Podcast
How do I sell effectively at trade shows?
Paul offers selling tips for exhibitors at live, in-person trade shows. (They’re coming back!) Show Notes Before you go to that trade show, arrange some pre-set appointments. Study the attendee list and pre-qualify some companies for your target prospect list. Create perceived demand for your booth. “You have got to….” Follow-up is key. Connect with …
What if the buyer uses a service failure to leverage a discount?
Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience. Show Notes “Nobody is 100% 100% of the time.” “View those moments where we mess up as opportunities to build…” Be able to detail what your company did to solve the problem. Remind …
How do you build a proposal that pops?
Paul lays out the foundation for a proposal with impact. Show Notes: “Lead with the customer’s needs. Don’t hit them with price or bore them with everything they didn’t want to know about your company.” “When the buyer is hyper-aware of their needs, they’re more likely to disrupt their status quo.” Detail the impact of …
What questions should I ask my customers or prospects?
Paul fleshes out the important questions you should be prepared to ask on a sales call. Show Notes: “You’re not only gathering information, but you’re also….” “If you can have a deeper understanding of [the buyer’s] customer base, it’s going to help you help your customer deliver value to their customer.” Find out Paul’s favorite …
How can I be more comfortable, confident, and effective on the phone?
Paul addresses concerns about effectively using the phone as a selling tool. Show Notes: Put together talking points and practice. Partner with your sales manager and role play. Can you solve a problem the customer is experiencing? If so, lead with that! “Make the customer feel that your message was crafted specifically for them.” Does …
What if my customer stops buying because I sell to their competition?
On this episode, Paul tackles the tough situation that arises from selling to your customer’s competition. Show Notes Be wary of mentioning other customers as social proof. If asked though, be transparent. Get feedback from your internal champions and try to determine the root cause of the customer’s concerns. Invoke some empathy. Chances are this …
What’s wrong with using the word “free”?
On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business. Show Notes Whatever follows the word “free” is cheapened. Free focuses the conversation on price which is what you should avoid. “Free is too costly a burden.” There are better words to use such as…. Click here to purchase …
How do you sell to customers who are struggling?
On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times. Show Notes Use empathy as your internal monitor when selling to customers who are struggling. “Find new ways to support that customer.” Make the customer aware of your value-added services. “Rigid policy does not serve you …
What is Value-Added Selling?
On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling. Show Notes “Do more of that which adds value, and less of that which….” Is the value exchange equitable? “Just because we put our customer first does not mean we put ourselves last.” “You must be more focused on solving …
How do I change the way price shoppers think?
On this episode, Paul presents a couple of ideas on changing a price shopper’s mind. Show Notes Influence your customer’s mind little by little. Small wins lead to big change. Change doesn’t happen all at once. “If you want to be successful, you have to do what your competition isn’t willing to do.” In what …
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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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