Podcast

Image Coming Soon
May 13, 2021 • Podcast

How do I sell insurance when the client focuses on price or premiums?

On this episode, Paul shares five tips relevant to all industries facing pricing pressures. Show Notes: Stretch the buyer’s time horizon into the future. Help them determine….  Move the conversation from price. “Remind your clients of the complexity of their needs.” Remember, price is one of the greatest indicators of quality and performance. Be sure …

More

Image Coming Soon
May 10, 2021 • Podcast

How can I differentiate in an RFP (Request for Proposal)?

On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP! Show Notes: “Get there early”—before the customer submits an RFP. Request a meeting prior to submitting your proposal. Don’t limit your proposal to the ….  What makes you different from your competitors? Include that in your proposal.   Click here to …

More

Image Coming Soon
May 6, 2021 • Podcast

How do I create a customer experience like Disney World?

On this episode, Paul examines Disney’s great customer experience and how it translates to selling. Show Notes: Surround the customer with your message of value. Is it easy to buy from your company? Details are important. Discover new ways to enhance your solution for the buyer. “Are you willing to never be satisfied with where …

More

Image Coming Soon
May 3, 2021 • Podcast

How do I proactively prevent price objections?

On this episode, Paul illuminates the delicate balance of steering the conversation from price to value. Show Notes: Are you focusing on the right opportunities? “Whoever is asking the questions on the sales call is in control of the conversation.” “Ask questions that transport the buyer….” (into the future) Surround the buyer with your message …

More

Image Coming Soon
Apr 29, 2021 • Podcast

What is the impact of aggressive pricing?

On this episode, Paul provides impactful insight into the idea of aggressive pricing. Show Notes: “The greatest impact [of aggressive pricing] is on the ….”  “Every dollar you discount is pure profit you’re leaving on the table.” Don’t set a discounting precedent. The more you do it, the easier it is. Don’t become addicted to …

More

Image Coming Soon
Apr 26, 2021 • Podcast

As a new salesperson, how do I encourage buyers to work with me?

On this episode, Paul shares three great tips for new salespeople. Show Notes: “Be prepared to play the….”  Get to know your industry and become a student of your profession. Problems create opportunities for salespeople. Understand and communicate all the ways your company, your product, and you bring value to the customer.   Click here …

More

Image Coming Soon
Apr 22, 2021 • Podcast

How does loss aversion impact customer decision making?

In this episode, Paul explains how loss aversion will influence the customer’s decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain.  Think of a 401K; you are saving money today for a long-term, future benefit. It’s painful to give up …

More

Image Coming Soon
Apr 19, 2021 • Podcast

What are the top four reasons buyers object to price?

In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections. Show Notes: Do you know the number one reason why buyers object to price? Can you explain why your solution is different? When buyers think you’re the same, it’s not a real price objection. If you …

More

Image Coming Soon
Apr 15, 2021 • Podcast

How do I comfortably ask for referrals?

On this episode, Paul offers seven tips for asking that satisfied customer for a referral.  Let the customer know from the start that you work on a referral basis. Exceed your customer’s expectations. Reinforce the value you deliver before asking for a referral. Ask for testimonials from your best customers. Just Ask! You won’t get …

More

Image Coming Soon
Apr 12, 2021 • Podcast

What is a Go-Giver? with Bob Burg

On this episode, Paul is thrilled to interview speaker and author of The Go-Giver, Bob Burg.  Always give value to others. “Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others).”  Don’t be a go-taker (someone who takes without adding any value). “Money is …

More

Ask a Question

 Search

Value Added Selling

New Value-Added Selling (4th Edition)

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

Order Now