Mar 18, 2024
Have you ever wondered why customers or prospects won’t change?
You might have a better solution, but the decision maker is still reluctant. In this episode, Paul discusses some of the psychological forces that impact your customer’s or prospect’s decision making process.
Show Notes
Paul answers an interesting...
Mar 11, 2024
Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas on how to proactively take control of the sales conversation.
Show Notes
Buyers often focus on price early in the conversation. This is especially true in commoditized industries. When buyers...
Mar 4, 2024
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...
Feb 26, 2024
Paul shares his #1 sales tip that will help you be more successful T-O-D-A-Y.
Show Notes
SPOILER ALERT: Stretch the buyer’s time horizon into the future…and the past. Listen to learn why and how.
When you’re trying to improve in any way, focus on ONE thing to make a change.
Ask questions that help your customer...
Feb 19, 2024
Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail.
Show Notes
Clarity-Communication-Commitment-Courage
As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear.
At every company meeting, in every...