Podcast
How do I define value in the customer’s terms?
On this episode, Paul shares ways to help you define value as the customer sees it. Show Notes “Get a broad understanding of their needs.” (Talk to everyone!) “Understand the company’s overall ….“ “You need to make sure that your value proposition aligns with ….” Do your buyers understand the tangible results gained when they …
How do I persuade buyers to change?
On this episode, Paul reveals three techniques to persuade the buyer to make a change. Show Notes “Persuasion is not easy, but it is possible.” “Get the buyer past what they sacrifice today and get them to focus on ….” Ask questions that transport the buyer into the future. Tell a story. Share an example …
What questions should I ask my salespeople in a monthly review?
Paul provides eleven questions to help gauge sales performance: your own or your sales team’s. Show Notes Know the _________________________. Growth opportunities: Are you chasing the right business? Defensive selling: Do your folks have good customer relationships? Existing customers: Are your salespeople getting the credit they deserve for the they deliver? Use these questions to …
How do I recruit the best salespeople?
On this episode, Paul continues his focus on sales leaders and coaches. Show Notes “You need to hire for the _________, not the _________ .” Look at your _______________ to create a profile of what you’re looking for. Don’t wait until you have to fill a position. Tap your top achievers for referrals of potential …
How do I motivate my sales team?
On this episode, Paul lays out some tactical rules for motivating your sales team. Show Notes “You can’t really motivate someone.” Whaaat! “Create an environment where ….” People do things for their reasons, not yours. “We rise and fall to the expectations that we are given.” Does your team feel challenged or defeated? Click here …
How should I set sales objectives for my team?
Paul shares some tactical tips on establishing objectives for your sales team. Show Notes Don’t forget your daily and weekly targets. “___________ is not the most important motivator.” What’s getting in the way? Identify the barriers to their achievement. “When you involve them [your sales team] in the process…they’re going to feel a stronger sense …
What motivates you?
On this 100th episode, Paul takes on an important topic leading into 2021: Motivation. Show Notes Have you ever been told you couldn’t achieve something? “What’s going to motivate you into next year?” “The sting of reminding yourself that it might not happen is only going to ….” There is someone willing to take more …
How do I set goals for 2021?
On this episode, Paul discusses goal setting and how it looks different for 2021. Show Notes Realize that 2020 is only a small window of time in your career. “Don’t let 2020—the doom and gloom of it—influence how you set your goals.” “If that goal you’re setting doesn’t make your bones itch, then you’re not …
What drives customer decision making in tough times?
Tune in to this episode. Paul dives deep into the driving forces behind customer decision making in tough times. Show Notes In tough times, the most dominant driver of customer decision making is … “Cost cutting is an opportunity in disguise.” Remind the customer of the value of your solution. During tough times, “our instincts …
How should salespeople handle customer complaints?
On this episode, Paul provides four tips when handling customer complaints. Show Notes Customer complaints are opportunities! “Most customers don’t actually complain.” (But your best customers do.) You become the CEO of the customer’s problem. Ask the question “why” ____ times to get to the root cause. “When a customer complains and then they’re satisfied, …
