Podcast
How do I sell to multiple decision-makers?
Paul shares one idea to sell more effectively to groups and multiple decision-makers. Show Notes: More and more people are getting involved in the decision-making process. Our research shows that approximately six people are involved. If you’re not meeting with at least six decision-makers, you’re missing an opportunity. “In a group setting, people like to …
How do customers and prospects define value in tough times?
Paul shares three tips to redefine value in tough times. Show Notes: “During moments of scarcity and tough times, people focus more on what they give up versus gain.” “In good times or in bad times, buyers still want value. That should give you hope.” The utility of your solution doesn’t change, but the impact …
How do I manage pending sales (deals) in tough and uncertain times?
Paul shares three ideas to manage pending deals during this pandemic. Show Notes: People are emotional and irrational in good times; they are more emotional and irrational in tough times. So, rely on the logic they’ve already used. “All this uncertainty is clouding our judgment, so let’s use our previous logic and reasoning.” “Pressure takes …
How do i stay motivated during tough and uncertain times?
Paul shares one idea that will keep you motivated and feeling accomplished. Show Notes: Their top salesperson said, “I’m struggling right now. I just don’t know how to stay motivated during this tough time.” View negativity and moments of despair as a brief stop on your route, not the destination. A sense of accomplishment gives …
How do I plan sales calls during tough and uncertain times?
Paul shares ten questions to prepare you for a sales call in tough and uncertain times. Show Notes: Apparently, growing marijuana is more important that growing sales! “Ninety percent of your competitors are NOT doing this…” Planning is your greatest opportunity to differentiate yourself. These ten questions will help you prepare more effectively. “A sales …
How do I effectively research prospects and customers? with Sam Richter
Paul interviews sales intelligence guru, Sam Richter. Sam shares ideas for salespeople to become more relevant with better customer research. Show Notes: The goal is to be exceptionally relevant to what the customer cares about. Most salespeople are missing an opportunity to instantly connect with prospects at a deeper level. CRM is more than customer …
How do I sell mortgage protection life insurance?
Paul shares five tips when selling mortgage protection life insurance. Show Notes: Although this episode focuses specifically on mortgage protection life insurance, many of these ideas will apply other forms of insurance or financial products. “The big challenge is asking the customer to buy something today; they will hopefully never actually need.” Humans are hardwired …
How do I know when the customer is ready to buy?
Paul shares ten signals that indicate a customer or prospect is ready to buy. Show Notes: The customer will let you know when they are ready to buy. The customer will give you several verbal and non-verbal signals. “An interested buyer will ask for the price. Some salespeople confuse this question as a price objection.” …
How NOT to sell in these tough uncertain times
Could you be doing more harm than good? In this episode, Paul shares the common pitfalls of selling during these tough and uncertain times. Show Notes: Don’t be too aggressive. Refocus your energy and effort on aggressively growing your network. It might be more harmful to push deals forward. Focus on backfilling the top of …
How do I sell against a competitor with better pricing and availability?
What if your competitor has cheaper prices and more product? In this episode, Paul shares three ideas to sell more effectively when you are the underdog. Show Notes: “There is the constant back-and-forth question regarding small and large competitors.” Big companies can’t do what small companies can and vice versa. “In Value-Added Selling, over 600 …
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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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