Paul addresses concerns about effectively using the phone as a selling tool.

Show Notes: 

Put together talking points and practice. Partner with your sales manager and role play.

Can you solve a problem the customer is experiencing? If so, lead with that!

“Make the customer feel that your message was crafted specifically for them.”

Does your message create value for the person on the other end of the conversation?

(If links below are not clickable, visit us at 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.

On this episode, Paul tackles the tough situation that arises from selling to your customer’s competition.

Show Notes 

Be wary of mentioning other customers as social proof. If asked though, be transparent.

Get feedback from your internal champions and try to determine the root cause of the customer’s concerns.

Invoke some empathy. Chances are this customer sells to their customers’ competitors.

Remind the customer that your relationship is built on trust.

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, you know what to do...make it a big day.

On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business.

Show Notes 

Whatever follows the word “free” is cheapened.

Free focuses the conversation on price which is what you should avoid.

“Free is too costly a burden.”

There are better words to use such as….

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, you know what to do...make it a big day.

On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times.

Show Notes 

Use empathy as your internal monitor when selling to customers who are struggling.

“Find new ways to support that customer.” Make the customer aware of your value-added services.

“Rigid policy does not serve you well when customers are facing tough times.” Flexibility is key.

Longevity and experience give a struggling customer peace of mind.

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, you know what to do...make it a big day.

On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling.

Show Notes 

"Do more of that which adds value, and less of that which…."

Is the value exchange equitable? "Just because we put our customer first does not mean we put ourselves last."

"You must be more focused on solving the customer's problems than making a deal for your company."

Don’t forget your bundled package: your company, the product, and you!

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, you know what to do...make it a big day.

On this episode, Paul presents a couple of ideas on changing a price shopper's mind.

Show Notes 

Influence your customer's mind little by little.

Small wins lead to big change. Change doesn't happen all at once.

"If you want to be successful, you have to do what your competition isn't willing to do."

In what other areas has your buyer made a value-focused decision? Draw a parallel.

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, you know what to do...make it a big day.

On this episode, Paul shares five tips relevant to all industries facing pricing pressures.

Show Notes:

Stretch the buyer's time horizon into the future. Help them determine…. 

Move the conversation from price. "Remind your clients of the complexity of their needs."

Remember, price is one of the greatest indicators of quality and performance.

Be sure you can answer the question, "What makes your solution different?"

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, you know what to do...make it a big day.

On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP!

Show Notes:

"Get there early"—before the customer submits an RFP.

Request a meeting prior to submitting your proposal.

Don't limit your proposal to the …. 

What makes you different from your competitors? Include that in your proposal.

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, you know what to do...make it a big day.

On this episode, Paul examines Disney's great customer experience and how it translates to selling.

Show Notes:

Surround the customer with your message of value.

Is it easy to buy from your company?

Details are important.

Discover new ways to enhance your solution for the buyer.

"Are you willing to never be satisfied with where you're at?"

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, you know what to do...make it a big day.

On this episode, Paul illuminates the delicate balance of steering the conversation from price to value.

Show Notes:

Are you focusing on the right opportunities?

"Whoever is asking the questions on the sales call is in control of the conversation."

"Ask questions that transport the buyer…." (into the future)

Surround the buyer with your message of value to influence their expectations.

Explain what makes you different.

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, you know what to do...make it a big day.