Podcast
How do I sell value when my product is the same as the competition?
Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service. Show Notes: What if a buyer told you, “I can buy the same thing cheaper down the road?” Is that really a price objection? “Price shoppers will take your value-added solution and strip it …
How do I present price increases to customers?
Presenting price increases can be tricky. On this show, Paul offers nine tips to help present price increases to customers more confidently. Show Notes: Most salespeople loathe presenting price increases to their customers. Mainly because they’re fearful of losing the business. A price increase might open the door to the competition. Your attitude matters when …
How do I sell to a spreadsheet buyer?
This episode focuses on a particular type of buyer, the spreadsheet buyers. These types of buyers tend to focus on price and fail to see the intangible factors. Paul provides you with some tips when selling to these buyers. Show Notes How could you calculate aggravation, frustration or emotional impact on a spreadsheet? “Spreadsheets don’t …
How do I manage price objections at the end of a long sales cycle?
Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” On this show, Paul answers Jeff’s question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always …
How do I overcome price objections?
Paul addresses the most common and frustrating challenge that salespeople face. Paul also explains why buyers object on price and he gives you the best way to respond. Price objections are what prompted the original edition of Value-Added Selling. Salespeople constantly experience price resistance, yet they are woefully unprepared to manage price objections. “Price is …
How can I compete against low-cost providers?
Paul tackles a common challenge salespeople face — How to compete with low-cost providers. Paul also taps into the implications of discounting. *** Our show is updated weekly with the questions you ask. So, please, go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want …
How do I avoid price too early in the conversation?
Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas to proactively take control of the sales conversation. How do I avoid price too early in the conversation? (Transcribed from podcast) In a recent training seminar, we had a salesperson ask us, …
How do I deal with unresponsive customers and prospects?
Have you ever been ghosted by a customer or prospect? Sure you have! Every salesperson has dealt with an unresponsive customer or prospect. In this episode, Paul offers some practical advice to overcome this challenge. How do I deal with unresponsive customers or prospects? (Transcribed from podcast) We’re going to cover a very common question …
Why won’t customers change?
Have you ever wondered why customers or prospects won’t change? You might have a better solution, but the decision maker is still reluctant. In this episode, Paul discusses some of the psychological forces that impact your customer’s or prospect’s decision making process. *** Our show is updated weekly with the questions you ask. So, please, …
What is The Q and A Sales Podcast?
Paul answers a few basic questions about the show and the format. He also explains where the sales questions come from and how you, the listener, can ask questions. What is The Q and A Sales Podcast? Salespeople constantly have questions running through their minds, and the purpose of this podcast is to answer those …
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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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