Podcast

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Feb 8, 2021 • Podcast

How do you sell down from a premium option?

Show Description On this episode, Paul provides three tips for when a customer wants less than your best solution. Why is the customer considering a different option? Remind the customer of the value of your premium solution. A different product means different competitors. “Conduct an apples-to-apples comparison with your new competitors.” Don’t forget your company …

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Feb 4, 2021 • Podcast

Which is better, commission or salary?

Show Description  On this episode, Paul lays out his argument for a straight commission compensation plan. “The more variable your pay, ….” “Your compensation plan is your best accountability tool.” When you are paid straight commission, you have ….” Put yourself in a position where you have to be successful. Click here to purchase the …

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Feb 1, 2021 • Podcast

How do I know when the buyer is bluffing?

On this episode, Paul explores the indicators of buyer bluffing. Show Notes: Salespeople cave-in to price objections 75% of the time. “If [the customer] has demonstrated a willingness to buy, then they give you a price objection, they are bluffing.  “Anything that mitigates the importance of price is a pressure point.” Do you know when …

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Jan 28, 2021 • Podcast

How do I push through a price increase?

On this episode, Paul addresses the hot-button topic of price increases. Show Description: Words matter! Don’t use “increase,” use ______. Detail the reason for the adjustment. Fairness is critical. “The price adjustment creates an opportunity to ….” Prior to the adjustment, remind the customer of the ______. Click here to purchase the latest edition of …

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Jan 25, 2021 • Podcast

How do I handle a budgetary price objection?

Paul tackles this common price objection with five tips. Show Notes Did the buyer know the cost of your solution before setting their budget?  “Give the buyer the opportunity to ….” Budgets are flexible. Remind the buyer of the extra revenue your solution will help them generate. “Get to that !” Is your price too …

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Jan 20, 2021 • Podcast

What are your three best prospecting tips?

On this episode, Paul provides great tips to help you choose your next prospect. Show Notes “Build a ______ for your prospect.” Increase your prospecting activity. Use this formula for a balanced pipeline:              How will you initiate contact? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at …

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Jan 17, 2021 • Podcast

What is the best time to prospect?

On this episode, Paul discusses the importance of timing in prospecting. Show Notes “The best time to prospect is….” The two best days of the week to prospect are                 and              . Send an antifreeze message to take the chill off your cold call. “The best time to plant a tree was 20 years …

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Jan 14, 2021 • Podcast

How do I define value in the customer’s terms?

On this episode, Paul shares ways to help you define value as the customer sees it. Show Notes “Get a broad understanding of their needs.” (Talk to everyone!) “Understand the company’s overall ….“ “You need to make sure that your value proposition aligns with ….” Do your buyers understand the tangible results gained when they …

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Jan 11, 2021 • Podcast

How do I persuade buyers to change?

On this episode, Paul reveals three techniques to persuade the buyer to make a change. Show Notes “Persuasion is not easy, but it is possible.” “Get the buyer past what they sacrifice today and get them to focus on ….” Ask questions that transport the buyer into the future. Tell a story. Share an example …

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Jan 7, 2021 • Podcast

What questions should I ask my salespeople in a monthly review?

Paul provides eleven questions to help gauge sales performance: your own or your sales team’s. Show Notes Know the _________________________. Growth opportunities: Are you chasing the right business? Defensive selling: Do your folks have good customer relationships? Existing customers: Are your salespeople getting the credit they deserve for the they deliver? Use these questions to …

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