Paul shares three ideas to overcome price objections from procurement. 

Show Notes:

Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why.

Procurement managers are trained to ask for a discount until the seller says no.

“To me, this sounds like an attitudinal based objection” This buyer feels like they are entitled to a discount.

Demonstrate the fairness of your solution. “Buyers want a fair deal, not a discount.”

Incorporate other decision-makers and influencers. “There is one thing the buyer fears more than paying a higher price…”

Don’t give the 40% discount. They’re going to buy it!

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. 

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

Paul shares three ideas to overcome price objections from procurement. 

Show Notes:

Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why.

Procurement managers are trained to ask for a discount until the seller says no.

“To me, this sounds like an attitudinal based objection” This buyer feels like they are entitled to a discount.

Demonstrate the fairness of your solution. “Buyers want a fair deal, not a discount.”

Incorporate other decision-makers and influencers. “There is one thing the buyer fears more than paying a higher price…”

Don’t give the 40% discount. They’re going to buy it!

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. 

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

In this episode, Paul explains the different elements of a discovery sales call.

Show Notes:

It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new. 

“There are three things that get in the way of a good discovery call…”

“Pitching your solution before discovering the buyer’s needs. That’s the equivalent of a doctor prescribing before diagnosing the disease.”

Too many leading questions will serve the seller, not the buyer. Remember to be customer-focused.

Some sellers believe that they already know the buyer’s needs. They are walking in with that assumption, limiting their ability to discover anything new. 

Send the buyer a couple of talking points before the meeting, and be sure to ask a few through-provoking questions. 

The best discovery is self-discovery. Help the buyer discover something new.

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. 

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

In this episode, Paul explains the different elements of a discovery sales call.

Show Notes:

It’s a discovery call for a reason. You’re exploring the customer’s needs, wants, and concerns trying to discover something new. 

“There are three things that get in the way of a good discovery call…”

“Pitching your solution before discovering the buyer’s needs. That’s the equivalent of a doctor prescribing before diagnosing the disease.”

Too many leading questions will serve the seller, not the buyer. Remember to be customer-focused.

Some sellers believe that they already know the buyer’s needs. They are walking in with that assumption, limiting their ability to discover anything new. 

Send the buyer a couple of talking points before the meeting, and be sure to ask a few through-provoking questions. 

The best discovery is self-discovery. Help the buyer discover something new.

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. 

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

Paul explains how to balance your sales pipeline using the 1-2-4 ratio. 

Show Notes:

Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity.

Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their pipeline because they don’t want to admit they are dead.  

The key to managing your pipeline is balance. 

“For every red-hot opportunity, you need two qualified opportunities. For every two qualified opportunities, you need four potential opportunities.”

A red-hot opportunity is very likely to close in the next 30 days. With 90 percent certainty, you can say it’s a done deal.

Qualified opportunities are viable sales prospects. There's a 50 percent chance you’ll win the business. 

Potential opportunities might be viable sales opportunities. “You don’t know if they’re viable until you meet and discuss their needs. 

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

Paul explains how to balance your sales pipeline using the 1-2-4 ratio. 

Show Notes:

Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity.

Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their pipeline because they don’t want to admit they are dead.  

The key to managing your pipeline is balance. 

“For every red-hot opportunity, you need two qualified opportunities. For every two qualified opportunities, you need four potential opportunities.”

A red-hot opportunity is very likely to close in the next 30 days. With 90 percent certainty, you can say it’s a done deal.

Qualified opportunities are viable sales prospects. There's a 50 percent chance you’ll win the business. 

Potential opportunities might be viable sales opportunities. “You don’t know if they’re viable until you meet and discuss their needs. 

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

In this episode, Paul explains how positive environmental programming leads to goal achievement

Show Notes:

“Success does not have to be as has hard as we make it.”

Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully. 

As Mary Poppins said, “Well begun is half done.”

Conduct a barrier analysis and identify what is getting in the way of achieving the goal. Then you focus on removing the barrier. Don’t make success any harder than it has to be. 

Reducing friction is another way to proactively set yourself up for success. “Don’t set your alarm and place it on your nightstand, place it on your dresser.” Keep it out of arm’s reach.

Positively stage your environment. Surround yourself with positive messages. Pull a Dwight Schrute and blast some rock music before a call. “I sing my heart out to Eye of the Tiger.”

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

In this episode, Paul explains how positive environmental programming leads to goal achievement

Show Notes:

“Success does not have to be as has hard as we make it.”

Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully. 

As Mary Poppins said, “Well begun is half done.”

Conduct a barrier analysis and identify what is getting in the way of achieving the goal. Then you focus on removing the barrier. Don’t make success any harder than it has to be. 

Reducing friction is another way to proactively set yourself up for success. “Don’t set your alarm and place it on your nightstand, place it on your dresser.” Keep it out of arm’s reach.

Positively stage your environment. Surround yourself with positive messages. Pull a Dwight Schrute and blast some rock music before a call. “I sing my heart out to Eye of the Tiger.”

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

Paul explains why humility is important when selling in tough times.

Show Notes:

“Humility is one of the most misunderstood virtues in business.”

Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer. 

It’s easier to see the absence of humility than humility itself. Humility begets growth. We can’t get better until we admit that we can get better.

Tough times will humble everyone. Even the most arrogant sellers are humbled by the uncertainty we face. 

“The bigger they are, the harder they fall. The more humble you are, the softer you fall.”

“Embrace humility by asking for help” This one salesperson learned from his colleagues by making joint calls. The colleague played the role of the competition. 

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.

Paul explains why humility is important when selling in tough times.

Show Notes:

“Humility is one of the most misunderstood virtues in business.”

Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer. 

It’s easier to see the absence of humility than humility itself. Humility begets growth. We can’t get better until we admit that we can get better.

Tough times will humble everyone. Even the most arrogant sellers are humbled by the uncertainty we face. 

“The bigger they are, the harder they fall. The more humble you are, the softer you fall.”

“Embrace humility by asking for help” This one salesperson learned from his colleagues by making joint calls. The colleague played the role of the competition. 

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

Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. The next Launch Your Podcast online class is October 1, 2020.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

Thank you for tuning in. Make it a big day.