Next year starts today. Whether you’re the team leader or a salesperson, Paul has tips on how to stay motivated and finish this year strong. 

SHOW NOTES

Take an open, honest look at your pipeline of opportunity, especially during times of peak performance.

“Your pipeline is more likely to dry up when you experience success, not failure.”

The pain you're going to feel of an empty pipeline is not going to happen right now; that pain will happen three, six, maybe even nine months down the road.

Selling to your existing customers is the easiest way to grow your business, so now is the time to leverage deals that you’ve already closed.

Do more––even if you’re already crushing it. 

Start laying the groundwork today for the deals that you want to close next year.

You have time working on your side; put a couple of whales in that pipeline.

***

Get your downloadable chapters of Selling Through Tough Times now at toughtimer.com.

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 invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace. 

SHOW NOTES

“One small win doesn't mean all that much, but when you combine all of those small wins, it leads to big change.” -Carson

Engaging key stakeholders as part of the process is instrumental in the success of a relationship or deal.

“You can’t feast until you set the table.” - Carson

Success in sales means sometimes learning to live with uncomfortable or ambiguous situations.  

“There is no seller more confident than the seller that walks into a deal that they don't need.” - Paul

Don’t become a prisoner of hope; take control of the controllable elements of a deal.

Connect with Carson at carsonvheady.wordpress.com

Purchase Salesman on Fire and Birth of a Salesman on Amazon or at your local bookseller.

ALSO MENTIONED

The Q and A Sales Podcast: What is a Go-Giver? with Bob Burg

***

Learn more: https://www.theqandasalespodcast.com.

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 explains why he skips traditional networking events and what he does instead.

Show Notes 

Who won’t be at the traditional networking events? 

In social settings, make people aware not just of what you do, but how you help people.

“The best time to network is when….” 

Go where the decision makers go.

Focus more on giving than receiving. You will be rewarded.

***

Learn more: https://www.theqandasalespodcast.com.

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 addresses the uniquely tough time of selling when there aren’t the resources to meet peak demand.

Show Notes

“Your attitude is important as you go through and sell during these moments of peak demand. Realize that all your competitors are facing that same challenge.”

“Within every challenge there lies an ….”

Now is the time to get out there and meet new prospects. You may not be able to help them today, but you’re building a relationship for future business opportunities.

During moments of peak demand, don’t even think about discounting!

Keep creating value!

***

Learn more: https://www.theqandasalespodcast.com.

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 gives you some tips and ideas when it comes to setting your solution apart.

Show Notes

When your product is the same as your competitor’s, you can’t just rely on the product. The product is just one element of the total package you are selling.

Remind the customer that the value you and your company provide are inseparable parts of your overall solution.

Ask your best customers why they buy from you, beyond products.

To sell a differentiated solution, you must sell differently.

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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 answers the very important question of what buyers really want.

Show Notes 

Do buyers want your products? No! Do buyers want your services? No! They want …! (outcomes)

Stop thinking in terms of products or services. Sell the buyer on the outcome your solution can help them achieve.

Be wary when a customer tells you exactly what they need. The customer is not always right.

“The customer defines the outcome that they want, but you, as the salesperson, get to define how they achieve it. That’s where you bring value.”

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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 continues his series with another high-level decision maker: the corporate executive.

Show Notes

Corporate executives make decisions based on career advancement. They want to make the right decision, but also the popular one.

With these decision makers, “highlight the prestige your solution can help them achieve.”

Present your solution as one that fits within the system they already have in place.

Corporate executives want reliable, respected partners that will be accepted by the team.

The corporate executive will not make higher risk decisions than they have to.

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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 continues his decision-maker series by focusing in on the financial buyer (CFO/Controller).

Show Notes

These decision makers (DMs) help the other DMs make better decisions. Their science is accounting, and numbers don’t lie.

“Always determine the power-base distribution in the opportunity that you’re working.”

“These financial buyers may not be the ultimate decision maker, but they will….”

Financial buyers want to see improved cash flow and mitigate risk—so no guesswork, chance, or intuition.

Demonstrate a good return on investment (ROI).

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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 outlines the next decision maker in the series: technical influencers.

Show Notes

If this challenging decision maker likes your solution, they’re going to help you immensely.

“They are focused on….”

These decision makers are skeptical of salespeople and will challenge your data.

Avoid surprises, hunches, intuition, speculation. Eliminate the “human” factor.

Brand new is not the best selling feature for these technical types. “They want something that is tried and true.”

They want to partner with suppliers that are stable and are committed to excellence—like they are.

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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 continues his decision maker series: Level II—influencers and end users.

Show Notes 

These are down-to-earth, practical people. Think the way they think.

Level IIs want to avoid things that are too complex, disruptions, hypotheticals, overexposure.

“They want something that is….”

“[These decision makers] are influential in the decision because their opinion is their power.”

“Your goal is to have them help sell your solution to other members of the organization.”

***

Learn more: https://www.theqandasalespodcast.com.

Click here to pre-order a copy of Selling Through Tough Times!

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.