your habits.” 95% of top-achieving salespeople are doing this one thing, are you? “If you embrace this one habit, you’ll have more business than you know …

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Jun 1, 2020 • Podcast

How do I sell to the buyer who wants the bare minimum?

Paul shares one powerful idea to sell more effectively to the narrow-minded buyer.   Show Notes: Buyers will simplify their decisions to focus the conversation on price. Buyers will take a narrow view of their needs and choose the bare minimum. When buyers view their needs as generic and simple, they will satisfice. “Satisficing means choosing …

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