Mar 29, 2021

Paul dives deep into the three levels of decision makers in Value-Added Selling.

Value is personal. Each type of decision maker is going to define value in a different way.

Level I

This decision maker needs a _____________ solution.

"Don't take a no from someone who can't say yes."

Level II

Level IIs influence...

Mar 25, 2021

On this episode, Paul offers up some ideas to help convince the customer to go with a local provider.

Customers don't know what they don't know.

"Whatever you do, you have to understand what these customers really care about."

Emphasize how partnering locally helps the community.

Figure out what's missing with their...

Mar 22, 2021

On this episode, Paul provides tactics to help you sell your value to an unhappy customer.

You must handle the issue. Make the customer happy.

Make it your mission to create more value for this customer.

There is value in handling the details.

Show your dedication to this customer by calling on them more. But remember,...

Mar 18, 2021

Paul breaks down the reasons salespeople are fearful of going around their mid-level contacts.

Remember your objective: Winning the business!

Relationships are a two-way street.

Forget the pain of the present. Focus on….

"Every time you step outside of your comfort zone you are growing."

"Most of what you're afraid...

Mar 15, 2021

On this episode, Paul relays seven tips to help you protect and grow your insurance business, even as premiums increase.

"Remind the customer of the value that you're delivering."

Does your client understand the reason for the premium adjustment?

Maintain a strong personal relationship with the client.

Empathize with...