Feb 25, 2021

In this episode, Paul shares five tips to get past gatekeepers. As always, you’ll need to create value. 

Show Notes:

How on earth could a candy dish create so much value?

Build that rapport and get to know the person in front of the gate. 

The gatekeeper has to be convinced of your expertise before they recommend...

Feb 22, 2021

In this episode, Paul shares three tips to differentiate your solution even if the competition claims they can do the same things. 

Show Notes:

“Don’t just sell products; sell the bundled package.”

The goal is to create barriers that prevent a direct comparison.

Acknowledge the general similarities between you and...

Feb 18, 2021

On this episode, Paul shares tips to get you back in front of the customer.

A trigger event causes the buyer to be more open to your solution.

Reference something new you can bring to the table.

Talk to your internal champions and conduct a ....

"The more informed you are, the more insight you can deliver to your...

Feb 15, 2021

On this episode, Paul addresses the frustrations of working for a price seller.

There are different ways to go to market.

Ask your boss "Why do we sell on price?"

Remind your manager that once you discount, you are losing out on ….

Conduct a value audit and help your manager realize just how much value you deliver.

Feb 12, 2021

On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you've closed the deal.

Before you do anything else, you have to ….

Acknowledge the buyer's concerns. "Use the words I understand."

Focus on the facts.

Invoke empathy. You're not doing anything they haven't had to do.

Assure...