Jun 28, 2021
Paul touts the mental resilience of Jon Rahm (2021 U.S. Open champ) and how to apply that to sales…and life.
Show Notes:
Those frustrating setbacks, out of our control, are painful, but they propel us forward.
Shrink your big goals to manageable targets.
“Don’t look at the ‘leaderboard.’ Look inward at your...
Jun 24, 2021
Paul addresses a challenge that plagues all salespeople: getting a meeting with a disinterested buyer.
Show Notes
Is your pipeline overflowing?
Get a referral. “One referral is worth….”
On your final attempt to get a meeting, clearly state your value proposition.
Don’t be a prisoner of hope!
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Jun 21, 2021
Paul breaks down the age-old battle of the little competitor versus the big competitor.
Show Notes:
You can’t out-Goliath Goliath. Play to your strengths.
Remember, those big competitors are worried about you, too!
Ask yourself, “How can I make it easier to do business with us rather than that big company?”
Let...
Jun 17, 2021
Paul offers selling tips for exhibitors at live, in-person trade shows. (They’re coming back!)
Show Notes
Before you go to that trade show, arrange some pre-set appointments.
Study the attendee list and pre-qualify some companies for your target prospect list.
Create perceived demand for your booth.
“You have got...
Jun 14, 2021
Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience.
Show Notes
“Nobody is 100% 100% of the time.”
“View those moments where we mess up as opportunities to build…”
Be able to detail what your company did to solve the problem.
Remind...