Podcast
How do I know when the customer is ready to buy?
Paul shares ten signals that indicate a customer or prospect is ready to buy. Show Notes: The customer will let you know when they are ready to buy. The customer will give you several verbal and non-verbal signals. “An interested buyer will ask for the price. Some salespeople confuse this question as a price objection.” …
How NOT to sell in these tough uncertain times
Could you be doing more harm than good? In this episode, Paul shares the common pitfalls of selling during these tough and uncertain times. Show Notes: Don’t be too aggressive. Refocus your energy and effort on aggressively growing your network. It might be more harmful to push deals forward. Focus on backfilling the top of …
How do I sell against a competitor with better pricing and availability?
What if your competitor has cheaper prices and more product? In this episode, Paul shares three ideas to sell more effectively when you are the underdog. Show Notes: “There is the constant back-and-forth question regarding small and large competitors.” Big companies can’t do what small companies can and vice versa. “In Value-Added Selling, over 600 …
How do I lead in uncertain times? with Dirk Beveridge
In this inspiring episode, Dirk Beveridge shares his perspective on leadership in these uncertain times. Show Notes: Health is the big difference about this crisis. There is an entire generation of professionals who are experiencing their first crisis. “Life’s been pretty damn good the past ten years. I know we’re going to make it through …
How do I manage and lead in uncertain times?
Paul shares eight ideas to help you effectively manage and lead your team through these tough times. Show Notes: If salespeople report to you, your number one job is to coach them, lead them, and manage them. “Now is the time to further develop your team. Role-play with them, work on their phone skills, and …
How do I gain mental strength In tough times?
Paul shares six ways to build mental strength. Every day is an opportunity to become stronger. Get your Daily Mental Flex Exercise downloadable PDF. Show Notes: “Gratitude reduces stress. It also increases your happiness.” There is always something to be grateful for. “Tough times are going to sharpen your senses and spark creativity.” Give yourself …
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 …
