Podcast

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Nov 14, 2022 • Podcast

How should I handle unethical competitors?

Paul addresses the critical factors of doing business ethically and with integrity. Show Notes Use your high ethical standards as a differentiator between you and your competitors. Don’t stoop to your competitors’ benchmark of ethics. If you lose business to an unethical competitor, still be gracious in defeat. Earn “safety net” status. Through your frustration, …

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Nov 7, 2022 • Podcast

What are the benefits of a recession? Part Three

Paul completes his three-part series on the benefits of a recession with the important reminder that you’ve got to shift your mindset and focus on opportunity, abundance, and improvement. Show Notes Good times can mask bad sales behaviors. Recessions will reveal your weaknesses, which will help you become stronger. Humility is a misunderstood virtue in …

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Oct 31, 2022 • Podcast

What are the benefits of a recession? Part Two

Paul continues his three-part series on the benefits of a recession with three more reasons why recessions can be good for you, your company, and your customers. Show Notes Recessions will increase the number of decision makers. Why is that a good thing? When your competitors get scared during tough times and cut marketing budgets …

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Oct 24, 2022 • Podcast

What are the benefits of a recession?

In this podcast and the subsequent two episodes, Paul looks to inspire you to go out and find opportunities and thrive as we go through this downturn. Show Notes A negative attitude towards a recession can obscure your view from the more positive outcomes you can generate. During a downturn, your customers are looking for …

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Oct 17, 2022 • Podcast

What if I give the customer the wrong information?

Paul tackles the tough situation in which the seller gives the customer incorrect pricing. Show Notes Remember…everyone makes mistakes. Take ownership of the mistake and acknowledge it to the customer. Explain the misunderstanding and do your best to resolve the situation. You may win greater loyalty from the customer. Tap into your loyal customers for …

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Oct 10, 2022 • Podcast

What is your best prospecting tip? With Mario Martinez Jr.

Paul and Mario discuss three ways to improve your prospecting effort. Show Notes “Sales is the art of helping.” Mario Martinez Jr. “If we help, they buy. If we do good, they buy more. And if we do really, really good, we build solid relationships.” Mario Martinez Jr. “Show them that you know them. Be …

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Oct 3, 2022 • Podcast

What are the five secrets of the top 1%? With Brandon Bornancin

Paul and Brandon unpack the secrets to a full and successful sales pipeline. Show Notes Learn the sales-funnel math to hit your quota and be successful. “The top salespeople—they prep, they write, they prepare those scripts on all of those sales objections in advance so when they’re ready to go play that ‘Super Bowl Game’ …

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Sep 26, 2022 • Podcast

What is your best sales tip?

Paul shares his #1 sales tip that will help you be more successful T-O-D-A-Y. Show Notes SPOILER ALERT: Stretch the buyer’s time horizon into the future…and the past. Listen to learn why and how. When you’re trying to improve in any way, focus on ONE thing to make a change. Ask questions that help your …

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Sep 19, 2022 • Podcast

How do I lead a customer through uncertainty?

Paul outlines three ideas on how you can turn the customer’s uncertainty into opportunity. Show Notes Your customers don’t need to be coddled; they need to be challenged. Lead with your expertise to guide your customers through uncertain times. Through uncertainty, decision makers want stable partners and predictable solutions. Does your solution help the buyer …

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Sep 12, 2022 • Podcast

What’s it like to sell private jets? With Carter Alexander

Paul discusses the unique and complicated aspects of multi-million dollar sales with Carter Alexander of Aviation Commerce and Shared Sky. Show Notes The process may be different, but it’s still about relationships. “The most time-consuming aspect of it is just getting past the layers and getting to the decision maker. Because guys that are at …

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Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

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Value Added Selling

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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