Dec 30, 2019
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 are better ways to...
Dec 23, 2019
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 sales...
Dec 18, 2019
Paul discusses the seven realities of buyer resistance and how to overcome it.
Show Notes:
Buyer resistance takes shape in many forms. Buyers might claim your price is too high, the timing isn’t right, or worse, they give you the silent treatment. These are all forms of resistance.
Buyer resistance is a break in your...
Dec 11, 2019
Have you ever wondered what type of questions you should be asking? Paul shares seven key questions to help you generate a great discussion with prospects and customers.
Show Notes:
Questions help you understand the buyer’s needs and generate a good information exchange. It’s critical that salespeople ask the right...
Dec 4, 2019
Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service.
Show Notes:
What if a buyer told you, "I can buy the same thing cheaper down the road?" Is that really a price objection?
"Price shoppers will take your value-added solution and strip it down to its most...