Nov 26, 2019

Presenting price increases can be tricky. On this show, Paul offers nine tips to help present price increases to customers more confidently. 

Show Notes:

Most salespeople loathe presenting price increases to their customers. Mainly because they’re fearful of losing the business. A price increase might open the door to...

Nov 20, 2019

This episode focuses on a particular type of buyer, the spreadsheet buyers. These types of buyers tend to focus on price and fail to see the intangible factors. Paul provides you with some tips when selling to these buyers.

Show Notes

How could you calculate aggravation, frustration or emotional impact on a...

Nov 13, 2019

Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” 

On this show, Paul answers Jeff’s question:

“We consistently compete on price because our product is always the most expensive! When we compete on technical...

Nov 6, 2019

Paul addresses the most common and frustrating challenge that salespeople face. Paul also explains why buyers object on price and he gives you the best way to respond.

Price objections are what prompted the original edition of Value-Added Selling. Salespeople constantly experience price resistance, yet they are...