Podcast
How do I create a value-added movement?
Paul discusses the three waves of creating a value-added movement. Show Notes Whether you’re a small company or large, change will happen in waves. There must be absolute buy-in at the highest level to become a value-added organization. Look to your top supporters—your indirect leaders. “When you’re reaching out to these top supporters, it is …
How do I build customer partnerships in tough times?
On this episode, Paul discusses how we can partner with our customers, even in these tough times. Show Notes “Tough times are an opportune time to build partnerships with your customers.” Is your solution still helping them achieve their goals? “Look for opportunities to….” Call on your team for support. “Every new relationship that you …
How do I repair a customer relationship after a bad experience?
Paul provides tips to turn a bad experience into customer loyalty. Show Notes If you’ve been in sales long enough, you’re bound to tick off a customer. “These service failures are actually….” How can a customer become more loyal when we screw up? “Nothing frustrates customers more than working with a salesperson that….” Go on …
My salespeople are negotiating for the customer… How do I get them to stop?
On this episode, Paul tackles why salespeople should not have discounting authority. Show Notes Don’t talk yourself into a price objection! “When the buyer’s asking you to make some concessions, you’re the one that has the choice.” Salespeople who discount lack confidence in their…. “The #1 reason why salespeople will discount is because they can.” …
How do I persuade the buyer before the presentation?
Paul shares ideas on how to prime the buyer for your solution. Show Notes “Persuasion doesn’t have to be as hard as we make it.” Don’t wait for the presentation to start persuading the buyer. “Persuasion begins with that discovery sales call.” “Before we go in and make our presentation, we want to conduct a …
How do I sell virtually?
In this episode, Paul gives you ten tips to help you sell virtually. Show Notes “Selling is selling. The principles of persuasion are just the same whether it’s in person, over the phone, or virtually.” “Get to know your tools and equipment.” Don’t dress like a slob. “You want to stand out in a way …
What is the best response to any price objection?
Paul shares the three primary reasons buyers object on price and provides the “holy grail” of responses to those objections. Show Notes It’s critical to have a go-to response for price objections. “The very first words out of your mouth when the buyer objects on price have to be….” “You want to demonstrate fairness in …
How do I persuade buyers in tough times?
In this episode, Paul shares four ideas to help you persuade buyers in tough times. Show Notes: It’s not that the technique is drastically different; it’s that the context you ask buyers to make decisions is different. Buyers define value differently in tough times. You are not persuading the buyer to purchase your product; you …
How do I engage high-level decision makers without damaging my existing relationships?
Paul shares four ideas when going above or around your existing contacts. Show Notes: What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.” “Try asking the buyer for forgiveness, and then asking for their permission.” “If you have a strong relationship, then …
How do I overcome price objections when the buyer doesn’t care about value?
]In this episode, Paul shares five ideas to overcome price objections when the buyer apparently doesn’t care about value. Show Notes: It’s hard to care about value that you can’t quantify. Price is concrete and tangible; your value should be tangible as well. When the buyer focuses on price, minimize the difference. “You don’t need …
