Podcast
Why do salespeople offer unprompted discounts?
Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story that prompted this episode. “I told the guy that …
How do I turn service into sales?
In this episode, Paul shares four ideas to turn service into sales. Show Notes: Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don’t just be a salesperson. Leverage your service team. Your service team includes engineers, designers, programmers, service technicians, …
Should salespeople have pricing authority?
Paul shares five reasons why salespeople should NOT have pricing authority. Show Notes: Under no circumstances should salespeople have pricing authority! Pricing is strategic because it impacts profitability. Salespeople are emotional and irrational (So is everyone). Salespeople will feel the pressure and cave in and discount. Savvy buyers know how to make the seller feel …
How do I create a positive first impression?
In this episode, Paul shares why first impressions are critical and how to create one. Show Notes: “A first impression is a lasting impression.” This idea is based on confirmation bias. Confirmation bias means that we interpret new information in a way that confirms what we already believe. In the middle of the word impression, …
How do I meet with and sell to high-level decision makers?
Paul shares his thoughts on meeting with high-level decision makers. Show Notes: Our research shows that getting in front of the ultimate decision maker is the greatest challenge facing today’s sales professionals. That’s why only 10% of the sales population make it to this level. There are several reasons we need buy-in from a high-level …
How do I motivate my sales team?
In this episode, Paul shares his thoughts on motivating your sales team. Show Notes: Top-achieving salespeople are more motivated than they are talented. The key is to create an environment where your sales team can motivate themself. Salespeople have a target to hit. Their job is to hit that target, whether it’s good times or …
Why should I take a vacation?
Paul explains why taking a vacation is so critical Show Notes: “It’s okay to unplug and distance yourself from this challenging sales environment.” Salespeople are the equivalent of elite athletes. Even the most elite athletes take a break. Pull a Rodman and blow off some steam. A little break from the day-to-day can help you …
How do I get out of a sales slump?
In this episode, Paul shares ten tips to get out of a sales slump. Show Notes: Dr. Seuss can help you get out of your slump, but un-slumping yourself is not easily done. “No matter how successful you are, you’ve experienced a slump.” Tip number one, make more calls. Generating activity is critical. With all …
How do I present my price?
Paul shares his thoughts on presenting price.] Show Notes: “Pricing builds perceived value. In the absence of additional information, price is the greatest indicator of quality and performance.” Discounting and negotiating are part of every culture. Pricing is an integrity issue. “If you present a price and then lower it, you’re effectively telling the customer …
Does packaging really matter?
Paul explains why packaging is so important. Show Notes: Packaging matters because it builds perceived value. Perceived value influences your expectations. “Packaging can be a differentiator.” How can your package standout if it blends with everyone else? Be different in the way you package your product and demonstrate your product. “You, the salesperson, you’re the …
