Podcast

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Oct 25, 2021 • Podcast

Why do sellers give discounts?

Paul provides some insight into why sellers discount…and why they should not have that authority. Show Notes  Salespeople discount because they can. They will discount to the parameters they are given. Do not let salespeople have discounting authority! Salespeople fear losing the business. They forget how much power they have in a negotiation. You don’t …

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Oct 21, 2021 • Podcast

Why and how do I leverage customer relationships in tough times?

Paul explains why tough times provide your greatest leveraging opportunities. Show Notes  During moments of uncertainty and when they’re fearful, people tighten their grip on the status quo. This is good for you when selling to existing customers.  In tough times, your customers are going to experience new problems. You might as well be the …

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Oct 18, 2021 • Podcast

How do I overcome mental hurdles?

Paul provides guidance to help you maneuver those mental hurdles that may bring you down in these strange and challenging times. Show Notes  Acknowledge the tough times, but don’t accept them as final. “Fuhgeddaboudit.” Experience and learn from your failure, then move on. Operate with an “abundance” mindset. There’s opportunity all around, but you have …

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Oct 14, 2021 • Podcast

How do I compete on value when I am outmatched?

Paul delves into the difficult challenge of competing on value against large, multi-faceted entities. Show Notes  “Stretch the time horizon to emphasize your long-term value.” Get procurement past the transaction and into the end-to-end experience. “Enlarge the conversation beyond price.” Emphasize how your solution impacts the customer—the outcomes it will help them achieve. Be sure …

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Oct 11, 2021 • Podcast

How do I market and sell new services to homeowners?

Paul shares the best methods to sell and market new services to your target audience. Show Notes  However you market your new services, what “trigger events” can you utilize? When cold calling, determine that timing “sweet spot” for your target prospects. Consider a direct-mail marketing campaign prior to cold calling. When people experience multiple channels …

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Oct 7, 2021 • Podcast

How do I turn challenging service issues into a customer win?

Paul discusses turning a negative service issue into a positive for you and the customer. Show Notes  Service failures are opportunities! Find out how this service failure happened and explain without using excuses. Give the customer an outlet to vent their frustrations. Get the customer’s feedback and create a plan to fix the issue so …

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Oct 4, 2021 • Podcast

How do I prepare for the discovery sales call?

Paul dives into this critical element of sales: the discovery sales call. Show Notes Do not be seller focused. You’re there to learn about the customer’s needs. Suspend your assumptions and go in with curiosity about the customer’s needs. Don’t interview the customer. You want to have a dialogue that will help you and the …

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Sep 30, 2021 • Podcast

How do I generate more repeat business with existing customers?

Paul shares tips that will open the door to repeat business with your existing customers. Show Notes  Identify ways to create more value for your existing customers. Ask your customers how you can improve for them. Value-reinforcement: remind the customer of the value you deliver. They may reward you with additional orders. Look for problems …

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Sep 27, 2021 • Podcast

How do I sell to an underinsured prospect?

Paul offers tips on how to sell a better solution than the buyer is accustomed to. Show Notes Predispose the buyer to your message of value. Ask questions that cast doubt on the solution they are currently using. Present the impact of a more comprehensive plan or solution. Conversely, make the buyer aware of the …

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Sep 23, 2021 • Podcast

How do I remain hopeful when I’m struggling?

Paul shares some impactful ways to remain hopeful through tough times. Show Notes:  “The true test of your mental strength is when you have the ability to keep moving forward, even when you do feel hopeless.” Shrink your time horizon. Focus on what you have to achieve immediately. How would the mentally toughest person you …

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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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