Podcast
Part II – How do I sell in uncertain times?
Right now, there is a cloud of uncertainty. In this episode, Paul shares more tips to manage these uncertain times. Show Notes: “All the adversity I’ve had in my life, all my troubles and obstacles, have strengthened me… You may not realize it when it happens, but a kick in the teeth may be the …
How do I sell during uncertain times?
Between the bear market and the global coronavirus pandemic, salespeople are facing uncertainty. In this episode, Paul shares several tips to sell in uncertain times. Show Notes “There is no profession better equipped to handle uncertainty than salespeople. Think about it. Salespeople face uncertainty every single day.” “You need to embrace an unwavering belief that …
How do I build a great sales pitch?
Paul shares four ways to help you build a better sales pitch. But before building your sales pitch, you must gain an in-depth understanding of the customer’s needs. Show Notes: To build an effective sales presentation remember the four P’s: Personalize the message, build perceived value, demonstrate performance value, and use proof. “The buyer must …
What’s your best advice for new salespeople?
Paul shares seven tips to help new salespeople become more successful. Show Notes What do salespeople have in common with Albert Einstein? “The best advice I could give any salesperson whether you’re new or experienced, is to be a person of value.” Focus on making a difference, not just a deal. Although you just graduated …
How do I validate and remind the customer of the value we deliver?
Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its… “As most people are unaware of the air they breathe; most customers are unaware of the …
How do I sell value without badmouthing the competition (even if they suck)?
Paul shares three tips to help you sell against a (sucky) competitor without badmouthing them. Show Notes “We all have that one competitor that everyone loves to hate.” It’s shocking how some customers choose a solution that is vastly inferior to other alternatives. Yet, these same decision makers are not likely to change. “Even if …
How do I build customer relationships as a new salesperson?
Relationship building is a critical skill for salespeople, especially new salespeople. In this episode, Paul shares several relationship-building tips. Show Notes The foundation of any good relationship is trust. As a new salesperson, your initial goal shouldn’t be building relationships, it should be building trust. “Trust means that you deliver the good news and the …
How do I sell against Amazon?
Have you ever struggled to compete with Amazon? In this episode, Paul shares several ideas to help you compete more profitably, even against Amazon Show Notes: Is Amazon really that tough of a competitor? Our research shows that customers want more than cheap prices. “Although Amazon can beat your price, can they beat you at …
How do I sell value in a competitive bid or tender?
It’s difficult, but not impossible, to communicate value in a competitive bid. In this episode, we cover several tips that will help you sell more profitably in bidding scenarios. Show Notes: The acronym RFP might stand for Request For Proposal. It really means Request For Price! Think about it…buyers are trying to squeeze every bit …
Does perceived value really matter to the buyer?
Paul explains what perceived value is and how it influences your buyer’s expectations. Show Notes The buyer’s perception is reality. How they perceive your value does matter. Perceived value is the look and feel of your solution. Perceived value raises your buyer’s expectation. “Price builds perceived value and impacts the buyer’s perception. It’s a good …
