Podcast

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Mar 7, 2022 • Podcast

How do I protect my customers from cheap competitors?

Paul discusses some techniques to safeguard your customers from the lure of cheaper alternatives. Show Notes  Focus on the unknowns your customer may face with a cheaper competitor. Will they have the inventory, the service, the quality? Highlight what the customer would lose by going with the cheaper alternative (i.e., your reliability and knowledge). Social …

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Feb 28, 2022 • Podcast

How do I overcome apprehension and worry in sales?

Paul shares an experience to allay the worries from the uncertainties you face in sales. Show Notes  Anticipation of potential distress is often worse than the actual event. The most repeated phrase in the best-selling book of all time is, “Don’t be afraid.” Great words to live by. Most of the worries we anticipate don’t …

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Feb 21, 2022 • Podcast

How do I expose the buyer’s need?

Paul addresses different techniques to help you uncover buyers’ needs. Show Notes “Asking better questions will force the prospect to think deeper.” Remind the customer of the cost of sticking with the status quo. Identify what the customer will gain from making a change, not what they sacrifice. Remove barriers and make the change as …

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Feb 14, 2022 • Podcast

What’s the best response to adversity?

Paul provides five tips for responding to adversity and how to build resilience. Show Notes  Track your first response to adversity. How do you react? Step out from what is comfortable. Put yourself in a position where failure is a possibility. Conduct thorough post-mortem reviews after your sales calls. “Embrace the suck.” Make the best …

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Feb 10, 2022 • Podcast

When should I reach out to customers after the sale?

Paul offers tips on growing your business with existing customers, and when that should happen. Show Notes  Intention is more important than timing. First, make sure the customer is fully satisfied with their experience. In your review with the customer, give them the opportunity to complain. Remember, always reinforce the value you brought to their …

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Jan 31, 2022 • Podcast

When and how do I walk away from customers who don’t see the value?

Paul shares some ideas on this crucial question of discernment. Show Notes  Be proactive. Know the business you want to pursue and what not to pursue. Profile your best customers to help you find new customers. Create a profile for the customers you want the competition to have. Determine the opportunity cost: Is what you …

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Jan 24, 2022 • Podcast

When do you ask the customer- Do you want a discount or value?

Paul provides tips on asking questions during discovery to encourage a good information exchange. Show Notes  Direct questions can often be high risk and may turn the buyer off. Try it this way: “What’s important to you when making your buying decisions?” When the customer brings up price, set it aside. Focus the conversation on …

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Jan 17, 2022 • Podcast

Why and how do I sell like an Alaskan?

After recent training sessions in Anchorage, Paul extolls the benefits of selling like an Alaskan. Show Notes Be proactive. Anticipate the customer’s needs. Being proactive is not a nicety in Alaska, it’s a necessity. “Don’t send in your truck half empty.” Sell your complete solution. When there are tough times, support your customers and your …

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Jan 10, 2022 • Podcast

How do I know when the customer is ready to buy? (Replay)

Paul revisits a key question from early 2020 that is as relevent as ever at the start of this year. Learn ten signals that indicate a customer or prospect is ready to buy. Show Notes: The customer will let you know when they are ready to buy. The customer will give you several verbal and …

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Jan 3, 2022 • Podcast

How do I focus on the prospect’s needs and not price? with Carrie Burggraf

Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes  “When you’re in sales every day looks different.” Carrie Burggraf Are you “uninvested” in your outcome (i.e., the sale), and more empathetic to the …

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Selling Through Tough Times

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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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