Podcast
How do I convince the buyer to change?
Paul gives you multiple ways to convince the buyer to change to your solution. Show Notes “Translate your value added into meaningful impact for the customer.” Draw parallels. Show the buyer the negative impact of the “status quo.” “People are more open to change when ….” Click here to purchase the latest edition of Value-Added …
What is the best way to initiate contact with high-level decision makers?
Paul shares three tips on how to more effectively reach out to high-level decisions makers (HLDMs). Show Notes Are you willing to make the commitment to contact the HLDM? HLDMs put their pants on one leg at a time—just like you. “Have the confidence to reach out to these HLDMs.” “The most effective way to …
How should I thank my customers?
On this episode, Paul talks about how and why to demonstrate your appreciation to your customers. Show Notes Thank you for supporting TheQandASalesPodcast.com! “Gratitude is important in business.” Your customers are important to you…and your family. “Here’s the kicker….” Have you thanked your customers lately? Click here to purchase the latest copy of Value-Added Selling! Thanks …
How do I create more value in tough times?
On this episode, Paul lays out three ways you can create more value, even in tough times. Show Notes “Whether it’s good times or whether it’s tough times, your customers always want value.” Customers crave stability. “When you are demonstrating stability, you want to show your customer that ….” “Be flexible. You’ve got to do …
How do I handle a prospect or customer that goes silent?
Paul shares his thoughts on dealing with a customer or prospect that has shut down communication. Show Notes “…whatever you are selling, it might be a priority to you, but chances are, it’s not a priority to your customer or prospect.” Your customer or prospect has other things on their plate. “Does this message align …
How do I create internal champions?
On this episode, Paul highlights the ways to develop internal champions. Show Notes Internal champions will greatly influence the buying process. “When you’re trying to create internal champions, you first need to know who they are.” How do internal champions define value? “You have to put yourself in their position.” Internal champions deserve our respect. …
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.” …
