Paul helps you recognize just how many opportunities you’re leaving on the table.

Show Notes

One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity.

Become “unfamiliar” with your existing customers and bring a fresh set of eyes to see the new opportunities you could pursue with them.

What business is coming to you because the buyer can’t find the solution anywhere else? Recognize and capture those opportunities.

What opportunities are your competitors overlooking? Each unmet need creates an opportunity.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

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Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 provides some practical ways to help you get back to it and maximize your performance after vacation.

Show Notes

Returning to the grind is tough. You unplug for a week or two and then, BAM, you’re right back at it. It’s like vacation never really happened.

Conduct a Weekend at Bernie’s pipeline review. Tune in to find out just what Paul means by that.

A deceptively inflated pipeline accounts for more missed quotas than poor performance.

Make sure your messaging is hyper-relevant to what is going on in the buyer’s world right now.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 discusses the importance of customer expectations and how to exceed those benchmarks.

Show Notes

Expectations are the true benchmarks of satisfaction.

Do not make the mistake of under promising because you will inevitably live down to those expectations.

Set the expectation high—then deliver!

How can you unexpectedly serve your customers better?

When you make big promises, you extend your capacity to create value.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 dives deep into handling price objections by showing the value you bring.

Show Notes

One of the biggest lies in business: “It’s just business.” Nothing could be further from the truth.

When you go above and beyond for the customer, when you answer that weekend call, you make it personal.

Remember, when customers challenge the price, they’re challenging the value.

How many of your customers need a reminder of the value you bring?

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 reminds you to TAKE A VACATION!

Show Notes

There are innumerable mental and physical benefits to taking time off.

Since the pandemic and the shift toward remote work, the lines between work, home, family, and fun have been blurred. 

You can’t serve from an empty cup. Take a vacation and refill that cup.

Set your targets and goals every year with your vacation reward in mind.

When you are on vacation…be on vacation. Unplug completely! You and your family deserve it.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 tells what to do and what not to do when establishing a sales process.

Show Notes

A sales process will guide you through the uncertainty of customer decision making.

Deals will stall out. Where is the opportunity lost? A sales process will help you pinpoint where the deal fell through.

Your sales process should not be about how your company wants to sell, but how your customer wants to buy.

To have a successful sales process, you must follow the customer’s buying path.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 offers tips to help you maintain that high activity level and ensure your sales success, even in these slow summer months.

Show Notes

Messaging matters. We must communicate a message of value that will compel the prospect to act.

Listen in to find out those three questions you need to answer for impactful customer messaging.

When you identify a problem to solve, the customer is going to be more willing to meet with you.

Cold calling is not dead! It generates activity which generates momentum…which leads to successes.

The 1-4-1 approach is an effective way to get started. Tune in to find out more.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 offers four ideas to help you through that inevitable long sales cycle.

Show Notes

Adopt a small-wins approach. Small wins help you focus through a long cycle.

Timing is important. Show up early in the decision making process to get a seat at the table and show up often so you can spot those buying trigger events.

Throughout the sales cycle, identify pressure points that may establish urgency in the buyer’s process.

Groupthink is a thing. In a long, complex sales cycle, gain individual buy-in to leverage that Groupthink mentality.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 focuses on building strong customer relationships. Those relationships matter.

Show Notes

In two separate buyer surveys, “relationship with the salesperson” ranked higher (more important) than price.

Expand your footprint and meet multiple decision makers. The more people you meet with, the more protected the opportunity will be.

You are in the “hero” business. Make your customer look like a hero to their company, to their customers.

Ask tinkering questions. These questions will generate discussion on how you can get better for your customer.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

***

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.

Thank you to our production team at The Creative Impostor Studios.

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 stresses the value of learning from your wins and your losses.

Show Notes

The pain of failure motivates us to learn. The excitement of winning…addictive.

Establish a benchmark of small wins from your ten most recent successes.

Hone in on the phase of your process at which you win/lose the deal.

Win or lose, schedule a debrief with the customer/prospect for candid feedback.

Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button.

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

Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

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

Interested in our public seminar offerings? Click here to learn more.

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***

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.

Thank you to our production team at The Creative Impostor Studios.

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.