Podcast
How do I get additional meetings (even when the customer doesn’t want to meet)?
On this episode, Paul shares tips to get you back in front of the customer. A trigger event causes the buyer to be more open to your solution. Reference something new you can bring to the table. Talk to your internal champions and conduct a …. “The more informed you are, the more insight you …
What if my manager is a price seller?
On this episode, Paul addresses the frustrations of working for a price seller. There are different ways to go to market. Ask your boss “Why do we sell on price?” Remind your manager that once you discount, you are losing out on …. Conduct a value audit and help your manager realize just how much …
How should I approach tough conversations during the sales process?
On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you’ve closed the deal. Before you do anything else, you have to …. Acknowledge the buyer’s concerns. “Use the words I understand.” Focus on the facts. Invoke empathy. You’re not doing anything they haven’t had to do. Assure the …
How do you sell down from a premium option?
Show Description On this episode, Paul provides three tips for when a customer wants less than your best solution. Why is the customer considering a different option? Remind the customer of the value of your premium solution. A different product means different competitors. “Conduct an apples-to-apples comparison with your new competitors.” Don’t forget your company …
Which is better, commission or salary?
Show Description On this episode, Paul lays out his argument for a straight commission compensation plan. “The more variable your pay, ….” “Your compensation plan is your best accountability tool.” When you are paid straight commission, you have ….” Put yourself in a position where you have to be successful. Click here to purchase the …
How do I know when the buyer is bluffing?
On this episode, Paul explores the indicators of buyer bluffing. Show Notes: Salespeople cave-in to price objections 75% of the time. “If [the customer] has demonstrated a willingness to buy, then they give you a price objection, they are bluffing. “Anything that mitigates the importance of price is a pressure point.” Do you know when …
How do I push through a price increase?
On this episode, Paul addresses the hot-button topic of price increases. Show Description: Words matter! Don’t use “increase,” use ______. Detail the reason for the adjustment. Fairness is critical. “The price adjustment creates an opportunity to ….” Prior to the adjustment, remind the customer of the ______. Click here to purchase the latest edition of …
How do I handle a budgetary price objection?
Paul tackles this common price objection with five tips. Show Notes Did the buyer know the cost of your solution before setting their budget? “Give the buyer the opportunity to ….” Budgets are flexible. Remind the buyer of the extra revenue your solution will help them generate. “Get to that !” Is your price too …
What are your three best prospecting tips?
On this episode, Paul provides great tips to help you choose your next prospect. Show Notes “Build a ______ for your prospect.” Increase your prospecting activity. Use this formula for a balanced pipeline: How will you initiate contact? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at …
What is the best time to prospect?
On this episode, Paul discusses the importance of timing in prospecting. Show Notes “The best time to prospect is….” The two best days of the week to prospect are and . Send an antifreeze message to take the chill off your cold call. “The best time to plant a tree was 20 years …
