Podcast

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May 14, 2020 • Podcast

How do I plan sales calls during tough and uncertain times?

Paul shares ten questions to prepare you for a sales call in tough and uncertain times.  Show Notes: Apparently, growing marijuana is more important that growing sales! “Ninety percent of your competitors are NOT doing this…” Planning is your greatest opportunity to differentiate yourself. These ten questions will help you prepare more effectively. “A sales …

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May 11, 2020 • Podcast

How do I effectively research prospects and customers? with Sam Richter

Paul interviews sales intelligence guru, Sam Richter. Sam shares ideas for salespeople to become more relevant with better customer research.  Show Notes: The goal is to be exceptionally relevant to what the customer cares about. Most salespeople are missing an opportunity to instantly connect with prospects at a deeper level.  CRM is more than customer …

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May 7, 2020 • Podcast

How do I sell mortgage protection life insurance?

Paul shares five tips when selling mortgage protection life insurance. Show Notes: Although this episode focuses specifically on mortgage protection life insurance, many of these ideas will apply other forms of insurance or financial products. “The big challenge is asking the customer to buy something today; they will hopefully never actually need.” Humans are hardwired …

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May 4, 2020 • Podcast

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

Paul shares 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 non-verbal signals. “An interested buyer will ask for the price. Some salespeople confuse this question as a price objection.” …

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Apr 30, 2020 • Podcast

How NOT to sell in these tough uncertain times

Could you be doing more harm than good? In this episode, Paul shares the common pitfalls of selling during these tough and uncertain times. Show Notes: Don’t be too aggressive. Refocus your energy and effort on aggressively growing your network. It might be more harmful to push deals forward. Focus on backfilling the top of …

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Apr 27, 2020 • Podcast

How do I sell against a competitor with better pricing and availability?

What if your competitor has cheaper prices and more product? In this episode, Paul shares three ideas to sell more effectively when you are the underdog. Show Notes: “There is the constant back-and-forth question regarding small and large competitors.” Big companies can’t do what small companies can and vice versa.  “In Value-Added Selling, over 600 …

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Apr 23, 2020 • Podcast

How do I lead in uncertain times? with Dirk Beveridge

In this inspiring episode, Dirk Beveridge shares his perspective on leadership in these uncertain times.  Show Notes: Health is the big difference about this crisis. There is an entire generation of professionals who are experiencing their first crisis. “Life’s been pretty damn good the past ten years. I know we’re going to make it through …

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Apr 20, 2020 • Podcast

How do I manage and lead in uncertain times?

Paul shares eight ideas to help you effectively manage and lead your team through these tough times. Show Notes:  If salespeople report to you, your number one job is to coach them, lead them, and manage them. “Now is the time to further develop your team. Role-play with them, work on their phone skills, and …

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Apr 16, 2020 • Podcast

How do I gain mental strength In tough times?

Paul shares six ways to build mental strength. Every day is an opportunity to become stronger. Get your Daily Mental Flex Exercise downloadable PDF. Show Notes: “Gratitude reduces stress. It also increases your happiness.” There is always something to be grateful for. “Tough times are going to sharpen your senses and spark creativity.” Give yourself …

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Apr 13, 2020 • Podcast

How do I manage price objections in tough times?

During tough times you will face price objections. In this episode, Paul shares five ideas to manage price objections. Show Notes: In good times or bad times, buyers want value. When buyers question price, they’re really questioning the fairness of your price for the value they receive. Price is only an issue in the absence …

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