Podcast

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Jan 17, 2022 • Podcast

Why and how do I sell like an Alaskan?

After recent training sessions in Anchorage, Paul extolls the benefits of selling like an Alaskan. Show Notes Be proactive. Anticipate the customer’s needs. Being proactive is not a nicety in Alaska, it’s a necessity. “Don’t send in your truck half empty.” Sell your complete solution. When there are tough times, support your customers and your …

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Jan 10, 2022 • Podcast

How do I know when the customer is ready to buy? (Replay)

Paul revisits a key question from early 2020 that is as relevent as ever at the start of this year. Learn ten signals that indicate a customer or prospect is ready to buy. Show Notes: The customer will let you know when they are ready to buy. The customer will give you several verbal and …

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Jan 3, 2022 • Podcast

How do I focus on the prospect’s needs and not price? with Carrie Burggraf

Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes  “When you’re in sales every day looks different.” Carrie Burggraf Are you “uninvested” in your outcome (i.e., the sale), and more empathetic to the …

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Dec 27, 2021 • Podcast

How do I accelerate the sales process?

Paul lays out how to shorten the lead time from initial contact to closing. Show Notes  Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don’t rely on a middleman to sell your solution for you. Amidst all their other commitments and priorities, you …

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Dec 20, 2021 • Podcast

Why should I take a break and unplug?

Paul extols the benefits of taking time for reflection and restoration during the last week of the year. Show Notes  Burnout is real. Take a break and start the new year with all your gas in the tank. You deserve to enjoy the fruits of your labor. You’ve earned it. Take the time to tap …

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Dec 13, 2021 • Podcast

How do I support customers and stay motivated in these tough times? with Michelle St. John

Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times. Show Notes Make big, but realistic, promises. Don’t under-promise or you may end up living down to those low expectations. If you are facing supply-chain issues, looking …

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Dec 6, 2021 • Podcast

Why is discounting a bad idea in tough times?

Paul explains why you don’t want to discount…especially in tough times. Show Notes  Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It’s about integrity. “Eating inflationary costs may leave you starving.” Don’t discount. …

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Nov 29, 2021 • Podcast

How do I convince the buyer to change from the status quo?

Paul shares important tips on moving the customer from what they’re currently using to your solution. Show Notes  For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today. Present the opportunity value of your solution. Find a parallel between your solution and …

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Nov 22, 2021 • Podcast

How do I quantify the impact of my solution?

Paul addresses the customer’s need for quantifiable proof of your solution’s viability. Show Notes  How does your solution impact the customer’s profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? “Focus the customer’s attention on the most …

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Nov 18, 2021 • Podcast

How do you recharge when you feel drained?

Paul extols the benefits of recharging after a run of lousy sales luck. Show Notes  Make a date with your champions—your raving fans. Doing that will fill you up! Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference. “Sometimes, the best way to …

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Selling Through Tough Times

Selling Through Tough Times

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Value Added Selling

Value-Added Selling (4th Edition)

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

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