Nov 29, 2021
Paul shares important tips on moving the customer from what they’re currently using to your solution.
Show Notes
For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today.
Present the opportunity value of your solution.
Find a parallel between...
Nov 22, 2021
Paul addresses the customer’s need for quantifiable proof of your solution’s viability.
Show Notes
How does your solution impact the customer’s profitability or cash flow?
Does your solution reduce overall cost for the customer? Let the customer know.
How does your solution create new opportunities for the...
Nov 18, 2021
Paul extols the benefits of recharging after a run of lousy sales luck.
Show Notes
Make a date with your champions—your raving fans. Doing that will fill you up!
Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference.
“Sometimes, the best way to get charged up is...
Nov 15, 2021
Paul warns about overwhelming the customer with too many choices.
Show Notes
“A multitude of choices will create a poverty of attention.”
Customers want only choices that are most relevant to their needs.
Profile your customers based on their needs, then recommend those relevant services.
Introduce your services...
Nov 11, 2021
Don’t miss Paul’s high energy interview with Pat Hilton, of Acoustic Force Media, on the importance of marketing your brand on social platforms.
Show Notes
“If you can find those slots of peoples’ lives that need a solution, and it’s your solution, your product, your expertise, that’s where you find the...