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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
How do I manage an opportunity when my decision maker is no longer with the company? – Alex Brockman
Paul and Alex Brockman of CSG (Cornerstone Solutions Group) discuss how to thrive and grow even in the adversity of the ongoing pandemic. Show Notes How many decision makers are involved in your selling process? How are you “multi-threading your relationships in key accounts so that you can not only weather a situation like that …
