Podcast
How do I sell unfamiliar products and services?
Paul shares three tips to help you sell an unfamiliar product or service Show Notes: Selling something new and unknown is challenging. “Most people like to stick with what is familiar and proven.” Focus on selling to the innovators and the early adopters. These two categories represent about 16% of the population. “Your unknown product …
How do I request face-to-face meetings during a pandemic?
In this episode, Paul shares three ideas to help you get more face-to-face appointments during a pandemic. Show Notes: “Attitude matters when you’re making a request.” Don’t talk yourself out of the meeting before you have even asked for it. “Why should the customer meet with you face-to-face?” If you can’t compellingly answer this question, …
Why and How Should I Plan In Tough Times?
Paul shares three reasons to plan and his four-part sales plan for existing customers. Show Notes: Eisenhower said, “In preparing for battle, I have always found that plans are useless, but planning is indispensable.” Churchill also said, “Plans are of little importance, but planning is essential.” So, if plans are useless and indispensable, then why …
How do I communicate value in tough times?
Paul shares three ideas to help you craft the perfect message in tough times. Show Notes: In a crisis, words matter. Remember Tony Hayward’s comments in the 2010 BP oil spill? BP’s CEO, Tony Hayward, was apologizing for the disruption and devastation of the event and he said, “…there’s no one who wants this thing …
How do I find opportunities in tough times?
Paul shares three ideas to help you find new opportunities during tough times. Show Notes: What can Corn Flakes, French Dips, and Caesar Salads teach us about selling? Accidental innovation happens all the time. However, success only happens if you view that innovation through an opportunistic eye. When we’re stuck in our old ways, we …
What are the best sales habits to embrace?
Paul shares seven habits that will lead to your sales success. Show Notes: “Your results at the end of the day, the month, or the quarter directly relates to your habits.” 95% of top-achieving salespeople are doing this one thing, are you? “If you embrace this one habit, you’ll have more business than you know …
How do I sell to the buyer who wants the bare minimum?
Paul shares one powerful idea to sell more effectively to the narrow-minded buyer. Show Notes: Buyers will simplify their decisions to focus the conversation on price. Buyers will take a narrow view of their needs and choose the bare minimum. When buyers view their needs as generic and simple, they will satisfice. “Satisficing means choosing …
How do I sell to multiple decision-makers?
Paul shares one idea to sell more effectively to groups and multiple decision-makers. Show Notes: More and more people are getting involved in the decision-making process. Our research shows that approximately six people are involved. If you’re not meeting with at least six decision-makers, you’re missing an opportunity. “In a group setting, people like to …
How do customers and prospects define value in tough times?
Paul shares three tips to redefine value in tough times. Show Notes: “During moments of scarcity and tough times, people focus more on what they give up versus gain.” “In good times or in bad times, buyers still want value. That should give you hope.” The utility of your solution doesn’t change, but the impact …
How do I manage pending sales (deals) in tough and uncertain times?
Paul shares three ideas to manage pending deals during this pandemic. Show Notes: People are emotional and irrational in good times; they are more emotional and irrational in tough times. So, rely on the logic they’ve already used. “All this uncertainty is clouding our judgment, so let’s use our previous logic and reasoning.” “Pressure takes …
