May 27, 2021
On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business.
Show Notes
Whatever follows the word “free” is cheapened.
Free focuses the conversation on price which is what you should avoid.
“Free is too costly a burden.”
There are better words to use such as….
Click here to...
May 24, 2021
On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times.
Show Notes
Use empathy as your internal monitor when selling to customers who are struggling.
“Find new ways to support that customer.” Make the customer aware of your value-added services.
“Rigid...
May 20, 2021
On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling.
Show Notes
"Do more of that which adds value, and less of that which…."
Is the value exchange equitable? "Just because we put our customer first does not mean we put ourselves last."
"You must be more focused on solving the...
May 17, 2021
On this episode, Paul presents a couple of ideas on changing a price shopper's mind.
Show Notes
Influence your customer's mind little by little.
Small wins lead to big change. Change doesn't happen all at once.
"If you want to be successful, you have to do what your competition isn't willing to do."
In what other areas...
May 13, 2021
On this episode, Paul shares five tips relevant to all industries facing pricing pressures.
Show Notes:
Stretch the buyer's time horizon into the future. Help them determine….
Move the conversation from price. "Remind your clients of the complexity of their needs."
Remember, price is one of the greatest indicators of...