Aug 28, 2023
Paul provides some guidance on the many facets and layers of handling customer complaints.
Show Notes
Customer service is better equipped to handle certain types of customer complaints. But the severity of the issue could require sales rep involvement.
Who has the expertise to solve the problem the right way: customer...
Aug 21, 2023
Paul provides the Dos and Don’ts of presenting your price confidently.
Show Notes
Nervous? You’re asking the customer for money. There’s no greater time to display absolute confidence.
DO NOT telegraph that a cheaper price is available. The customer’s expectations will be anchored to that...
Aug 14, 2023
Paul helps you recognize just how many opportunities you’re leaving on the table.
Show Notes
One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity.
Become “unfamiliar” with your existing customers and bring a fresh...
Aug 7, 2023
Paul provides some practical ways to help you get back to it and maximize your performance after vacation.
Show Notes
Returning to the grind is tough. You unplug for a week or two and then, BAM, you’re right back at it. It’s like vacation never really happened.
Conduct a Weekend at Bernie’s pipeline review. Tune...