Sep 25, 2023

Paul shares tips on handling price pushback in those service-based industries.

Show Notes

What does the movie Tommy Boy, T-bone steaks, McDonald’s, and Panera have to do with price objections?

Point out the dissonance between the outcome they want and the price they’re willing to pay. “Is the price you’re...

Sep 18, 2023

Paul reveals the steps to develop your sales team into value-added top achievers.

Show Notes

If you expect your team to be top achievers, you need to train them like top achievers. Make training and development part of your sales culture.

Positive momentum = progress. Reinforcing and acknowledging the effort increases...

Sep 11, 2023

Paul shares five ideas to accelerate your deals through the pipeline.

Show Notes

Do you know where your ultimate decision maker is? Verify that they will be involved in your meeting.

What departments will be affected by this decision? Make sure you are talking with the right people.

Clearly define to the customer the...

Sep 5, 2023

Paul shares the seven secrets to creating a motivational environment for your sales team.

Show Notes

You can’t motivate people. Really?! Listen to find out just what that means.

Education is critical to building confidence. Help your team develop the necessary skill set to sell successfully.

Selling is a delicate...