Podcast

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Mar 18, 2024 • Podcast

Why won’t customers change? (Rebroadcast)

Have you ever wondered why customers or prospects won’t change? You might have a better solution, but the decision maker is still reluctant. In this episode, Paul discusses some of the psychological forces that impact your customer’s or prospect’s decision making process. Show Notes Paul answers an interesting question: Why won’t customers change? “Well, we’re …

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Mar 11, 2024 • Podcast

How do I avoid price too early in the conversation? (Rebroadcast)

Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas on how to proactively take control of the sales conversation. Show Notes  Buyers often focus on price early in the conversation. This is especially true in commoditized industries. When buyers view multiple …

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Mar 4, 2024 • Podcast

How do I validate and remind the customer of the value we deliver? (Rebroadcast)

Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its…  “As most people are unaware of the air they breathe; most customers are unaware of the …

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Feb 26, 2024 • Podcast

What is your best sales tip? (Rebroadcast)

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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Feb 19, 2024 • Podcast

How do I build and sustain a value-added movement? (Rebroadcast)

Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail. Show Notes Clarity-Communication-Commitment-Courage As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear. At every company meeting, in every email, every team communication, drive that value-added …

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Feb 12, 2024 • Podcast

How do I manage price objections at the end of a long sales cycle? (Rebroadcast)

Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” On this show, Paul answers Jeff’s question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always …

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Feb 5, 2024 • Podcast

What is relentless selling? with Jon Alwinson

Paul had the pleasure of interviewing Jon Alwinson, author of Relentless Sales.  Show Notes The relentless mentality is peace in who you are, and living from that identity, not for that identity. When one’s faith is solid and can’t be shaken, Jon believes it is the ultimate competitive advantage in sales. Adversity is part of …

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Jan 29, 2024 • Podcast

How do I avoid free consulting?

Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale. Show Notes Set the expectation early that you are NOT in the free consulting business by securing a …

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Jan 22, 2024 • Podcast

How do I persuade the unpersuadable?

Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change. Show Notes First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later? Is this decision maker aware of the broader issue …

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Jan 15, 2024 • Podcast

How should I follow up on a quote?

Paul provides insight into a more effective follow-up strategy. Show Notes You must create value at every interaction with the customer. In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition’s weaknesses. So, do you remember how to address an envelope? Sending a good old-fashioned letter of thanks …

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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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