Podcast
How do I sell more to existing customers?
Have you ever struggled to sell more to existing customers? In this episode, Paul shares several tips and explains why you should focus on existing customers versus prospects. Show Notes: Did you know that top-achieving salespeople spend more time selling to their existing customers than to prospects? It’s more important to sell to existing customers …
How do I sell to Millennial buyers? with Ryan Jenkins
Paul chats with keynote speaker and author Ryan Jenkins, the leading voice on Millennials and Generation Z, about why you’re not connecting with them and what you can do about it. Show Notes: The beginning of a fresh decade is a great time to address stale sales techniques. With more than 11 million Millennial global …
What’s the worst sales advice you’ve ever received?
Paul shares the worst sales advice he has received. This is a great episode on what NOT to do in sales. Show Notes: Have you ever wondered why timeshare sellers get a bad reputation? Well, one of them told me some of their secrets to create false demand. Never price shame a prospective buyer. There …
What should salespeople do at the end of the year?
Paul shares some interesting advice on how to spend the last few weeks of the year. Show Notes: The most important thing you can do during this time of the year is…Nothing. Relax, make fewer calls, take time off. Salespeople are hustling all year long. Take some time to relax. Once you relax, “Analyze the …
How do I overcome buyer resistance?
Paul discusses the seven realities of buyer resistance and how to overcome it. Show Notes: Buyer resistance takes shape in many forms. Buyers might claim your price is too high, the timing isn’t right, or worse, they give you the silent treatment. These are all forms of resistance. Buyer resistance is a break in your …
What questions should I ask prospects?
Have you ever wondered what type of questions you should be asking? Paul shares seven key questions to help you generate a great discussion with prospects and customers. Show Notes: Questions help you understand the buyer’s needs and generate a good information exchange. It’s critical that salespeople ask the right questions the right way. “Great …
How do I sell value when my product is the same as the competition?
Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service. Show Notes: What if a buyer told you, “I can buy the same thing cheaper down the road?” Is that really a price objection? “Price shoppers will take your value-added solution and strip it …
How do I present price increases to customers?
Presenting price increases can be tricky. On this show, Paul offers nine tips to help present price increases to customers more confidently. Show Notes: Most salespeople loathe presenting price increases to their customers. Mainly because they’re fearful of losing the business. A price increase might open the door to the competition. Your attitude matters when …
How do I sell to a spreadsheet buyer?
This episode focuses on a particular type of buyer, the spreadsheet buyers. These types of buyers tend to focus on price and fail to see the intangible factors. Paul provides you with some tips when selling to these buyers. Show Notes How could you calculate aggravation, frustration or emotional impact on a spreadsheet? “Spreadsheets don’t …
How do I manage price objections at the end of a long sales cycle?
Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” On this show, Paul answers Jeff’s question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always …
