Podcast
How do I sell my differentiators?
Paul helps you stand out from the sea of choices your customers have by highlighting your key differences. Show Notes Never discount a differentiator. “It’s better to lose a deal than discount a differentiator.” When the customer compares your price to your competitor’s, acknowledge the difference in price by pointing to the value they will …
Why do salespeople struggle with high-level decision makers?
Paul debunks some of the myths surrounding high-level decision makers (HLDMs). Show Notes FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson. High-level decision makers get a bum rap! Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you? A whopping 90% of …
How do I conduct year-end customer reviews?
Paul provides valuable tips for conducting a productive annual review with your existing customers. Show Notes Your customers are busy with other priorities. So, it’s critical that you remind them of the value you provided over the past year. Part of your annual review must be to reexamine their needs and ensure that you will …
Is e-commerce a friend or foe?
Paul gives you a few things to think about regarding your relationship with e-commerce. Show Notes Is online ordering a threat to your livelihood? Then perhaps you’re just an order taker, not a value creator. If an organization provides a digital platform for ordering, then the salesperson has no choice but to find new and …
How do I communicate price increases?
Price increase fatigue? Paul offers multiple tips to help you and your customer through those inevitable price-increase conversations. Show Notes Your attitude is absolutely critical when presenting price increases. Your company is for profit. It’s okay to make money and be compensated for your value. The profit you gain is a metric for the value …
How do I pursue prospects in a downturn?
Paul offers valuable tips that will keep you filling your pipeline, even during a slowdown. Show Notes Be sure you have a healthy list of opportunities: no less than 10 to pursue over the next 3 – 6 months. In tough times, more people will be involved in the decision making process. Do you know …
What is a Go-Giver? with Bob Burg (Rebroadcast)
During this winter holiday season, we are revisiting Paul’s interview with 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). …
Are you sick and tired of price objections?
Paul offers ten principles to help you navigate price objections in this changing economic tide. Show Notes Someone else’s opinion does not make your price too high. It’s simply their opinion. “My competition is making me cut our price.” Wrong! Only you or your company has the power to cut your price. Never assume your …
Is there strength in the struggle?
Paul helps you find that strength to get through the struggle of tough times. Show Notes Look back on those struggles in your life and reflect on how you made it through. Think about how far you’ve come since your last really tough time. Do you feel a sense of pride for your resilience, your …
How do I make training stick?
Paul provides seven things you must do to ensure that your next training initiative sticks. Show Notes Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect. Once your team starts utilizing what they’ve learned, it’s …
