During tough times you will face price objections. In this episode, Paul shares five ideas to manage price objections.

Show Notes:

In good times or bad times, buyers want value. When buyers question price, they're really questioning the fairness of your price for the value they receive. Price is only an issue in the absence of value.

“The first step is clarifying the objection to uncover the root cause.” The root cause is what you need to address. During tough times it could be cash flow, uncertainty, lack of budget, etc.

“Create flexible options for your customers.” Get creative and help your customers through this tough time.

“Buyers want control during these tough and uncertain times. These ideas will give your buyers a stronger sense of control…”

“Invoke a little empathy and cast a little doubt.” The buyer's greatest fear is not overpaying; it’s losing their sense of security and peace-of-mind.

“Leverage every concession into an additional opportunity.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

During tough times you will face price objections. In this episode, Paul shares five ideas to manage price objections.

Show Notes:

In good times or bad times, buyers want value. When buyers question price, they're really questioning the fairness of your price for the value they receive. Price is only an issue in the absence of value.

“The first step is clarifying the objection to uncover the root cause.” The root cause is what you need to address. During tough times it could be cash flow, uncertainty, lack of budget, etc.

“Create flexible options for your customers.” Get creative and help your customers through this tough time.

“Buyers want control during these tough and uncertain times. These ideas will give your buyers a stronger sense of control…”

“Invoke a little empathy and cast a little doubt.” The buyer's greatest fear is not overpaying; it’s losing their sense of security and peace-of-mind.

“Leverage every concession into an additional opportunity.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

How do you build customer relationships if you can’t meet with customers? In this episode, Paul shares three tips to build relationships during this crisis.

Show Notes:  

A salesperson recently asked, “How can I continue to build relationships with my customers during these crazy times? It’s hard to build a relationship if I can’t even meet with them.”

Any good relationship is built upon trust. There is never a wrong time to start doing what is right. It’s important to be transparent with customers.

“Customers want to be hopeful. Find a way to deliver hope.” Whether it’s your message or your action, deliver hope.

“People feel isolated.” Now is the best time to reach out to them. Be there for your customers. Listen to your customers. Connect with your customers.

“Humanize yourself.” Don’t be afraid to introduce your customers to your family via zoom or FaceTime.

Perform acts of consideration and make your customer a hero!

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Mental toughness is critical in tough times. In this episode, Jimmy Vreeland, an Army Ranger, shares his insight on mental toughness.

Show Notes:

“I love creating value for other people, but I don't run a charity and dollars follow value. So maybe you're not collecting the cash right now, but to me, selling is creating value. So, if you're up and you're breathing, you better be creating value.” - Jimmy Vreeland, Army Ranger

Whether it’s good times or bad times salespeople create value. That’s our calling. Salespeople find a way to create value.

Which profession requires more mental toughness; being an Army Ranger or owning your own business? You’ll be surprised at the response!

To gain mental toughness, think of the worst-case-scenario first, and then sell your way out of that situation.

What’s worse than bullets flying past you in battle? You’ll be surprised at the answer!

When you feel as though your thoughts are going dark, TAKE ACTION! You can sell your way out of the funk you are in.

“Jimmy, what advice do you have for salespeople who are facing tough times for the first time?”

Jimmy says… “SUCK IT UP!”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Mental toughness is critical in tough times. In this episode, Jimmy Vreeland, an Army Ranger, shares his insight on mental toughness.

Show Notes:

“I love creating value for other people, but I don't run a charity and dollars follow value. So maybe you're not collecting the cash right now, but to me, selling is creating value. So, if you're up and you're breathing, you better be creating value.” - Jimmy Vreeland, Army Ranger

Whether it’s good times or bad times salespeople create value. That’s our calling. Salespeople find a way to create value.

Which profession requires more mental toughness; being an Army Ranger or owning your own business? You’ll be surprised at the response!

To gain mental toughness, think of the worst-case-scenario first, and then sell your way out of that situation.

What’s worse than bullets flying past you in battle? You’ll be surprised at the answer!

When you feel as though your thoughts are going dark, TAKE ACTION! You can sell your way out of the funk you are in.

“Jimmy, what advice do you have for salespeople who are facing tough times for the first time?”

Jimmy says… “SUCK IT UP!”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Paul shares the characteristics of tough timers and how they respond to adversity. Customers also have three additional concerns during this coronavirus crisis. 

Show Notes:

“When heaven is about to confer a great responsibility on any man, it will exercise his mind with suffering, subject his sinews and bones to hard work, expose his body to hunger, put him to poverty, place obstacles in the paths of his deeds, so as to stimulate his mind, harden his nature, and improve wherever he is incompetent. ” ~Meng Tzu Chinese Philosopher

These tough times are readying us for something far greater!

Customers have three additional concerns during these uncertain times. 

“One of their primary concerns is their ability to take care of their own customers. Ask yourself this question to create more value…”

“There are some customers who are looking to invest now and better position themselves long term”

Tough timers have an unwavering belief that things will get better. “Try this exercise to strengthen your belief…”

Tough timers control their time, schedule, and attitude. Perceived control makes us healthier and happier. 

“Tough timers laugh through the struggle, not at the struggle.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Paul shares the characteristics of tough timers and how they respond to adversity. Customers also have three additional concerns during this coronavirus crisis. 

Show Notes:

“When heaven is about to confer a great responsibility on any man, it will exercise his mind with suffering, subject his sinews and bones to hard work, expose his body to hunger, put him to poverty, place obstacles in the paths of his deeds, so as to stimulate his mind, harden his nature, and improve wherever he is incompetent. ” ~Meng Tzu Chinese Philosopher

These tough times are readying us for something far greater!

Customers have three additional concerns during these uncertain times. 

“One of their primary concerns is their ability to take care of their own customers. Ask yourself this question to create more value…”

“There are some customers who are looking to invest now and better position themselves long term”

Tough timers have an unwavering belief that things will get better. “Try this exercise to strengthen your belief…”

Tough timers control their time, schedule, and attitude. Perceived control makes us healthier and happier. 

“Tough timers laugh through the struggle, not at the struggle.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Right now, there is a cloud of uncertainty. In this episode, Paul shares four tips to manage these uncertain times. 

Show Notes:

“All the adversity I've had in my life, all my troubles and obstacles, have strengthened me... You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” ~Walt Disney

Leadership is critical in these uncertain times. Salespeople are leaders. Leaders for customers, colleagues, family, and friends.

We’re going to face tough times. This will be a defining moment in your career. Some of you will merely go through this tough time, but others will grow through this tough time.

“Here are the three biggest mistakes salespeople make during uncertain times…”

“Don’t commiserate with your customers. Motivate them.”

“Here’s what customers are concerned about during these tough times…”

“We’re in the shock phase right now. That means traditional selling tactics might be viewed as opportunistic. Don’t focus on selling over the next two weeks, focus on supporting.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com

Right now, there is a cloud of uncertainty. In this episode, Paul shares four tips to manage these uncertain times. 

Show Notes:

“All the adversity I've had in my life, all my troubles and obstacles, have strengthened me... You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” ~Walt Disney

Leadership is critical in these uncertain times. Salespeople are leaders. Leaders for customers, colleagues, family, and friends.

We’re going to face tough times. This will be a defining moment in your career. Some of you will merely go through this tough time, but others will grow through this tough time.

“Here are the three biggest mistakes salespeople make during uncertain times…”

“Don’t commiserate with your customers. Motivate them.”

“Here’s what customers are concerned about during these tough times…”

“We’re in the shock phase right now. That means traditional selling tactics might be viewed as opportunistic. Don’t focus on selling over the next two weeks, focus on supporting.”

***

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. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios.

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

http://www.theqandasalespodcast.com