Podcast

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Oct 3, 2022 • Podcast

What are the five secrets of the top 1%? With Brandon Bornancin

Paul and Brandon unpack the secrets to a full and successful sales pipeline. Show Notes Learn the sales-funnel math to hit your quota and be successful. “The top salespeople—they prep, they write, they prepare those scripts on all of those sales objections in advance so when they’re ready to go play that ‘Super Bowl Game’ …

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Sep 26, 2022 • Podcast

What is your best sales tip?

Paul shares his #1 sales tip that will help you be more successful T-O-D-A-Y. Show Notes SPOILER ALERT: Stretch the buyer’s time horizon into the future…and the past. Listen to learn why and how. When you’re trying to improve in any way, focus on ONE thing to make a change. Ask questions that help your …

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Sep 19, 2022 • Podcast

How do I lead a customer through uncertainty?

Paul outlines three ideas on how you can turn the customer’s uncertainty into opportunity. Show Notes Your customers don’t need to be coddled; they need to be challenged. Lead with your expertise to guide your customers through uncertain times. Through uncertainty, decision makers want stable partners and predictable solutions. Does your solution help the buyer …

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Sep 12, 2022 • Podcast

What’s it like to sell private jets? With Carter Alexander

Paul discusses the unique and complicated aspects of multi-million dollar sales with Carter Alexander of Aviation Commerce and Shared Sky. Show Notes The process may be different, but it’s still about relationships. “The most time-consuming aspect of it is just getting past the layers and getting to the decision maker. Because guys that are at …

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Sep 7, 2022 • Podcast

Why is anxiety good for you? With Dr. Tracy Dennis-Tiwary

You don’t want to miss this fascinating and powerful interview with Dr. Tracy Dennis-Tiwary. Along with so much other beneficial information, they discuss three tips to be anxious “the right way.” Show Notes Do you live in a constant state of anxiety? This can be a good thing…really! “Anxiety feels like fear…so we often equate …

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Aug 29, 2022 • Podcast

How do I make product recommendations without being pushy?

Paul shares some great tips to help you steer clear of becoming that pushy salesperson. Show Notes Approach the conversation with a mindset of serving your customer. The times we (salespeople) come across as pushy are when we focus on ourselves (what we want to sell) versus what the customer needs. Remind the customer of …

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Aug 22, 2022 • Podcast

How do I unstall deals, win larger deals, and leverage social media? With Phil Gerbyshak

Paul and Phil Gerbyshak have a great conversation about those middle-of-the-funnel stalls every seller experiences. They also tackle dealing with multiple decision makers and social media in this jam-packed podcast. Show Notes Go back to the buyer and find out what happened. “I like truth. I don’t like guesswork.” Phil Gerbyshak “I believe in value …

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Aug 15, 2022 • Podcast

How do I start a conversation with CEOs and Executives?

Paul offers tips to help you initiate contact with high-level decision makers (HLDMs). Show Notes Ninety percent of salespeople DO NOT call at this level. That’s good news for you! Work on getting a referral from within the industry. Tap into your LinkedIn network. Focus your message on what’s important to HLDMs. Identify a problem …

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Aug 8, 2022 • Podcast

Why should salespeople handle customer complaints?

Paul lays out four excellent reasons why you, the salesperson, should handle customer complaints. Show Notes The seller understands the context of the complaint—what’s going on in the customer’s world. Salespeople have a lot of skin in the game and will work tirelessly to resolve the problem. Resolving your customer’s complaint is a relationship-building opportunity. …

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Aug 1, 2022 • Podcast

How do I review my pipeline?

Paul provides tips to manage your sales pipeline heading into Q4 2022. Show Notes Many salespeople do not have a full pipeline. You need the 3-2-1 pipeline ratio. (Listen to find out what that is.) In tough times, your pipeline ratio changes to _______. How often do you purge your pipeline of dead and stalled …

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Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

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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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