Podcast
What is the impact of aggressive pricing?
On this episode, Paul provides impactful insight into the idea of aggressive pricing. Show Notes: “The greatest impact [of aggressive pricing] is on the ….” “Every dollar you discount is pure profit you’re leaving on the table.” Don’t set a discounting precedent. The more you do it, the easier it is. Don’t become addicted to …
As a new salesperson, how do I encourage buyers to work with me?
On this episode, Paul shares three great tips for new salespeople. Show Notes: “Be prepared to play the….” Get to know your industry and become a student of your profession. Problems create opportunities for salespeople. Understand and communicate all the ways your company, your product, and you bring value to the customer. Click here …
How does loss aversion impact customer decision making?
In this episode, Paul explains how loss aversion will influence the customer’s decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain. Think of a 401K; you are saving money today for a long-term, future benefit. It’s painful to give up …
What are the top four reasons buyers object to price?
In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections. Show Notes: Do you know the number one reason why buyers object to price? Can you explain why your solution is different? When buyers think you’re the same, it’s not a real price objection. If you …
How do I comfortably ask for referrals?
On this episode, Paul offers seven tips for asking that satisfied customer for a referral. Let the customer know from the start that you work on a referral basis. Exceed your customer’s expectations. Reinforce the value you deliver before asking for a referral. Ask for testimonials from your best customers. Just Ask! You won’t get …
What is a Go-Giver? with Bob Burg
On this episode, Paul is thrilled to interview speaker and author of The Go-Giver, Bob Burg. Always give value to others. “Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others).” Don’t be a go-taker (someone who takes without adding any value). “Money is …
What if the buyer wants value but doesn’t want to pay for it?
On this episode, Paul discusses the customer that wants all the value of your specialized solution but balks at the price. “Highlight the difference between what the buyer says and what the buyer is doing.” “Take the focus off of price and put the focus back on….” Draw a parallel between your solution and the …
How do I build a relationship with a generation that only relates to a screen?
Paul tackles the frustrating issue of relating to a generation that communicates primarily through social media. DO NOT emphasize their youth! “We have to connect with them the way that they want to connect because….” Acts of consideration build relationships. Take time every day to get to know your customers through social media. Click …
How do you overcome price objections by focusing on the difference?
On this episode, Paul shares a technique that every salesperson needs to know. “If you can focus on the difference, it’s easier to ….” Remember the basic process in handling price objections: clarify, acknowledge, respond. Be able to explain in detail how you’re going to help them make more money. Whatever that [dollar] difference is, …
How do different decision makers think?
Paul dives deep into the three levels of decision makers in Value-Added Selling. Value is personal. Each type of decision maker is going to define value in a different way. Level I This decision maker needs a _____________ solution. “Don’t take a no from someone who can’t say yes.” Level II Level IIs influence the …
