Podcast
How do I manage price objections in tough times?
During tough times you will face price objections. In this episode, Paul shares five ideas to manage price objections. Show Notes: In good times or bad times, buyers want value. When buyers question price, they’re really questioning the fairness of your price for the value they receive. Price is only an issue in the absence …
How do I build customer relationships during a crisis?
How do you build customer relationships if you can’t meet with customers? In this episode, Paul shares three tips to build relationships during this crisis. Show Notes: A salesperson recently asked, “How can I continue to build relationships with my customers during these crazy times? It’s hard to build a relationship if I can’t even …
Part IV – How do I sell during uncertain times? with Jimmy Vreeland
Mental toughness is critical in tough times. In this episode, Jimmy Vreeland, an Army Ranger, shares his insight on mental toughness. Show Notes: “I love creating value for other people, but I don’t run a charity and dollars follow value. So maybe you’re not collecting the cash right now, but to me, selling is creating …
Part III – How do I sell during uncertain times?
Paul shares the characteristics of tough timers and how they respond to adversity. Customers also have three additional concerns during this coronavirus crisis. Show Notes: “When heaven is about to confer a great responsibility on any man, it will exercise his mind with suffering, subject his sinews and bones to hard work, expose his body …
Part II – How do I sell in uncertain times?
Right now, there is a cloud of uncertainty. In this episode, Paul shares more tips to manage these uncertain times. Show Notes: “All the adversity I’ve had in my life, all my troubles and obstacles, have strengthened me… You may not realize it when it happens, but a kick in the teeth may be the …
How do I sell during uncertain times?
Between the bear market and the global coronavirus pandemic, salespeople are facing uncertainty. In this episode, Paul shares several tips to sell in uncertain times. Show Notes “There is no profession better equipped to handle uncertainty than salespeople. Think about it. Salespeople face uncertainty every single day.” “You need to embrace an unwavering belief that …
How do I build a great sales pitch?
Paul shares four ways to help you build a better sales pitch. But before building your sales pitch, you must gain an in-depth understanding of the customer’s needs. Show Notes: To build an effective sales presentation remember the four P’s: Personalize the message, build perceived value, demonstrate performance value, and use proof. “The buyer must …
What’s your best advice for new salespeople?
Paul shares seven tips to help new salespeople become more successful. Show Notes What do salespeople have in common with Albert Einstein? “The best advice I could give any salesperson whether you’re new or experienced, is to be a person of value.” Focus on making a difference, not just a deal. Although you just graduated …
How do I validate and remind the customer of the value we deliver?
Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its… “As most people are unaware of the air they breathe; most customers are unaware of the …
How do I sell value without badmouthing the competition (even if they suck)?
Paul shares three tips to help you sell against a (sucky) competitor without badmouthing them. Show Notes “We all have that one competitor that everyone loves to hate.” It’s shocking how some customers choose a solution that is vastly inferior to other alternatives. Yet, these same decision makers are not likely to change. “Even if …
