Jul 31, 2023
Paul discusses the importance of customer expectations and how to exceed those benchmarks.
Show Notes
Expectations are the true benchmarks of satisfaction.
Do not make the mistake of under promising because you will inevitably live down to those expectations.
Set the expectation high—then deliver!
How can you...
Jul 24, 2023
Paul dives deep into handling price objections by showing the value you bring.
Show Notes
One of the biggest lies in business: “It’s just business.” Nothing could be further from the truth.
When you go above and beyond for the customer, when you answer that weekend call, you make it personal.
Remember, when...
Jul 17, 2023
Paul reminds you to TAKE A VACATION!
Show Notes
There are innumerable mental and physical benefits to taking time off.
Since the pandemic and the shift toward remote work, the lines between work, home, family, and fun have been blurred.
You can’t serve from an empty cup. Take a vacation and refill that cup.
Set your...
Jul 10, 2023
Paul tells what to do and what not to do when establishing a sales process.
Show Notes
A sales process will guide you through the uncertainty of customer decision making.
Deals will stall out. Where is the opportunity lost? A sales process will help you pinpoint where the deal fell through.
Your sales process should not...
Jul 5, 2023
Paul offers tips to help you maintain that high activity level and ensure your sales success, even in these slow summer months.
Show Notes
Messaging matters. We must communicate a message of value that will compel the prospect to act.
Listen in to find out those three questions you need to answer for impactful customer...