Aug 29, 2022
Paul shares some great tips to help you steer clear of becoming that pushy salesperson.
Show Notes
Approach the conversation with a mindset of serving your customer.
The times we (salespeople) come across as pushy are when we focus on ourselves (what we want to sell) versus what the customer needs.
Remind the customer...
Aug 22, 2022
Paul and Phil Gerbyshak have a great conversation about those middle-of-the-funnel stalls every seller experiences. They also tackle dealing with multiple decision makers and social media in this jam-packed podcast.
Show Notes
Go back to the buyer and find out what happened. “I like truth. I don’t like guesswork.”...
Aug 15, 2022
Paul offers tips to help you initiate contact with high-level decision makers (HLDMs).
Show Notes
Ninety percent of salespeople DO NOT call at this level. That’s good news for you!
Work on getting a referral from within the industry. Tap into your LinkedIn network.
Focus your message on what’s important to HLDMs....
Aug 8, 2022
Paul lays out four excellent reasons why you, the salesperson, should handle customer complaints.
Show Notes
The seller understands the context of the complaint—what’s going on in the customer’s world.
Salespeople have a lot of skin in the game and will work tirelessly to resolve the problem.
Resolving your...
Aug 1, 2022
Paul provides tips to manage your sales pipeline heading into Q4 2022.
Show Notes
Many salespeople do not have a full pipeline. You need the 3-2-1 pipeline ratio. (Listen to find out what that is.)
In tough times, your pipeline ratio changes to _______.
How often do you purge your pipeline of dead and stalled deals?
You...