Podcast
What is a Go-Giver? with Bob Burg (Rebroadcast)
During this winter holiday season, we are revisiting Paul’s interview with speaker and author of The Go-Giver, Bob Burg. Always give value to others. “Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others).” Don’t be a go-taker (someone who takes without adding any value). …
Are you sick and tired of price objections?
Paul offers ten principles to help you navigate price objections in this changing economic tide. Show Notes Someone else’s opinion does not make your price too high. It’s simply their opinion. “My competition is making me cut our price.” Wrong! Only you or your company has the power to cut your price. Never assume your …
Is there strength in the struggle?
Paul helps you find that strength to get through the struggle of tough times. Show Notes Look back on those struggles in your life and reflect on how you made it through. Think about how far you’ve come since your last really tough time. Do you feel a sense of pride for your resilience, your …
How do I make training stick?
Paul provides seven things you must do to ensure that your next training initiative sticks. Show Notes Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect. Once your team starts utilizing what they’ve learned, it’s …
How can “The Negativity Fast” boost my sales? With Anthony Iannarino
Paul had the pleasure of interviewing Anthony Iannarino about his new book, The Negativity Fast, and is excited to share Anthony’s practical advice to salespeople facing tough times. Show Notes “…get rid of the negative part by doing something positive. …find somebody to help and see if you can lift them up. I promise you …
How do I personalize my sales presentation?
Paul shares five sure-fire ways to craft your presentation into a unique customer experience. Show Notes Use analogies relevant to the decision maker and their business. Incorporate industry-specific terms in your presentation: buzzwords of value. What do your company and the customer have in common? Find those commonalities and pepper them throughout your presentation. Determine …
How do I coach inconsistent performers?
Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak. Show Notes The underlying issue for inconsistent sales performers is a failure to manage their pipeline. Make sure your team has a steady flow of new opportunities entering their pipeline. Use the 3-2-1 ratio. …
How do I change the customer conversation?
Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you’re not changing the conversation from price to avoid what the …
How do I overcome price objections in a service-based business?
Paul shares tips on handling price pushback in those service-based industries. Show Notes What does the movie Tommy Boy, T-bone steaks, McDonald’s, and Panera have to do with price objections? Point out the dissonance between the outcome they want and the price they’re willing to pay. “Is the price you’re willing to pay consistent with …
How do I build a team of top achievers?
Paul reveals the steps to develop your sales team into value-added top achievers. Show Notes If you expect your team to be top achievers, you need to train them like top achievers. Make training and development part of your sales culture. Positive momentum = progress. Reinforcing and acknowledging the effort increases confidence. Remove your team’s …
