Podcast

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Jan 3, 2022 • Podcast

How do I focus on the prospect’s needs and not price? with Carrie Burggraf

Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes  “When you’re in sales every day looks different.” Carrie Burggraf Are you “uninvested” in your outcome (i.e., the sale), and more empathetic to the …

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Dec 27, 2021 • Podcast

How do I accelerate the sales process?

Paul lays out how to shorten the lead time from initial contact to closing. Show Notes  Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don’t rely on a middleman to sell your solution for you. Amidst all their other commitments and priorities, you …

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Dec 20, 2021 • Podcast

Why should I take a break and unplug?

Paul extols the benefits of taking time for reflection and restoration during the last week of the year. Show Notes  Burnout is real. Take a break and start the new year with all your gas in the tank. You deserve to enjoy the fruits of your labor. You’ve earned it. Take the time to tap …

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Dec 13, 2021 • Podcast

How do I support customers and stay motivated in these tough times? with Michelle St. John

Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times. Show Notes Make big, but realistic, promises. Don’t under-promise or you may end up living down to those low expectations. If you are facing supply-chain issues, looking …

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Dec 6, 2021 • Podcast

Why is discounting a bad idea in tough times?

Paul explains why you don’t want to discount…especially in tough times. Show Notes  Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It’s about integrity. “Eating inflationary costs may leave you starving.” Don’t discount. …

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Nov 29, 2021 • Podcast

How do I convince the buyer to change from the status quo?

Paul shares important tips on moving the customer from what they’re currently using to your solution. Show Notes  For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today. Present the opportunity value of your solution. Find a parallel between your solution and …

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Nov 22, 2021 • Podcast

How do I quantify the impact of my solution?

Paul addresses the customer’s need for quantifiable proof of your solution’s viability. Show Notes  How does your solution impact the customer’s profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? “Focus the customer’s attention on the most …

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Nov 18, 2021 • Podcast

How do you recharge when you feel drained?

Paul extols the benefits of recharging after a run of lousy sales luck. Show Notes  Make a date with your champions—your raving fans. Doing that will fill you up! Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference. “Sometimes, the best way to …

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Nov 15, 2021 • Podcast

How do I make customers aware of services without overwhelming them?

Paul warns about overwhelming the customer with too many choices. Show Notes  “A multitude of choices will create a poverty of attention.” Customers want only choices that are most relevant to their needs. Profile your customers based on their needs, then recommend those relevant services. Introduce your services in stages. Don’t spill the beans all …

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Nov 11, 2021 • Podcast

How can I use social media to create more sales? with Pat Hilton

Don’t miss Paul’s high energy interview with Pat Hilton, of Acoustic Force Media, on the importance of marketing your brand on social platforms. Show Notes  “If you can find those slots of peoples’ lives that need a solution, and it’s your solution, your product, your expertise, that’s where you find the sales.” Pat Hilton The …

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Selling Through Tough Times

Selling Through Tough Times

The Ultimate Guide to Grow Your Profits Through Any Downturn

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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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