Paul offers tips on the timely issue of supply shortages and meeting the customer’s current and future needs.

Show Notes 

Is this upgraded solution better for the customer in the long run? “Will it give them more opportunity?”

Stretch the customer’s time horizon backwards to remind them of how they’ve grown and will continue to grow.

Highlight the cost of doing nothing.

“Sell the opportunity value of the upgraded equipment.” What will this solution allow the customer to do tomorrow that they cannot do today?

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Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

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And most importantly...make it a big day.

Paul deals with the sticky situation of winning the customer back after a bad experience.

Show Notes 

You’ve got to acknowledge the previous issue and own the mistake.

Strike an empathetic tone when reaching out to this customer.

Has the problem been resolved so it will not happen again?

Let the customer know, with some small act of consideration, that you want them back.

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Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling!

Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul interviews Matthew Berra, New Business Development Manager at SYSCO, discussing proposal integrity, cold calling, and planning.

Show Notes: 

Be proactive and put a proprietary information statement on your proposal to dissuade the prospect from sharing your proposal with your competitors.

The difference between a pest and a persistent seller—the persistent seller creates value at every single interaction.

“The hardest door to open is the car door. You actually have to get out of that car—knock on that door.” Matthew Berra

Be unique, creative. Standout in that prospect’s eyes.

The 6 Ps: “Proper planning prevents piss-poor performance.” Matthew Berra

“You can’t control how someone’s going to feel that day, how someone’s going to talk to you that day. All you can control is your attitude and your actions.” Matthew Berra

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling!

Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul wraps up his decision-maker series with some tips on selling to entrepreneurs.

Show Notes: 

Entrepreneurs may take more risk because they answer to no one but themselves. This means you can take some risk in your presentation.

It’s critical that you understand their vision. How will your solution help them achieve that vision?

Don’t waste their time. Provide a detailed agenda.

Entrepreneurs are willing to go against the grain. Appeal to their contrarian nature.

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul reveals some reasons why price may come up early in the selling process.

Show Notes:

“Never talk price until you’ve demonstrated some value.”

If you share your price for budgetary purposes, aim high, not low.

Remember, if they’re asking about price, they’re interested!

Is the customer setting their budget or playing a pricing game with you?

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Are you taking care of your existing customers? Paul provides three great tips to help with this important task.

Show Notes:

“What is getting in the way of delivering the kind of experience that your customers expect?”

Make it easier to do business with your company.

Organization leaders, be open to employee suggestions. They work closely with your customers.

Is there something that your customer hates doing that you can do for them?

Add value with every interaction.

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios!

Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul expounds on the many benefits of selling value, not price.

Show Notes 

The role you play as a salesperson has meaning. You help people.

The Value-Added Selling philosophy: Do more of that which adds value and less of that which adds little or no value.

When your singular focus is value, it simplifies the message and leaves price out of it.

Value-Added Selling is about building long-term, mutually beneficial relationships with your customers.

Your success is a byproduct of the value you create for your customers.

Be a person of value!

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios!

Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul gets real about those barriers that keep you from maxing out those monthly quotas.

Show Notes 

Are you crushing it one month and then hitting a wall? Complacency affects performance.

“The conversation you have in your mind is a predictor of how you’re going to perform.”

“Your belief in your solution has to be stronger than the customer’s doubt.”

Self-pity and self-doubt do nothing for you. Do something to strengthen your mental resilience.

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios!

Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul talks cold-calling and call planning with seasoned sales professional, Marty Fitz, head of business development – IT division, at GFI Digital.

Show Notes

“Selling is always kind of happening behind the scenes and weekends, too.” – Marty Fitz

In this new selling environment— “Find direct numbers. There are lots of different ways to prospect and one of them is starting from the ground up… But the first thing is, find that direct line.” – Marty Fitz

“Reach out to your existing clients and ask for referrals. One referral is worth twelve cold calls.” – Paul Reilly

“Pre-call planning is the breakfast, lunch, and dinner of sales champions.” – Paul Reilly

“My biggest philosophy—be yourself.” – Marty Fitz

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios!

Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.

Paul lays out a plan to help you build mental resilience and become more successful.

Show Notes 

“If you choose to accept the 30-Day Tough-Timer Challenge, you will notice positive change throughout your life.”

The more you plan, the more disciplined you will be, the more successful you will be.

What if we spent as much time building our mental strength as we do our physical strength?

Gratitude is critical in tough times.

Prune negativity from your life and plant positivity.

“Success doesn’t have to be as hard as we make it.”

Ninety percent of you will not successfully complete this challenge. Prove me wrong!

***

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling.

Thanks to our production team at The Creative Impostor Studios!

Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.