Podcast
Should I include discount percentages on proposals?
Paul shares five reasons why you should never disclose discount percentages. Show Notes: The short answer to the question is… “without a shred of doubt, 100%, absolutely not.” There is no conceivable reason to reveal a discounting percentage on a proposal. There are five reasons why you should not reveal this information to the buyer. …
What are your thoughts on cold-calling in tough times?
In this episode, Paul shares his thoughts on cold-calling in this current environment. Show Notes: Cold-calling still works; our research shows that 29 percent of top-achievers use cold-calling to engage prospects and customers. To be clear, cold-calling is reaching out to a prospect unannounced via phone or face-to-face visit. But before you cold-call a prospect, …
How Do I Find Opportunities in Tough Times? – Part II
Paul shares two tips for finding opportunities in these tough times. Show Notes: “There are no opportunities out there right now. Nothing is happening. Everything is canceled. No more projects until next year.” If this sounds familiar, you need a hard reset. For every seller that tells you nothing is happening, I could find three …
Why do software (SaaS) companies use discounts as negotiation tools?
In this episode, Paul shares why SaaS/software sellers use discounts to negotiate. Show Notes: “Profit margins in this industry are at crack levels. When your margins are this high, it’s easier to give up a little profit. But that’s not the main reason why they’re using discounts.” There are three primary reasons sellers use discounts. …
What gets in the way of selling value?
Paul shares the common barriers salespeople experience when attempting to sell value. Show Notes: Salespeople will say, “That customer only buys on price, they’re a price shopper. They won’t buy value.” Well, then why are you wasting your time trying to sell value? Only 1-in-6 buyers are true price shoppers. Buyers are only objecting because …
How do I create a more convenient customer experience? with Shep Hyken
In this episode, Paul interviews the customer service expert Shep Hyken. Shep shares his thoughts on creating a better and more convenient experience. Show Notes: Whether it’s performing magic or creating a magical experience, customer service requires gratitude and feedback. “It all started with a thank you note.” “Reach out to your customers in tough …
How do I spice things up with existing customers?
Paul shares three tips to spice things up and create more value for your best customers. Show Notes: If your customer relationship feels like a marriage heading the wrong way, you have to listen to this episode. Salespeople get complacent. Complacent sellers rarely see ways to improve their end-to-end experience. Embrace a positive sense of …
How do I get salespeople to focus their time on the right opportunities?
In this episode, Paul shares three tips to help salespeople focus their time on the right opportunities. Show Notes: For salespeople, time is the currency they invest. How salespeople spend their time will determine whether they are successful or not. Sales leaders are frustrated that sellers are going after the wrong slice of the market, …
Why do salespeople offer unprompted discounts?
Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story that prompted this episode. “I told the guy that …
How do I turn service into sales?
In this episode, Paul shares four ideas to turn service into sales. Show Notes: Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don’t just be a salesperson. Leverage your service team. Your service team includes engineers, designers, programmers, service technicians, …
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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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