Dec 27, 2021

Paul lays out how to shorten the lead time from initial contact to closing.

Show Notes 

Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don’t rely on a middleman to sell your solution for you.

Amidst all their other commitments and priorities, you must...

Dec 20, 2021

Paul extols the benefits of taking time for reflection and restoration during the last week of the year.

Show Notes 

Burnout is real. Take a break and start the new year with all your gas in the tank.

You deserve to enjoy the fruits of your labor. You’ve earned it.

Take the time to tap into your deeper purpose.

Find...

Dec 13, 2021

Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times.

Show Notes

Make big, but realistic, promises. Don’t under-promise or you may end up living down to those low expectations.

If you are...

Dec 6, 2021

Paul explains why you don’t want to discount…especially in tough times.

Show Notes 

Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time).

Discounting devalues your solution.

Lead with your best price. Stick with your best price. It’s...

Nov 29, 2021

Paul shares important tips on moving the customer from what they’re currently using to your solution.

Show Notes 

For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today.

Present the opportunity value of your solution.

Find a parallel between...