Jul 30, 2020
In this episode, Paul shares three tips to help salespeople focus their time on the right opportunities.
Show Notes:
For salespeople, time is the currency they invest. How salespeople spend their time will determine whether they are successful or not.
Sales leaders are frustrated that sellers are going after the wrong...
Jul 27, 2020
Paul shares three reasons why salespeople offer discounts unprompted.
Show Notes:
Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome.
As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story...
Jul 23, 2020
In this episode, Paul shares four ideas to turn service into sales.
Show Notes:
Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don’t just be a salesperson.
Leverage your service team. Your service team includes engineers, designers,...
Jul 20, 2020
Paul shares five reasons why salespeople should NOT have pricing authority.
Show Notes:
Under no circumstances should salespeople have pricing authority! Pricing is strategic because it impacts profitability.
Salespeople are emotional and irrational (So is everyone). Salespeople will feel the pressure and cave in and...
Jul 16, 2020
In this episode, Paul shares why first impressions are critical and how to create one.
Show Notes:
"A first impression is a lasting impression." This idea is based on confirmation bias. Confirmation bias means that we interpret new information in a way that confirms what we already believe.
In the middle of the...