Podcast
How do I sell to procurement buyers?
In this first of five series on the different levels of decision makers, Paul lays out the strategy for selling to procurement buyers. Show Notes The procurement buyer’s job is more challenging than ever before. They are the most price sensitive of all the decision makers. They’re just doing their job. If price becomes an …
How do I make the most of my vacation?
Paul extols the benefits of taking time off. Show Notes Don’t wait! Get that vacation on the calendar. To enjoy it to the fullest, take a couple of days before your vacation to get into “vacation mode.” Completely unplug from work. Get out of the environment that causes you stress. You’ll come back reinvigorated, but …
How do I get feedback from my customer?
Paul shares tips on how to elicit feedback from your customers and just how important that is. Show Notes “Feedback is what’s going to make you better.” List the value-added extras you offer your customers. Ask your best customers which of those extras are more important. Ask your customer, “Why do you do business with …
What can golf teach us about sales (and life)?
Paul touts the mental resilience of Jon Rahm (2021 U.S. Open champ) and how to apply that to sales…and life. Show Notes: Those frustrating setbacks, out of our control, are painful, but they propel us forward. Shrink your big goals to manageable targets. “Don’t look at the ‘leaderboard.’ Look inward at your own potential. Tap …
How do I get a meeting if the buyer is not interested?
Paul addresses a challenge that plagues all salespeople: getting a meeting with a disinterested buyer. Show Notes Is your pipeline overflowing? Get a referral. “One referral is worth….” On your final attempt to get a meeting, clearly state your value proposition. Don’t be a prisoner of hope! *** Learn more: https://www.theqandasalespodcast.com. Click here to pre-order …
How do I compete against a big competitor?
Paul breaks down the age-old battle of the little competitor versus the big competitor. Show Notes: You can’t out-Goliath Goliath. Play to your strengths. Remember, those big competitors are worried about you, too! Ask yourself, “How can I make it easier to do business with us rather than that big company?” Let the buyer know …
How do I sell effectively at trade shows?
Paul offers selling tips for exhibitors at live, in-person trade shows. (They’re coming back!) Show Notes Before you go to that trade show, arrange some pre-set appointments. Study the attendee list and pre-qualify some companies for your target prospect list. Create perceived demand for your booth. “You have got to….” Follow-up is key. Connect with …
What if the buyer uses a service failure to leverage a discount?
Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience. Show Notes “Nobody is 100% 100% of the time.” “View those moments where we mess up as opportunities to build…” Be able to detail what your company did to solve the problem. Remind …
How do you build a proposal that pops?
Paul lays out the foundation for a proposal with impact. Show Notes: “Lead with the customer’s needs. Don’t hit them with price or bore them with everything they didn’t want to know about your company.” “When the buyer is hyper-aware of their needs, they’re more likely to disrupt their status quo.” Detail the impact of …
What questions should I ask my customers or prospects?
Paul fleshes out the important questions you should be prepared to ask on a sales call. Show Notes: “You’re not only gathering information, but you’re also….” “If you can have a deeper understanding of [the buyer’s] customer base, it’s going to help you help your customer deliver value to their customer.” Find out Paul’s favorite …
