Podcast

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May 16, 2022 • Podcast

What if the buyer withholds information or refuses to answer questions?

Paul addresses this common tactic designed to throw you, the salesperson, off your game. Show Notes Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect? Always get permission to ask questions. Be transparent and ask the buyer why they’re hesitant to share information. Rebalance the pressure. (Tune in to …

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May 9, 2022 • Podcast

What if my customer or prospect wants a different go-to contact?

Paul shares some thoughts on the sanctity of the customer/seller relationship. Show Notes “It is not my prospect. It is not my customer. It is our prospect. It is our customer.” It’s not just one person who will manage the end-to-end customer experience, it’s a team of people. Be objective in determining who is better …

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May 2, 2022 • Podcast

What should I do for my next sales meeting? with Molly Mullins

Paul discusses post-pandemic trends in meeting and conventions, and the benefits of in-person gatherings, with Molly Mullins of Seven12 Management (an association management company). Show Notes “You will not believe the benefits that you will reap, again and again and again, with your team: having them back in a room together, having them network together, …

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Apr 25, 2022 • Podcast

How Do I Sell Without Selling Out? with Andy Paul

Paul talks with Andy Paul about selling on your own terms and avoiding those “salesy” behaviors. Show Notes “Selling out means you, as the seller, putting your own interests ahead of those of the buyer. That leads to ‘salesy’ behaviors.” Andy Paul  “If the products are identical, what is the difference? You!” Andy Paul Why …

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Apr 18, 2022 • Podcast

How do I live inspired? with John O’Leary

Paul had the privilege of speaking with John O’Leary on what and who gave him the strength and courage to overcome even the most devastating circumstances. Show Notes “The greatest generation wasn’t made great because their life was easy. It was actually extraordinarily difficult.” John O’Leary Tough times expose our weaknesses so we can get …

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Apr 11, 2022 • Podcast

How should I prepare for the next recession?

Paul shares four tips to help you minimize the effects of a recession on your selling efforts. Show Notes “When we face adversity…our immediate response is a testament to our mental strength.” Avoid self-pity. It is a destroyer of our mental strength. When is the last time you felt better after feeling sorry for yourself? …

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Apr 4, 2022 • Podcast

How do I create a positive first impression? with Sylvie di Giusto

Paul conducts an eye-opening interview with Sylvie di Giusto that will help you understand and improve that first impression you’re making. Show Notes  “Unfortunately, a very powerful source will be working against you, and that source is called bias—unconscious bias.” Sylvie di Giusto “Use that powerful source to your advantage. Give them something you want …

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Mar 28, 2022 • Podcast

How can I be more persuasive?

Paul lays out three tips on persuading your prospects and customers. Show Notes Analogy is a very effective tool in selling: Lay out the broader concept that you’re selling Identify how the buyer already uses this concept in business Show the linkage within your solution Change is more likely to happen when that change emanates …

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Mar 21, 2022 • Podcast

What if my competitor significantly cuts their price?

Paul addresses how to manage cheap competitors that drastically undercut your price. Show Notes Throw some shade: “Doesn’t that pricing scare you at all? What are they leaving out? What are they missing?” Look at your cheap competitor’s customer base. Do you really want to focus on that type of customer? Move the customer past …

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Mar 14, 2022 • Podcast

How do I position myself after I lose a sale?

Paul explains how to keep that door open even after a sale is lost. Show Notes Do a thorough post-mortem after you lose a sale. Don’t automatically blame it on price. Was it okay to lose that business? If so, move on. Be gracious in your defeat and offer yourself as a safety net should …

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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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