In this episode, Shawn Paul discusses handling the common sales objection, "It costs too much." Shawn emphasizes the importance of empathizing with the prospect, building trust, and reframing the price into a long-term investment. He provides strategies such as asking the prospect what they thought it would cost, breaking down the cost into daily amounts, and highlighting the value and benefits of the product.

Shawn stresses that sales is about building relationships and being a consultant rather than an order taker. Using techniques like the "tell my boss" close and focusing on the value can turn skeptics into buyers.

This episode aims to equip sales professionals with the tools to address price objections and close more deals effectively.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]

In this second installment of his "Culligan Sales Breakdown" series, Shawn Paul tackles one of the most dreaded objections in sales: "I'll think about it." Shawn reveals that this common response is not a valid objection but rather a symptom of deeper concerns—either the prospect isn't sold on the product or, more commonly, they have unvoiced financial concerns. He explains that buying decisions revolve around three factors: desire for the product, affordability, and perceived value.

Shawn presents two strategic approaches to uncover the real objection behind "I'll think about it." His first option uses a non-confrontational questioning technique that allows prospects to feel comfortable sharing their true concerns. The second approach, which he calls the "tell my boss close," leverages the rapport built earlier to have prospects help the salesperson report back to management. Both methods aim to transform vague hesitation into specific objections that can be addressed.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]

In this first installment of the "Culligan Sales Breakdown" series, Shawn Paul from Culligan shares a critical strategy to ensure sales success: confirming customer readiness before presenting options. Shawn emphasizes that moving directly from product demonstration to pricing without verifying customer commitment is a common mistake that can cost sales. He introduces the pre-commitment close technique, which involves asking customers a specific question after the demo: "If it's affordable, is this the type of water you definitely want in your home?"

Shawn details how this approach serves two essential purposes - it incorporates the financial aspect while confirming genuine interest in the product. He guides sales representatives on interpreting customer responses, whether confident, hesitant, or negative, and addresses any lingering concerns before moving to pricing options. By using this method, salespeople can ensure customers are fully sold on the product's benefits, leaving price as the only potential objection to overcome during the Culligan options presentation.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]

In this comprehensive episode of his sales training podcast, Shawn Paul shares his personalized approach to Culligan's proven 7-step sales process, emphasizing how he's refined—not changed—the system to maximize its effectiveness. From years of in-home sales experience, Shawn reveals eleven key strategies that helped him transform the process into muscle memory, including effective preparation, consistent implementation regardless of pre-qualification assumptions, relationship-focused rapport building, and strategic use of assumptive closes throughout the presentation.

Shawn provides actionable techniques for each phase of the sales journey, from conducting thorough needs analyses and customizing presentations to mastering product demonstrations and handling objections. He emphasizes the importance of strategic timing when cleaning up demonstrations, writing estimates, and implementing his innovative "tell my boss" closing technique to uncover genuine objections.

Throughout the episode, Shawn reinforces that success comes from treating sales as a craft that requires continuous refinement, encouraging listeners to implement even one tip to improve their results while promising future episodes focused on overcoming specific objections.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]

In this episode of the "Sales Professional" series, Shawn Paul from Culligan explores the critical importance of having confidence in your company and its products. Building on the previous episode about self-confidence, Shawn explains how your belief in what you're selling creates a powerful energy that transfers to prospects, enhances the customer experience, builds loyalty, fosters resilience against rejection, and ultimately leads to greater job satisfaction.

Shawn shares personal experiences from both sides—the demoralization of representing products he didn't believe in versus the excellence achieved when fully confident in a company's offerings. He emphasizes that Culligan representatives have every reason to feel confident in their company name, products, and service.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]

In this episode of his podcast, Shawn Paul from Culligan shares his insights on becoming a successful sales professional, drawing from over 30 years of experience that began in 1993. With a background in general contracting, roofing, siding, and window sales, Shawn joined Culligan in September 2024 and is passionate about representing a company known for its quality products and integrity. He emphasizes that this episode offers "golden nuggets" for everyone—whether you’re a 20-year veteran or a two-week newbie—focusing on the critical role confidence plays in sales success.

Shawn dives into practical ways to build confidence, starting with a strong foundation of product knowledge and competitor awareness, like understanding Culligan’s offerings versus brands like AquaSure. He encourages listeners to face their fears, reprogram their minds with positive self-talk, and surround themselves with uplifting influences. Through personal stories—like turning a customer’s price objection into a sale—and actionable tips, Shawn inspires salespeople to see their craft as a noble profession, setting the stage for his next episode on confidence in your product and company.

Contact Shawn Paul:

Phone - 502-756-1366

Email - [email protected]