May 28, 2020
Paul shares one idea to sell more effectively to groups and multiple decision-makers.
Show Notes:
More and more people are getting involved in the decision-making process.
Our research shows that approximately six people are involved. If you’re not meeting with at least six decision-makers, you’re missing...
May 25, 2020
Paul shares three tips to redefine value in tough times.
Show Notes:
“During moments of scarcity and tough times, people focus more on what they give up versus gain.”
“In good times or in bad times, buyers still want value. That should give you hope.”
The utility of your solution doesn’t change, but the impact...
May 21, 2020
Paul shares three ideas to manage pending deals during this pandemic.
Show Notes:
People are emotional and irrational in good times; they are more emotional and irrational in tough times. So, rely on the logic they've already used.
"All this uncertainty is clouding our judgment, so let's use our previous logic...
May 18, 2020
Paul shares one idea that will keep you motivated and feeling accomplished.
Show Notes:
Their top salesperson said, “I’m struggling right now. I just don’t know how to stay motivated during this tough time.”
View negativity and moments of despair as a brief stop on your route, not the destination.
A sense of...
May 14, 2020
Paul shares ten questions to prepare you for a sales call in tough and uncertain times.
Show Notes:
Apparently, growing marijuana is more important that growing sales!
“90% of your competitors are NOT doing this…” Planning is your greatest opportunity to differentiate yourself.
These ten questions will help you...