Jan 29, 2024

Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale.

Show Notes

Set the expectation early that you are NOT in the free consulting business by securing a...

Jan 22, 2024

Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change.

Show Notes

First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later?

Is this decision maker aware of the broader...

Jan 15, 2024

Paul provides insight into a more effective follow-up strategy.

Show Notes

You must create value at every interaction with the customer.

In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition’s weaknesses.

So, do you remember how to address an envelope?...

Jan 8, 2024

Paul helps you stand out from the sea of choices your customers have by highlighting your key differences.

Show Notes

Never discount a differentiator. “It’s better to lose a deal than discount a differentiator.”

When the customer compares your price to your competitor’s, acknowledge the difference in price by...

Jan 2, 2024

Paul debunks some of the myths surrounding high-level decision makers (HLDMs).

Show Notes

FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson. High-level decision makers get a bum rap!

Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you?

A...