Podcast

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Jul 22, 2021 • Podcast

How do I sell to the corporate executive?

Paul continues his series with another high-level decision maker: the corporate executive. Show Notes Corporate executives make decisions based on career advancement. They want to make the right decision, but also the popular one. With these decision makers, “highlight the prestige your solution can help them achieve.” Present your solution as one that fits within …

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Jul 19, 2021 • Podcast

How do I sell to the financial executive?

Paul continues his decision-maker series by focusing in on the financial buyer (CFO/Controller). Show Notes These decision makers (DMs) help the other DMs make better decisions. Their science is accounting, and numbers don’t lie. “Always determine the power-base distribution in the opportunity that you’re working.” “These financial buyers may not be the ultimate decision maker, …

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Jul 15, 2021 • Podcast

How do I sell to technical influencers?

Paul outlines the next decision maker in the series: technical influencers. Show Notes If this challenging decision maker likes your solution, they’re going to help you immensely. “They are focused on….” These decision makers are skeptical of salespeople and will challenge your data. Avoid surprises, hunches, intuition, speculation. Eliminate the “human” factor. Brand new is …

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Jul 12, 2021 • Podcast

How do I sell to influencers and end users?

Paul continues his decision maker series: Level II—influencers and end users. Show Notes  These are down-to-earth, practical people. Think the way they think. Level IIs want to avoid things that are too complex, disruptions, hypotheticals, overexposure. “They want something that is….” “[These decision makers] are influential in the decision because their opinion is their power.” …

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Jul 8, 2021 • Podcast

How do I sell to procurement buyers?

In this first of five series on the different levels of decision makers, Paul lays out the strategy for selling to procurement buyers. Show Notes The procurement buyer’s job is more challenging than ever before. They are the most price sensitive of all the decision makers. They’re just doing their job. If price becomes an …

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Jul 5, 2021 • Podcast

How do I make the most of my vacation?

Paul extols the benefits of taking time off. Show Notes  Don’t wait! Get that vacation on the calendar. To enjoy it to the fullest, take a couple of days before your vacation to get into “vacation mode.” Completely unplug from work. Get out of the environment that causes you stress. You’ll come back reinvigorated, but …

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Jul 1, 2021 • Podcast

How do I get feedback from my customer?

Paul shares tips on how to elicit feedback from your customers and just how important that is. Show Notes  “Feedback is what’s going to make you better.” List the value-added extras you offer your customers. Ask your best customers which of those extras are more important. Ask your customer, “Why do you do business with …

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Jun 28, 2021 • Podcast

What can golf teach us about sales (and life)?

Paul touts the mental resilience of Jon Rahm (2021 U.S. Open champ) and how to apply that to sales…and life. Show Notes:  Those frustrating setbacks, out of our control, are painful, but they propel us forward. Shrink your big goals to manageable targets. “Don’t look at the ‘leaderboard.’ Look inward at your own potential. Tap …

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Jun 24, 2021 • Podcast

How do I get a meeting if the buyer is not interested?

Paul addresses a challenge that plagues all salespeople: getting a meeting with a disinterested buyer. Show Notes  Is your pipeline overflowing? Get a referral. “One referral is worth….” On your final attempt to get a meeting, clearly state your value proposition. Don’t be a prisoner of hope! *** Learn more: https://www.theqandasalespodcast.com. Click here to pre-order …

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Jun 21, 2021 • Podcast

How do I compete against a big competitor?

Paul breaks down the age-old battle of the little competitor versus the big competitor. Show Notes:  You can’t out-Goliath Goliath. Play to your strengths. Remember, those big competitors are worried about you, too! Ask yourself, “How can I make it easier to do business with us rather than that big company?” Let the buyer know …

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