Podcast
How do I live inspired? with John O’Leary
Paul had the privilege of speaking with John O’Leary on what and who gave him the strength and courage to overcome even the most devastating circumstances. Show Notes “The greatest generation wasn’t made great because their life was easy. It was actually extraordinarily difficult.” John O’Leary Tough times expose our weaknesses so we can get …
How should I prepare for the next recession?
Paul shares four tips to help you minimize the effects of a recession on your selling efforts. Show Notes “When we face adversity…our immediate response is a testament to our mental strength.” Avoid self-pity. It is a destroyer of our mental strength. When is the last time you felt better after feeling sorry for yourself? …
How do I create a positive first impression? with Sylvie di Giusto
Paul conducts an eye-opening interview with Sylvie di Giusto that will help you understand and improve that first impression you’re making. Show Notes “Unfortunately, a very powerful source will be working against you, and that source is called bias—unconscious bias.” Sylvie di Giusto “Use that powerful source to your advantage. Give them something you want …
How can I be more persuasive?
Paul lays out three tips on persuading your prospects and customers. Show Notes Analogy is a very effective tool in selling: Lay out the broader concept that you’re selling Identify how the buyer already uses this concept in business Show the linkage within your solution Change is more likely to happen when that change emanates …
What if my competitor significantly cuts their price?
Paul addresses how to manage cheap competitors that drastically undercut your price. Show Notes Throw some shade: “Doesn’t that pricing scare you at all? What are they leaving out? What are they missing?” Look at your cheap competitor’s customer base. Do you really want to focus on that type of customer? Move the customer past …
How do I position myself after I lose a sale?
Paul explains how to keep that door open even after a sale is lost. Show Notes Do a thorough post-mortem after you lose a sale. Don’t automatically blame it on price. Was it okay to lose that business? If so, move on. Be gracious in your defeat and offer yourself as a safety net should …
How do I protect my customers from cheap competitors?
Paul discusses some techniques to safeguard your customers from the lure of cheaper alternatives. Show Notes Focus on the unknowns your customer may face with a cheaper competitor. Will they have the inventory, the service, the quality? Highlight what the customer would lose by going with the cheaper alternative (i.e., your reliability and knowledge). Social …
How do I overcome apprehension and worry in sales?
Paul shares an experience to allay the worries from the uncertainties you face in sales. Show Notes Anticipation of potential distress is often worse than the actual event. The most repeated phrase in the best-selling book of all time is, “Don’t be afraid.” Great words to live by. Most of the worries we anticipate don’t …
How do I expose the buyer’s need?
Paul addresses different techniques to help you uncover buyers’ needs. Show Notes “Asking better questions will force the prospect to think deeper.” Remind the customer of the cost of sticking with the status quo. Identify what the customer will gain from making a change, not what they sacrifice. Remove barriers and make the change as …
What’s the best response to adversity?
Paul provides five tips for responding to adversity and how to build resilience. Show Notes Track your first response to adversity. How do you react? Step out from what is comfortable. Put yourself in a position where failure is a possibility. Conduct thorough post-mortem reviews after your sales calls. “Embrace the suck.” Make the best …
