Podcast
How do I overcome price objections from procurement?
Paul shares three ideas to overcome price objections from procurement. Show Notes: Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why. Procurement managers are trained to ask for a discount until the seller says no. “To me, this sounds like an attitudinal …
What is a discovery sales call?
In this episode, Paul explains the different elements of a discovery sales call. Show Notes: It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new. “There are three things that get in the way of a good discovery call…” “Pitching your solution before discovering the …
How do I maintain a balanced sales pipeline?
Paul explains how to balance your sales pipeline using the 1-2-4 ratio. Show Notes: Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity. Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their pipeline because they don’t …
How do I create a goal-achieving environment in tough times?
In this episode, Paul explains how positive environmental programming leads to goal achievement Show Notes: “Success does not have to be as has hard as we make it.” Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully. As Mary Poppins said, “Well begun is half done.” Conduct a barrier analysis …
How important is humility in tough times?
Paul explains why humility is important when selling in tough times. Show Notes: “Humility is one of the most misunderstood virtues in business.” Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer. It’s easier to see the absence of humility than humility …
How do buyers decide what to do?
In this episode, Paul shares four common questions buyers think about when making a decision. Show Notes: Don’t you wish you could read your buyer’s mind? Selling is not only understanding your buyer’s needs; selling is understanding how the buyer thinks. What’s the short-term gain? Buyers are going to opt for a short-term gain over …
What did you learn from your embarrassing failures?
Paul shares three embarrassing failures and what he learned from them. Show Notes: Failure is a great teacher. The pain you feel motivates you to get better. Always prepare. Let the sting you feel from failure motivate you to plan and prepare better. Product demonstrations should be flawless. Never let arrogance or complacency obscure your …
How do I sell my company’s value added?
In this episode, Paul shares four ideas to sell the value of your company. Show Notes: “I’m selling the same product as everyone else.” If you’re just selling a product, you open the door to too much competition—you’re selling a bundled package. Your value-added is already baked into that solution. You cannot remove the value, …
How do I become a better listener?
Paul shares seven tips to help you become a better listener. Show Notes: Have you ever met a salesperson who listened their way out of a sale? Listening is critical, and it begins with taking the focus off your self. It’s not all about you. If you want to become a better listener, then give …
What are common mistakes salespeople make?
In this episode, Paul shares five common mistakes that salespeople make. Show Notes: Failing to plan and prepare is the most common mistake. Failing to plan is the height of arrogance or just pure laziness. Ninety-five percent of top-achievers plan every call. Never accept a no from someone who cannot say yes. You must get …
