Mar 28, 2022
Paul lays out three tips on persuading your prospects and customers.
Show Notes
Analogy is a very effective tool in selling:
- Lay out the broader concept that you’re selling
- Identify how the buyer already uses this concept in business
- Show the linkage within your solution
Change is more likely to happen when that...
Mar 21, 2022
Paul addresses how to manage cheap competitors that drastically undercut your price.
Show Notes
Throw some shade: “Doesn’t that pricing scare you at all? What are they leaving out? What are they missing?”
Look at your cheap competitor’s customer base. Do you really want to focus on that type of customer?
Move...
Mar 14, 2022
Paul explains how to keep that door open even after a sale is lost.
Show Notes
Do a thorough post-mortem after you lose a sale. Don’t automatically blame it on price.
Was it okay to lose that business? If so, move on.
Be gracious in your defeat and offer yourself as a safety net should the competitor drop the...
Mar 7, 2022
Paul discusses some techniques to safeguard your customers from the lure of cheaper alternatives.
Show Notes
Focus on the unknowns your customer may face with a cheaper competitor. Will they have the inventory, the service, the quality?
Highlight what the customer would lose by going with the cheaper alternative (i.e.,...