Podcast
When should I reach out to customers after the sale?
Paul offers tips on growing your business with existing customers, and when that should happen. Show Notes Intention is more important than timing. First, make sure the customer is fully satisfied with their experience. In your review with the customer, give them the opportunity to complain. Remember, always reinforce the value you brought to their …
When and how do I walk away from customers who don’t see the value?
Paul shares some ideas on this crucial question of discernment. Show Notes Be proactive. Know the business you want to pursue and what not to pursue. Profile your best customers to help you find new customers. Create a profile for the customers you want the competition to have. Determine the opportunity cost: Is what you …
When do you ask the customer- Do you want a discount or value?
Paul provides tips on asking questions during discovery to encourage a good information exchange. Show Notes Direct questions can often be high risk and may turn the buyer off. Try it this way: “What’s important to you when making your buying decisions?” When the customer brings up price, set it aside. Focus the conversation on …
Why and how do I sell like an Alaskan?
After recent training sessions in Anchorage, Paul extolls the benefits of selling like an Alaskan. Show Notes Be proactive. Anticipate the customer’s needs. Being proactive is not a nicety in Alaska, it’s a necessity. “Don’t send in your truck half empty.” Sell your complete solution. When there are tough times, support your customers and your …
How do I know when the customer is ready to buy? (Replay)
Paul revisits a key question from early 2020 that is as relevent as ever at the start of this year. Learn 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 …
How do I focus on the prospect’s needs and not price? with Carrie Burggraf
Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes “When you’re in sales every day looks different.” Carrie Burggraf Are you “uninvested” in your outcome (i.e., the sale), and more empathetic to the …
How do I accelerate the sales process?
Paul lays out how to shorten the lead time from initial contact to closing. Show Notes Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don’t rely on a middleman to sell your solution for you. Amidst all their other commitments and priorities, you …
Why should I take a break and unplug?
Paul extols the benefits of taking time for reflection and restoration during the last week of the year. Show Notes Burnout is real. Take a break and start the new year with all your gas in the tank. You deserve to enjoy the fruits of your labor. You’ve earned it. Take the time to tap …
How do I support customers and stay motivated in these tough times? with Michelle St. John
Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times. Show Notes Make big, but realistic, promises. Don’t under-promise or you may end up living down to those low expectations. If you are facing supply-chain issues, looking …
Why is discounting a bad idea in tough times?
Paul explains why you don’t want to discount…especially in tough times. Show Notes Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It’s about integrity. “Eating inflationary costs may leave you starving.” Don’t discount. …
