May 31, 2022
Paul lays out your rights, as the salesperson, in the competitive bidding process.
Show Notes
Let the customer know your rights as the salesperson:
- Access to the information you need to compile your proposal
- Access to decision makers
- To know the selection criteria
- To know who the competition is
“If you’re willing...
May 23, 2022
Paul provides some great tips for getting face-to-face meetings with that remotely working buyer.
Show Notes
Sellers need to have a compelling reason why the buyer should meet with them in person.
Test your relationship with the customer. Reach out to them and ask for a favor: “Can I take you out to lunch?”
Offer to...
May 16, 2022
Paul addresses this common tactic designed to throw you, the salesperson, off your game.
Show Notes
Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect?
Always get permission to ask questions.
Be transparent and ask the buyer why they’re hesitant to...
May 9, 2022
Paul shares some thoughts on the sanctity of the customer/seller relationship.
Show Notes
“It is not my prospect. It is not my customer. It is our prospect. It is our customer.” It’s not just one person who will manage the end-to-end customer experience, it’s a team of people.
Be objective in determining who is...
May 2, 2022
Paul discusses post-pandemic trends in meeting and conventions, and the benefits of in-person gatherings, with Molly Mullins of Seven12 Management (an association management company).
Show Notes
“You will not believe the benefits that you will reap, again and again and again, with your team: having them back in a...