Podcast
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 …
How do I shorten the sales cycle?
Paul shares five ideas to accelerate your deals through the pipeline. Show Notes Do you know where your ultimate decision maker is? Verify that they will be involved in your meeting. What departments will be affected by this decision? Make sure you are talking with the right people. Clearly define to the customer the benefit …
How do I motivate my sales team?
Paul shares the seven secrets to creating a motivational environment for your sales team. Show Notes You can’t motivate people. Really?! Listen to find out just what that means. Education is critical to building confidence. Help your team develop the necessary skill set to sell successfully. Selling is a delicate balance between controllable effort and …
Who should handle customer complaints?
Paul provides some guidance on the many facets and layers of handling customer complaints. Show Notes Customer service is better equipped to handle certain types of customer complaints. But the severity of the issue could require sales rep involvement. Who has the expertise to solve the problem the right way: customer service, technical, maintenance, sales …
How should I present price?
Paul provides the Dos and Don’ts of presenting your price confidently. Show Notes Nervous? You’re asking the customer for money. There’s no greater time to display absolute confidence. DO NOT telegraph that a cheaper price is available. The customer’s expectations will be anchored to that lower-priced option. Apologizing for your price sends the message that …
Why are we missing opportunities?
Paul helps you recognize just how many opportunities you’re leaving on the table. Show Notes One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity. Become “unfamiliar” with your existing customers and bring a fresh set of eyes to see the …
Do you need another vacation?
Paul provides some practical ways to help you get back to it and maximize your performance after vacation. Show Notes Returning to the grind is tough. You unplug for a week or two and then, BAM, you’re right back at it. It’s like vacation never really happened. Conduct a Weekend at Bernie’s pipeline review. Tune …
How do I exceed customer expectations?
Paul discusses the importance of customer expectations and how to exceed those benchmarks. Show Notes Expectations are the true benchmarks of satisfaction. Do not make the mistake of under promising because you will inevitably live down to those expectations. Set the expectation high—then deliver! How can you unexpectedly serve your customers better? When you make …
