Aug 31, 2020
Paul shares three reasons why buyers focus on price.
Show Notes:
Are buyers really the ones focusing on price? Our research shows that sellers make a bigger deal out of price than customers.
Salespeople shouldn't have pricing authority because they will agonize over what price to charge.
"Customers focus on...
Aug 27, 2020
In this episode, Paul explains the unique selling proposition.
Show Notes:
Why should the buyer pay a dollar more for your solution, if they don't see a dime's worth of difference?
Think of your industry and how many competitors sound and look the same. If your message blends in, how can you stand out?
"Ross Revaes...
Aug 24, 2020
Paul shares five reasons why you should never disclose discount percentages.
Show Notes:
The short answer to the question is… “without a shred of doubt, 100%, absolutely not.” There is no conceivable reason to reveal a discounting percentage on a proposal.
There are five reasons why you should not reveal this...
Aug 20, 2020
In this episode, Paul shares his thoughts on cold-calling in this current environment.
Show Notes:
Cold-calling still works; our research shows that 29 percent of top-achievers use cold-calling to engage prospects and customers.
To be clear, cold-calling is reaching out to a prospect unannounced via phone or...
Aug 17, 2020
Paul shares two tips for finding opportunities in these tough times.
Show Notes:
“There are no opportunities out there right now. Nothing is happening. Everything is canceled. No more projects until next year.” If this sounds familiar, you need a hard reset.
For every seller that tells you nothing is happening, I...