Podcast
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 …
How do I sell localized services if the buyer is satisfied with their non-local provider?
On this episode, Paul offers up some ideas to help convince the customer to go with a local provider. Customers don’t know what they don’t know. “Whatever you do, you have to understand what these customers really care about.” Emphasize how partnering locally helps the community. Figure out what’s missing with their remote provider. Build …
How do I sell value to a dissatisfied customer?
On this episode, Paul provides tactics to help you sell your value to an unhappy customer. You must handle the issue. Make the customer happy. Make it your mission to create more value for this customer. There is value in handling the details. Show your dedication to this customer by calling on them more. But …
Why are salespeople afraid to go around their current decision makers?
Paul breaks down the reasons salespeople are fearful of going around their mid-level contacts. Remember your objective: Winning the business! Relationships are a two-way street. Forget the pain of the present. Focus on…. “Every time you step outside of your comfort zone you are growing.” “Most of what you’re afraid of will never happen.” …
How do I sell insurance in a hard market?
On this episode, Paul relays seven tips to help you protect and grow your insurance business, even as premiums increase. “Remind the customer of the value that you’re delivering.” Does your client understand the reason for the premium adjustment? Maintain a strong personal relationship with the client. Empathize with the client. Your premium was adjusted …
How do I establish a sales process?
On this episode, Paul provides common-sense tips for developing your selling process. “The customer follows their buying process, not your selling process.” How do your top customers buy? What makes a sales process different from other business processes? People! Selling is dynamic and ever changing. Your sales process needs to be as well. Click …
What is the secret ingredient to overcoming price objections?
On this episode, Paul discloses the secret to overcoming price objections. Deep down, you know what is missing when managing price objections: _____. The biggest killer of confidence is lack of preparation. “Nothing frees you from the pressure to discount like working a deal you don’t really need.” Do you have an immediate response to …
How do I manage feeling overwhelmed?
On this episode, Paul gives some helpful tips on handling the stressors of being in sales. Show Notes: Not feeling stressed? Then you’re probably not doing your job. Be thankful for having so much on your plate. “It’s important to give yourself breaks throughout the day.” “Prioritize your tasks by ______ and ______.” “The simple …
My competitor is snooping around my best customer. What should I do?
In this episode, Paul shares three ways to block your competitor from stealing your top customer. Show Notes: Your best customer is the competition’s best prospect. They’re going to try and steal them from you. Work with your internal champions and gather some intel. Try the start-from-scratch method or try selling against yourself. This simple …
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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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