Apr 29, 2021
On this episode, Paul provides impactful insight into the idea of aggressive pricing.
Show Notes:
"The greatest impact [of aggressive pricing] is on the …."
"Every dollar you discount is pure profit you're leaving on the table."
Don't set a discounting precedent.
The more you do it, the easier it is. Don't become...
Apr 26, 2021
On this episode, Paul shares three great tips for new salespeople.
Show Notes:
"Be prepared to play the…."
Get to know your industry and become a student of your profession.
Problems create opportunities for salespeople.
Understand and communicate all the ways your company, your product, and you bring value to...
Apr 22, 2021
In this episode, Paul explains how loss aversion will influence the customer's decision to buy.
Show Notes:
Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain.
Think of a 401K; you are saving money today for a long-term, future benefit. It's painful to give up that money...
Apr 19, 2021
In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections.
Show Notes:
Do you know the number one reason why buyers object to price?
Can you explain why your solution is different? When buyers think you're the same, it's not a real price objection.
If you don't have the...
Apr 15, 2021
On this episode, Paul offers seven tips for asking that satisfied customer for a referral.
Let the customer know from the start that you work on a referral basis.
Exceed your customer's expectations.
Reinforce the value you deliver before asking for a referral.
Ask for testimonials from your best customers.
Just Ask!...