Podcast

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Sep 25, 2023 • Podcast

How do I overcome price objections in a service-based business?

Paul shares tips on handling price pushback in those service-based industries. Show Notes What does the movie Tommy Boy, T-bone steaks, McDonald’s, and Panera have to do with price objections? Point out the dissonance between the outcome they want and the price they’re willing to pay. “Is the price you’re willing to pay consistent with …

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Sep 18, 2023 • Podcast

How do I build a team of top achievers?

Paul reveals the steps to develop your sales team into value-added top achievers. Show Notes If you expect your team to be top achievers, you need to train them like top achievers. Make training and development part of your sales culture. Positive momentum = progress. Reinforcing and acknowledging the effort increases confidence. Remove your team’s …

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Sep 11, 2023 • Podcast

How do I shorten the sales cycle?

Paul shares five ideas to accelerate your deals through the pipeline. Show Notes Do you know where your ultimate decision maker is? Verify that they will be involved in your meeting. What departments will be affected by this decision? Make sure you are talking with the right people. Clearly define to the customer the benefit …

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Sep 5, 2023 • Podcast

How do I motivate my sales team?

Paul shares the seven secrets to creating a motivational environment for your sales team. Show Notes You can’t motivate people. Really?! Listen to find out just what that means. Education is critical to building confidence. Help your team develop the necessary skill set to sell successfully. Selling is a delicate balance between controllable effort and …

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Aug 28, 2023 • Podcast

Who should handle customer complaints?

Paul provides some guidance on the many facets and layers of handling customer complaints. Show Notes Customer service is better equipped to handle certain types of customer complaints. But the severity of the issue could require sales rep involvement. Who has the expertise to solve the problem the right way: customer service, technical, maintenance, sales …

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Aug 21, 2023 • Podcast

How should I present price?

Paul provides the Dos and Don’ts of presenting your price confidently. Show Notes Nervous? You’re asking the customer for money. There’s no greater time to display absolute confidence. DO NOT telegraph that a cheaper price is available. The customer’s expectations will be anchored to that lower-priced option. Apologizing for your price sends the message that …

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Aug 14, 2023 • Podcast

Why are we missing opportunities?

Paul helps you recognize just how many opportunities you’re leaving on the table. Show Notes One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity. Become “unfamiliar” with your existing customers and bring a fresh set of eyes to see the …

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Aug 7, 2023 • Podcast

Do you need another vacation?

Paul provides some practical ways to help you get back to it and maximize your performance after vacation. Show Notes Returning to the grind is tough. You unplug for a week or two and then, BAM, you’re right back at it. It’s like vacation never really happened. Conduct a Weekend at Bernie’s pipeline review. Tune …

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Jul 31, 2023 • Podcast

How do I exceed customer expectations?

Paul discusses the importance of customer expectations and how to exceed those benchmarks. Show Notes Expectations are the true benchmarks of satisfaction. Do not make the mistake of under promising because you will inevitably live down to those expectations. Set the expectation high—then deliver! How can you unexpectedly serve your customers better? When you make …

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Jul 24, 2023 • Podcast

How do I prove my value?

Paul dives deep into handling price objections by showing the value you bring. Show Notes One of the biggest lies in business: “It’s just business.” Nothing could be further from the truth. When you go above and beyond for the customer, when you answer that weekend call, you make it personal. Remember, when customers challenge …

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Selling Through Tough Times

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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.

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