Sep 28, 2020
Paul explains how to balance your sales pipeline using the 1-2-4 ratio.
Show Notes:
Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity.
Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their...
Sep 24, 2020
In this episode, Paul explains how positive environmental programming leads to goal achievement
Show Notes:
“Success does not have to be as has hard as we make it.”
Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully.
As Mary Poppins said,...
Sep 21, 2020
Paul explains why humility is important when selling in tough times.
Show Notes:
“Humility is one of the most misunderstood virtues in business.”
Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer.
It’s easier to see the absence of humility than...
Sep 17, 2020
In this episode, Paul shares four common questions buyers think about when making a decision.
Show Notes:
Don't you wish you could read your buyer's mind? Selling is not only understanding your buyer's needs; selling is understanding how the buyer thinks.
What's the short-term gain? Buyers are going to opt for a...
Sep 14, 2020
Paul shares three embarrassing failures and what he learned from them.
Show Notes:
Failure is a great teacher. The pain you feel motivates you to get better.
Always prepare. Let the sting you feel from failure motivate you to plan and prepare better. Product demonstrations should be flawless.
Never let arrogance...