Podcast
How can “The Negativity Fast” boost my sales? With Anthony Iannarino
Paul had the pleasure of interviewing Anthony Iannarino about his new book, The Negativity Fast, and is excited to share Anthony’s practical advice to salespeople facing tough times. Show Notes “…get rid of the negative part by doing something positive. …find somebody to help and see if you can lift them up. I promise you …
How do I personalize my sales presentation?
Paul shares five sure-fire ways to craft your presentation into a unique customer experience. Show Notes Use analogies relevant to the decision maker and their business. Incorporate industry-specific terms in your presentation: buzzwords of value. What do your company and the customer have in common? Find those commonalities and pepper them throughout your presentation. Determine …
How do I coach inconsistent performers?
Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak. Show Notes The underlying issue for inconsistent sales performers is a failure to manage their pipeline. Make sure your team has a steady flow of new opportunities entering their pipeline. Use the 3-2-1 ratio. …
How do I change the customer conversation?
Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you’re not changing the conversation from price to avoid what the …
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 …
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 …
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 …
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 …
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 …
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 …
