Feb 28, 2022
Paul shares an experience to allay the worries from the uncertainties you face in sales.
Show Notes
Anticipation of potential distress is often worse than the actual event.
The most repeated phrase in the best-selling book of all time is, “Don’t be afraid.” Great words to live by.
Most of the worries...
Feb 21, 2022
Paul addresses different techniques to help you uncover buyers’ needs.
Show Notes
“Asking better questions will force the prospect to think deeper.”
Remind the customer of the cost of sticking with the status quo.
Identify what the customer will gain from making a change, not what they sacrifice.
Remove barriers...
Feb 14, 2022
Paul provides five tips for responding to adversity and how to build resilience.
Show Notes
Track your first response to adversity. How do you react?
Step out from what is comfortable. Put yourself in a position where failure is a possibility.
Conduct thorough post-mortem reviews after your sales calls.
“Embrace the...
Feb 10, 2022
Paul offers tips on growing your business with existing customers, and when that should happen.
Show Notes
Intention is more important than timing. First, make sure the customer is fully satisfied with their experience.
In your review with the customer, give them the opportunity to complain.
Remember, always reinforce...