Podcast
What is the best response to any price objection?
Paul shares the three primary reasons buyers object on price and provides the “holy grail” of responses to those objections. Show Notes It’s critical to have a go-to response for price objections. “The very first words out of your mouth when the buyer objects on price have to be….” “You want to demonstrate fairness in …
How do I persuade buyers in tough times?
In this episode, Paul shares four ideas to help you persuade buyers in tough times. Show Notes: It’s not that the technique is drastically different; it’s that the context you ask buyers to make decisions is different. Buyers define value differently in tough times. You are not persuading the buyer to purchase your product; you …
How do I engage high-level decision makers without damaging my existing relationships?
Paul shares four ideas when going above or around your existing contacts. Show Notes: What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.” “Try asking the buyer for forgiveness, and then asking for their permission.” “If you have a strong relationship, then …
How do I overcome price objections when the buyer doesn’t care about value?
]In this episode, Paul shares five ideas to overcome price objections when the buyer apparently doesn’t care about value. Show Notes: It’s hard to care about value that you can’t quantify. Price is concrete and tangible; your value should be tangible as well. When the buyer focuses on price, minimize the difference. “You don’t need …
How do I overcome price objections from procurement?
Paul shares three ideas to overcome price objections from procurement. Show Notes: Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why. Procurement managers are trained to ask for a discount until the seller says no. “To me, this sounds like an attitudinal …
What is a discovery sales call?
In this episode, Paul explains the different elements of a discovery sales call. Show Notes: It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new. “There are three things that get in the way of a good discovery call…” “Pitching your solution before discovering the …
How do I maintain a balanced sales pipeline?
Paul explains how to balance your sales pipeline using the 1-2-4 ratio. Show Notes: Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity. Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their pipeline because they don’t …
How do I create a goal-achieving environment in tough times?
In this episode, Paul explains how positive environmental programming leads to goal achievement Show Notes: “Success does not have to be as has hard as we make it.” Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully. As Mary Poppins said, “Well begun is half done.” Conduct a barrier analysis …
How important is humility in tough times?
Paul explains why humility is important when selling in tough times. Show Notes: “Humility is one of the most misunderstood virtues in business.” Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer. It’s easier to see the absence of humility than humility …
How do buyers decide what to do?
In this episode, Paul shares four common questions buyers think about when making a decision. Show Notes: Don’t you wish you could read your buyer’s mind? Selling is not only understanding your buyer’s needs; selling is understanding how the buyer thinks. What’s the short-term gain? Buyers are going to opt for a short-term gain over …
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New Value-Added Selling (4th Edition)
The global, go-to guide that started the Value Selling Revolution - now updated for today's market.
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