Sep 30, 2021
Paul shares tips that will open the door to repeat business with your existing customers.
Show Notes
Identify ways to create more value for your existing customers.
Ask your customers how you can improve for them.
Value-reinforcement: remind the customer of the value you deliver. They may reward you with additional...
Sep 27, 2021
Paul offers tips on how to sell a better solution than the buyer is accustomed to.
Show Notes
Predispose the buyer to your message of value.
Ask questions that cast doubt on the solution they are currently using.
Present the impact of a more comprehensive plan or solution. Conversely, make the buyer aware of the...
Sep 23, 2021
Paul shares some impactful ways to remain hopeful through tough times.
Show Notes:
“The true test of your mental strength is when you have the ability to keep moving forward, even when you do feel hopeless.”
Shrink your time horizon. Focus on what you have to achieve immediately.
How would the mentally...
How do I manage an opportunity when my decision maker is no longer with the company? – Alex Brockman
Sep 20, 2021
Paul and Alex Brockman of CSG (Cornerstone Solutions Group) discuss how to thrive and grow even in the adversity of the ongoing pandemic.
Show Notes
How many decision makers are involved in your selling process?
How are you “multi-threading your relationships in key accounts so that you can not only weather a...
Sep 16, 2021
Paul offers tips on the timely issue of supply shortages and meeting the customer’s current and future needs.
Show Notes
Is this upgraded solution better for the customer in the long run? “Will it give them more opportunity?”
Stretch the customer’s time horizon backwards to remind them of how they’ve grown...