Podcast

Image Coming Soon
Sep 7, 2022 • Podcast

Why is anxiety good for you? With Dr. Tracy Dennis-Tiwary

You don’t want to miss this fascinating and powerful interview with Dr. Tracy Dennis-Tiwary. Along with so much other beneficial information, they discuss three tips to be anxious “the right way.” Show Notes Do you live in a constant state of anxiety? This can be a good thing…really! “Anxiety feels like fear…so we often equate …

More

Image Coming Soon
Aug 29, 2022 • Podcast

How do I make product recommendations without being pushy?

Paul shares some great tips to help you steer clear of becoming that pushy salesperson. Show Notes Approach the conversation with a mindset of serving your customer. The times we (salespeople) come across as pushy are when we focus on ourselves (what we want to sell) versus what the customer needs. Remind the customer of …

More

Image Coming Soon
Aug 22, 2022 • Podcast

How do I unstall deals, win larger deals, and leverage social media? With Phil Gerbyshak

Paul and Phil Gerbyshak have a great conversation about those middle-of-the-funnel stalls every seller experiences. They also tackle dealing with multiple decision makers and social media in this jam-packed podcast. Show Notes Go back to the buyer and find out what happened. “I like truth. I don’t like guesswork.” Phil Gerbyshak “I believe in value …

More

Image Coming Soon
Aug 15, 2022 • Podcast

How do I start a conversation with CEOs and Executives?

Paul offers tips to help you initiate contact with high-level decision makers (HLDMs). Show Notes Ninety percent of salespeople DO NOT call at this level. That’s good news for you! Work on getting a referral from within the industry. Tap into your LinkedIn network. Focus your message on what’s important to HLDMs. Identify a problem …

More

Image Coming Soon
Aug 8, 2022 • Podcast

Why should salespeople handle customer complaints?

Paul lays out four excellent reasons why you, the salesperson, should handle customer complaints. Show Notes The seller understands the context of the complaint—what’s going on in the customer’s world. Salespeople have a lot of skin in the game and will work tirelessly to resolve the problem. Resolving your customer’s complaint is a relationship-building opportunity. …

More

Image Coming Soon
Aug 1, 2022 • Podcast

How do I review my pipeline?

Paul provides tips to manage your sales pipeline heading into Q4 2022. Show Notes Many salespeople do not have a full pipeline. You need the 3-2-1 pipeline ratio. (Listen to find out what that is.) In tough times, your pipeline ratio changes to _______. How often do you purge your pipeline of dead and stalled …

More

Image Coming Soon
Jul 25, 2022 • Podcast

How can I unplug on vacation?

Paul throws down the gauntlet and challenges you to completely unplug on vacation. Show Notes Biggest challenge: leave your laptop and work phone at home. WHAAAT! If you are not able to take a vacation because you fear losing an opportunity or missing a sale, you need to find a better way to manage your …

More

Image Coming Soon
Jul 18, 2022 • Podcast

How do I get salespeople to follow policy and procedure?

Paul offers sales managers a different perspective when it comes to non-compliance to policies and procedures. Show Notes Take an honest look at the process of getting pushback. Does this policy or procedure add any value to the customer experience? Cost without value diminishes you in the marketplace. Regarding top salespeople, do their results have …

More

Image Coming Soon
Jul 11, 2022 • Podcast

How do I sell like a marketer? With Aidan McCann

Paul talks with Aidan McCann of Outré Creative, a global marketing design firm, about how sellers can be more relevant, persuasive, and close more sales by thinking like marketers. Show Notes “Marketing is more important now than ever before given that the composition of the marketplace has changed dramatically over the last couple of years.” …

More

Image Coming Soon
Jul 5, 2022 • Podcast

What if the buyer prefers emailed proposals versus in-person presentations?

Paul shares tips to get you out of the buyer’s email in-box and back in front of them for in-person presentations. Show Notes Explain that there are elements of your proposal that you need to walk through in person. Ask the buyer to consider how many phone calls, emails, and voicemails it takes to replace …

More

Ask a Question

 Search

Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

Order Now
Value Added Selling

Value-Added Selling (4th Edition)

The global, go-to guide that started the Value Selling Revolution - now updated for today's market.

Order Now