Podcast

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Apr 19, 2021 • Podcast

What are the top four reasons buyers object to price?

In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections. Show Notes: Do you know the number one reason why buyers object to price? Can you explain why your solution is different? When buyers think you’re the same, it’s not a real price objection. If you …

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Apr 15, 2021 • Podcast

How do I comfortably ask for referrals?

On this episode, Paul offers seven tips for asking that satisfied customer for a referral.  Let the customer know from the start that you work on a referral basis. Exceed your customer’s expectations. Reinforce the value you deliver before asking for a referral. Ask for testimonials from your best customers. Just Ask! You won’t get …

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Apr 12, 2021 • Podcast

What is a Go-Giver? with Bob Burg

On this episode, Paul is thrilled to interview 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). “Money is …

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Apr 8, 2021 • Podcast

What if the buyer wants value but doesn’t want to pay for it?

On this episode, Paul discusses the customer that wants all the value of your specialized solution but balks at the price. “Highlight the difference between what the buyer says and what the buyer is doing.”  “Take the focus off of price and put the focus back on….” Draw a parallel between your solution and the …

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Apr 5, 2021 • Podcast

How do I build a relationship with a generation that only relates to a screen?

Paul tackles the frustrating issue of relating to a generation that communicates primarily through social media. DO NOT emphasize their youth! “We have to connect with them the way that they want to connect because….” Acts of consideration build relationships. Take time every day to get to know your customers through social media.   Click …

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Apr 1, 2021 • Podcast

How do you overcome price objections by focusing on the difference?

On this episode, Paul shares a technique that every salesperson needs to know. “If you can focus on the difference, it’s easier to ….” Remember the basic process in handling price objections: clarify, acknowledge, respond. Be able to explain in detail how you’re going to help them make more money. Whatever that [dollar] difference is, …

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Mar 29, 2021 • Podcast

How do different decision makers think?

Paul dives deep into the three levels of decision makers in Value-Added Selling. Value is personal. Each type of decision maker is going to define value in a different way. Level I This decision maker needs a _____________ solution. “Don’t take a no from someone who can’t say yes.” Level II Level IIs influence the …

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Mar 25, 2021 • Podcast

How do I sell localized services if the buyer is satisfied with their non-local provider?

On this episode, Paul offers up some ideas to help convince the customer to go with a local provider. Customers don’t know what they don’t know. “Whatever you do, you have to understand what these customers really care about.” Emphasize how partnering locally helps the community. Figure out what’s missing with their remote provider. Build …

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Mar 22, 2021 • Podcast

How do I sell value to a dissatisfied customer?

On this episode, Paul provides tactics to help you sell your value to an unhappy customer. You must handle the issue. Make the customer happy. Make it your mission to create more value for this customer. There is value in handling the details. Show your dedication to this customer by calling on them more. But …

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Mar 18, 2021 • Podcast

Why are salespeople afraid to go around their current decision makers?

Paul breaks down the reasons salespeople are fearful of going around their mid-level contacts. Remember your objective: Winning the business! Relationships are a two-way street. Forget the pain of the present. Focus on…. “Every time you step outside of your comfort zone you are growing.” “Most of what you’re afraid of will never happen.”   …

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