Podcast
How do I build customer relationships as a new salesperson?
Relationship building is a critical skill for salespeople, especially new salespeople. In this episode, Paul shares several relationship-building tips. Show Notes The foundation of any good relationship is trust. As a new salesperson, your initial goal shouldn’t be building relationships, it should be building trust. “Trust means that you deliver the good news and the …
How do I sell against Amazon?
Have you ever struggled to compete with Amazon? In this episode, Paul shares several ideas to help you compete more profitably, even against Amazon Show Notes: Is Amazon really that tough of a competitor? Our research shows that customers want more than cheap prices. “Although Amazon can beat your price, can they beat you at …
How do I sell value in a competitive bid or tender?
It’s difficult, but not impossible, to communicate value in a competitive bid. In this episode, we cover several tips that will help you sell more profitably in bidding scenarios. Show Notes: The acronym RFP might stand for Request For Proposal. It really means Request For Price! Think about it…buyers are trying to squeeze every bit …
Does perceived value really matter to the buyer?
Paul explains what perceived value is and how it influences your buyer’s expectations. Show Notes The buyer’s perception is reality. How they perceive your value does matter. Perceived value is the look and feel of your solution. Perceived value raises your buyer’s expectation. “Price builds perceived value and impacts the buyer’s perception. It’s a good …
How do I sell more to existing customers?
Have you ever struggled to sell more to existing customers? In this episode, Paul shares several tips and explains why you should focus on existing customers versus prospects. Show Notes: Did you know that top-achieving salespeople spend more time selling to their existing customers than to prospects? It’s more important to sell to existing customers …
How do I sell to Millennial buyers? with Ryan Jenkins
Paul chats with keynote speaker and author Ryan Jenkins, the leading voice on Millennials and Generation Z, about why you’re not connecting with them and what you can do about it. Show Notes: The beginning of a fresh decade is a great time to address stale sales techniques. With more than 11 million Millennial global …
What’s the worst sales advice you’ve ever received?
Paul shares the worst sales advice he has received. This is a great episode on what NOT to do in sales. Show Notes: Have you ever wondered why timeshare sellers get a bad reputation? Well, one of them told me some of their secrets to create false demand. Never price shame a prospective buyer. There …
What should salespeople do at the end of the year?
Paul shares some interesting advice on how to spend the last few weeks of the year. Show Notes: The most important thing you can do during this time of the year is…Nothing. Relax, make fewer calls, take time off. Salespeople are hustling all year long. Take some time to relax. Once you relax, “Analyze the …
How do I overcome buyer resistance?
Paul discusses the seven realities of buyer resistance and how to overcome it. Show Notes: Buyer resistance takes shape in many forms. Buyers might claim your price is too high, the timing isn’t right, or worse, they give you the silent treatment. These are all forms of resistance. Buyer resistance is a break in your …
What questions should I ask prospects?
Have you ever wondered what type of questions you should be asking? Paul shares seven key questions to help you generate a great discussion with prospects and customers. Show Notes: Questions help you understand the buyer’s needs and generate a good information exchange. It’s critical that salespeople ask the right questions the right way. “Great …
