Podcast

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Feb 26, 2020 • Podcast

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 …

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Feb 19, 2020 • Podcast

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 …

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Feb 12, 2020 • Podcast

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 …

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Feb 5, 2020 • Podcast

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 …

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Jan 29, 2020 • Podcast

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 …

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Jan 22, 2020 • Podcast

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 …

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Jan 15, 2020 • 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 …

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Jan 8, 2020 • Podcast

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 …

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Dec 30, 2019 • Podcast

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 …

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Dec 23, 2019 • Podcast

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 …

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