Jan 28, 2021
On this episode, Paul addresses the hot-button topic of price increases.
Show Description:
Words matter! Don’t use “increase,” use ______.
Detail the reason for the adjustment. Fairness is critical.
“The price adjustment creates an opportunity to ….”
Prior to the adjustment, remind the customer of the ______
Jan 25, 2021
Paul tackles this common price objection with five tips.
Show Notes
Did the buyer know the cost of your solution before setting their budget?
“Give the buyer the opportunity to ….”
Budgets are flexible.
Remind the buyer of the extra revenue your solution will help them generate.
“Get to that !”
Is your price...
Jan 21, 2021
On this episode, Paul provides great tips to help you choose your next prospect.
Show Notes
“Build a ______ for your prospect.”
Increase your prospecting activity.
Use this formula for a balanced pipeline:
How will you initiate contact?
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Jan 18, 2021
On this episode, Paul discusses the importance of timing in prospecting.
Show Notes
“The best time to prospect is….”
The two best days of the week to prospect are ______ and ______.
Send an anti-freeze message to take the chill off your cold call.
“The best time to plant a tree was 20 years ago. The next best...
Jan 14, 2021
On this episode, Paul shares ways to help you define value as the customer sees it.
Show Notes
“Get a broad understanding of their needs.” (Talk to everyone!)
“Understand the company’s overall ....”
“You need to make sure that your value proposition aligns with ….”
Do your buyers understand the tangible...