Oct 29, 2020
On this episode, Paul tackles why salespeople should not have discounting authority.
Show Notes
Don’t talk yourself into a price objection!
“When the buyer’s asking you to make some concessions, you’re the one that has the choice.”
Salespeople who discount lack confidence in their….
“The #1 reason why...
Oct 26, 2020
Paul shares ideas on how to prime the buyer for your solution.
Show Notes
“Persuasion doesn’t have to be as hard as we make it.”
Don’t wait for the presentation to start persuading the buyer.
“Persuasion begins with that discovery sales call.”
“Before we go in and make our presentation, we want to conduct...
Oct 22, 2020
In this episode, Paul gives you ten tips to help you sell virtually.
Show Notes
“Selling is selling. The principles of persuasion are just the same whether it’s in person, over the phone, or virtually.”
“Get to know your tools and equipment.”
Don’t dress like a slob.
“You want to stand out in a way that...
Oct 19, 2020
Paul shares the three primary reasons buyers object on price and provides the “holy grail” of responses to those objections.
Show Notes
It’s critical to have a go-to response for price objections.
“The very first words out of your mouth when the buyer objects on price have to be….”
“You want to...
Oct 15, 2020
In this episode, Paul shares four ideas to help you persuade buyers in tough times.
Show Notes:
It’s not that the technique is drastically different; it’s that the context you ask buyers to make decisions is different. Buyers define value differently in tough times.
You are not persuading the buyer to purchase your...