Podcast
Why are we missing opportunities?
Paul helps you recognize just how many opportunities you’re leaving on the table. Show Notes One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity. Become “unfamiliar” with your existing customers and bring a fresh set of eyes to see the …
Do you need another vacation?
Paul provides some practical ways to help you get back to it and maximize your performance after vacation. Show Notes Returning to the grind is tough. You unplug for a week or two and then, BAM, you’re right back at it. It’s like vacation never really happened. Conduct a Weekend at Bernie’s pipeline review. Tune …
How do I exceed customer expectations?
Paul discusses the importance of customer expectations and how to exceed those benchmarks. Show Notes Expectations are the true benchmarks of satisfaction. Do not make the mistake of under promising because you will inevitably live down to those expectations. Set the expectation high—then deliver! How can you unexpectedly serve your customers better? When you make …
How do I prove my value?
Paul dives deep into handling price objections by showing the value you bring. Show Notes One of the biggest lies in business: “It’s just business.” Nothing could be further from the truth. When you go above and beyond for the customer, when you answer that weekend call, you make it personal. Remember, when customers challenge …
Why should I take a vacation?
Paul reminds you to TAKE A VACATION! Show Notes There are innumerable mental and physical benefits to taking time off. Since the pandemic and the shift toward remote work, the lines between work, home, family, and fun have been blurred. You can’t serve from an empty cup. Take a vacation and refill that cup. Set …
How do I establish a sales process?
Paul tells what to do and what not to do when establishing a sales process. Show Notes A sales process will guide you through the uncertainty of customer decision making. Deals will stall out. Where is the opportunity lost? A sales process will help you pinpoint where the deal fell through. Your sales process should …
How do I secure more appointments?
Paul offers tips to help you maintain that high activity level and ensure your sales success, even in these slow summer months. Show Notes Messaging matters. We must communicate a message of value that will compel the prospect to act. Listen in to find out those three questions you need to answer for impactful customer …
How do I manage a long sales cycle?
Paul offers four ideas to help you through that inevitable long sales cycle. Show Notes Adopt a small-wins approach. Small wins help you focus through a long cycle. Timing is important. Show up early in the decision making process to get a seat at the table and show up often so you can spot those …
How important are customer relationships?
Paul focuses on building strong customer relationships. Those relationships matter. Show Notes In two separate buyer surveys, “relationship with the salesperson” ranked higher (more important) than price. Expand your footprint and meet multiple decision makers. The more people you meet with, the more protected the opportunity will be. You are in the “hero” business. Make …
How and why should I analyze wins and losses?
Paul stresses the value of learning from your wins and your losses. Show Notes The pain of failure motivates us to learn. The excitement of winning…addictive. Establish a benchmark of small wins from your ten most recent successes. Hone in on the phase of your process at which you win/lose the deal. Win or lose, …
