Podcast
How do I manage an opportunity when my decision maker is no longer with the company? – Alex Brockman
Paul and Alex Brockman of CSG (Cornerstone Solutions Group) discuss how to thrive and grow even in the adversity of the ongoing pandemic. Show Notes How many decision makers are involved in your selling process? How are you “multi-threading your relationships in key accounts so that you can not only weather a situation like that …
How do I sell an upgrade when the preferred option is unavailable?
Paul offers tips on the timely issue of supply shortages and meeting the customer’s current and future needs. Show Notes Is this upgraded solution better for the customer in the long run? “Will it give them more opportunity?” Stretch the customer’s time horizon backwards to remind them of how they’ve grown and will continue to …
How do I approach a customer who left because of an ex-employee?
Paul deals with the sticky situation of winning the customer back after a bad experience. Show Notes You’ve got to acknowledge the previous issue and own the mistake. Strike an empathetic tone when reaching out to this customer. Has the problem been resolved so it will not happen again? Let the customer know, with some …
How do you prevent prospects from sharing your proposal with competitors? With Matthew Berra
Paul interviews Matthew Berra, New Business Development Manager at SYSCO, discussing proposal integrity, cold calling, and planning. Show Notes: Be proactive and put a proprietary information statement on your proposal to dissuade the prospect from sharing your proposal with your competitors. The difference between a pest and a persistent seller—the persistent seller creates value at …
How do I sell to entrepreneurs?
Paul wraps up his decision-maker series with some tips on selling to entrepreneurs. Show Notes: Entrepreneurs may take more risk because they answer to no one but themselves. This means you can take some risk in your presentation. It’s critical that you understand their vision. How will your solution help them achieve that vision? Don’t …
Should I talk price before presenting my solution?
Paul reveals some reasons why price may come up early in the selling process. Show Notes: “Never talk price until you’ve demonstrated some value.” If you share your price for budgetary purposes, aim high, not low. Remember, if they’re asking about price, they’re interested! Is the customer setting their budget or playing a pricing game …
How do I create more value for existing customers?
Are you taking care of your existing customers? Paul provides three great tips to help with this important task. Show Notes “What is getting in the way of delivering the kind of experience that your customers expect?” Make it easier to do business with your company. Organization leaders, be open to employee suggestions. They work …
What are the benefits of Value-Added Selling?
Paul expounds on the many benefits of selling value, not price. Show Notes The role you play as a salesperson has meaning. You help people. The Value-Added Selling philosophy: Do more of that which adds value and less of that which adds little or no value. When your singular focus is value, it simplifies the …
What stops you from performing at your best?
Paul gets real about those barriers that keep you from maxing out those monthly quotas. Show Notes Are you crushing it one month and then hitting a wall? Complacency affects performance. “The conversation you have in your mind is a predictor of how you’re going to perform.” “Your belief in your solution has to be …
How do I prospect and pre-call plan? With Marty Fitz
Paul talks cold-calling and call planning with seasoned sales professional, Marty Fitz, head of business development – IT division, at GFI Digital. Show Notes “Selling is always kind of happening behind the scenes and weekends, too.” – Marty Fitz In this new selling environment— “Find direct numbers. There are lots of different ways to prospect …
