Podcast
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 …
Why do buyers focus on price?
Paul shares three reasons why buyers focus on price. Show Notes: Are buyers really the ones focusing on price? Our research shows that sellers make a bigger deal out of price than customers. Salespeople shouldn’t have pricing authority because they will agonize over what price to charge. “Customers focus on price because sellers train them …
What is the unique selling proposition?
In this episode, Paul explains the unique selling proposition. Show Notes: Why should the buyer pay a dollar more for your solution, if they don’t see a dime’s worth of difference? Think of your industry and how many competitors sound and look the same. If your message blends in, how can you stand out? “Ross …
Should I include discount percentages on proposals?
Paul shares five reasons why you should never disclose discount percentages. Show Notes: The short answer to the question is… “without a shred of doubt, 100%, absolutely not.” There is no conceivable reason to reveal a discounting percentage on a proposal. There are five reasons why you should not reveal this information to the buyer. …
What are your thoughts on cold-calling in tough times?
In this episode, Paul shares his thoughts on cold-calling in this current environment. Show Notes: Cold-calling still works; our research shows that 29 percent of top-achievers use cold-calling to engage prospects and customers. To be clear, cold-calling is reaching out to a prospect unannounced via phone or face-to-face visit. But before you cold-call a prospect, …
