Podcast

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Jun 14, 2021 • Podcast

What if the buyer uses a service failure to leverage a discount?

Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience. Show Notes  “Nobody is 100% 100% of the time.” “View those moments where we mess up as opportunities to build…” Be able to detail what your company did to solve the problem. Remind …

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Jun 10, 2021 • Podcast

How do you build a proposal that pops?

Paul lays out the foundation for a proposal with impact. Show Notes: “Lead with the customer’s needs. Don’t hit them with price or bore them with everything they didn’t want to know about your company.” “When the buyer is hyper-aware of their needs, they’re more likely to disrupt their status quo.” Detail the impact of …

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Jun 7, 2021 • Podcast

What questions should I ask my customers or prospects?

Paul fleshes out the important questions you should be prepared to ask on a sales call. Show Notes:  “You’re not only gathering information, but you’re also….”  “If you can have a deeper understanding of [the buyer’s] customer base, it’s going to help you help your customer deliver value to their customer.” Find out Paul’s favorite …

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Jun 3, 2021 • Podcast

How can I be more comfortable, confident, and effective on the phone?

Paul addresses concerns about effectively using the phone as a selling tool. Show Notes:  Put together talking points and practice. Partner with your sales manager and role play. Can you solve a problem the customer is experiencing? If so, lead with that! “Make the customer feel that your message was crafted specifically for them.” Does …

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Jun 1, 2021 • Podcast

What if my customer stops buying because I sell to their competition?

On this episode, Paul tackles the tough situation that arises from selling to your customer’s competition. Show Notes  Be wary of mentioning other customers as social proof. If asked though, be transparent. Get feedback from your internal champions and try to determine the root cause of the customer’s concerns. Invoke some empathy. Chances are this …

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May 27, 2021 • Podcast

What’s wrong with using the word “free”?

On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business. Show Notes  Whatever follows the word “free” is cheapened. Free focuses the conversation on price which is what you should avoid. “Free is too costly a burden.” There are better words to use such as….   Click here to purchase …

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May 24, 2021 • Podcast

How do you sell to customers who are struggling?

On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times. Show Notes  Use empathy as your internal monitor when selling to customers who are struggling. “Find new ways to support that customer.” Make the customer aware of your value-added services. “Rigid policy does not serve you …

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May 20, 2021 • Podcast

What is Value-Added Selling?

On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling. Show Notes  “Do more of that which adds value, and less of that which….” Is the value exchange equitable? “Just because we put our customer first does not mean we put ourselves last.” “You must be more focused on solving …

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May 17, 2021 • Podcast

How do I change the way price shoppers think?

On this episode, Paul presents a couple of ideas on changing a price shopper’s mind. Show Notes  Influence your customer’s mind little by little. Small wins lead to big change. Change doesn’t happen all at once. “If you want to be successful, you have to do what your competition isn’t willing to do.” In what …

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May 13, 2021 • Podcast

How do I sell insurance when the client focuses on price or premiums?

On this episode, Paul shares five tips relevant to all industries facing pricing pressures. Show Notes: Stretch the buyer’s time horizon into the future. Help them determine….  Move the conversation from price. “Remind your clients of the complexity of their needs.” Remember, price is one of the greatest indicators of quality and performance. Be sure …

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