Jan 31, 2022
Paul shares some ideas on this crucial question of discernment.
Show Notes
Be proactive. Know the business you want to pursue and what not to pursue.
Profile your best customers to help you find new customers.
Create a profile for the customers you want the competition to have.
Determine the opportunity cost: Is what...
Jan 24, 2022
Paul provides tips on asking questions during discovery to encourage a good information exchange.
Show Notes
Direct questions can often be high risk and may turn the buyer off. Try it this way: “What’s important to you when making your buying decisions?”
When the customer brings up price, set it aside. Focus the...
Jan 17, 2022
After recent training sessions in Anchorage, Paul extolls the benefits of selling like an Alaskan.
Show Notes
Be proactive. Anticipate the customer’s needs. Being proactive is not a nicety in Alaska, it’s a necessity.
“Don’t send in your truck half empty.” Sell your complete solution.
When there are tough...
Jan 10, 2022
Paul revisits a key question from early 2020 that is as relevent as ever at the start of this year. Learn ten signals that indicate a customer or prospect is ready to buy.
Show Notes:
The customer will let you know when they are ready to buy. The customer will give you several verbal and non-verbal signals.
“An...
Jan 3, 2022
Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision.
Show Notes
“When you’re in sales every day looks different.” Carrie Burggraf
Are you “uninvested” in your outcome (i.e.,...