Podcast

Image Coming Soon
Feb 25, 2021 • Podcast

How do I get past gatekeepers?

In this episode, Paul shares five tips to get past gatekeepers. As always, you’ll need to create value.  Show Notes: How on earth could a candy dish create so much value? Build that rapport and get to know the person in front of the gate.  The gatekeeper has to be convinced of your expertise before …

More

Image Coming Soon
Feb 22, 2021 • Podcast

How do I differentiate when my competitor is making the same claims?

In this episode, Paul shares three tips to differentiate your solution even if the competition claims they can do the same things.  Show Notes: “Don’t just sell products; sell the bundled package.” The goal is to create barriers that prevent a direct comparison. Acknowledge the general similarities between you and the competition. This builds credibility. …

More

Image Coming Soon
Feb 18, 2021 • Podcast

How do I get additional meetings (even when the customer doesn’t want to meet)?

On this episode, Paul shares tips to get you back in front of the customer. A trigger event causes the buyer to be more open to your solution. Reference something new you can bring to the table. Talk to your internal champions and conduct a …. “The more informed you are, the more insight you …

More

Image Coming Soon
Feb 15, 2021 • Podcast

What if my manager is a price seller?

On this episode, Paul addresses the frustrations of working for a price seller. There are different ways to go to market. Ask your boss “Why do we sell on price?” Remind your manager that once you discount, you are losing out on …. Conduct a value audit and help your manager realize just how much …

More

Image Coming Soon
Feb 12, 2021 • Podcast

How should I approach tough conversations during the sales process?

On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you’ve closed the deal. Before you do anything else, you have to …. Acknowledge the buyer’s concerns. “Use the words I understand.” Focus on the facts. Invoke empathy. You’re not doing anything they haven’t had to do. Assure the …

More

Image Coming Soon
Feb 8, 2021 • Podcast

How do you sell down from a premium option?

Show Description On this episode, Paul provides three tips for when a customer wants less than your best solution. Why is the customer considering a different option? Remind the customer of the value of your premium solution. A different product means different competitors. “Conduct an apples-to-apples comparison with your new competitors.” Don’t forget your company …

More

Image Coming Soon
Feb 4, 2021 • Podcast

Which is better, commission or salary?

Show Description  On this episode, Paul lays out his argument for a straight commission compensation plan. “The more variable your pay, ….” “Your compensation plan is your best accountability tool.” When you are paid straight commission, you have ….” Put yourself in a position where you have to be successful. Click here to purchase the …

More

Image Coming Soon
Feb 1, 2021 • Podcast

How do I know when the buyer is bluffing?

On this episode, Paul explores the indicators of buyer bluffing. Show Notes: Salespeople cave-in to price objections 75% of the time. “If [the customer] has demonstrated a willingness to buy, then they give you a price objection, they are bluffing.  “Anything that mitigates the importance of price is a pressure point.” Do you know when …

More

Image Coming Soon
Jan 28, 2021 • Podcast

How do I push through a price increase?

On this episode, Paul addresses the hot-button topic of price increases. Show Description: Words matter! Don’t use “increase,” use ______. Detail the reason for the adjustment. Fairness is critical. “The price adjustment creates an opportunity to ….” Prior to the adjustment, remind the customer of the ______. Click here to purchase the latest edition of …

More

Image Coming Soon
Jan 25, 2021 • Podcast

How do I handle a budgetary price objection?

Paul tackles this common price objection with five tips. Show Notes Did the buyer know the cost of your solution before setting their budget?  “Give the buyer the opportunity to ….” Budgets are flexible. Remind the buyer of the extra revenue your solution will help them generate. “Get to that !” Is your price too …

More

Ask a Question

 Search

Value Added Selling

New Value-Added Selling (4th Edition)

The global, go-to guide that started the Value Selling Revolution - now updated for today's market.

Order Now