In Paul’s interview with David Newman, they provide valuable insight into some of the most common challenges salespeople face, including connecting with those top prospects.

Show Notes

What do you like about sales? “We get to talk to people about solving their problems or getting their outcomes. We’re on the same side of the table. We’re on the same team… I think it’s a wonderful, collaborative process and at the end of it, you make money.” David Newman

“If we reframe the entire front-end of the sales process as simply a series of invitations to a conversation, I think all the mystery and all the drama starts to go away.” David Newman

Have one of your top executives read your prospecting message and ask, “Would you meet with me based on how this looks?” Be ready for an open and honest answer, but it will make you better.

“The best of the best are the ones who invest.” David Newman (Look at the “Best Of” lists.)

Tune in to find out just what “value-rich follow-up” means. 

Find out more about David Newman and his new book Do It! Selling, at doitmarketing.com.

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.

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And most importantly...make it a big day.

Paul discusses the importance of the sales process from a seller standpoint as well as the leadership standpoint.

Show Notes:

Selling is neither easy nor predictable. Having a sales process will guide you. Trust the process.

A sales process gives you structure to progress the sale forward.

Are you struggling? A sales process will help you identify the phase at which your sales are stalling so that you can dig deeper, train, and address the issue.

As a sales leader, you can more effectively coach your team. A sales process will help you identify where your folks are struggling.

Select-Pursue-Discover-Persuade

***

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 shares ideas on how to use the easiest, fastest way to grow your business—your referral network.

Show Notes

One of the easiest ways to reduce price sensitivity is to get referred into an opportunity.

Constantly build your network by participating in industry events, i.e., tradeshows, community events. 

Identify and engage your greatest referral sources—your best, most satisfied customers.

Set the expectation that you will be asking your customer for referrals.

Once your customer has provided you a referral and introduction, it’s up to you to set the appointment as quickly as possible.

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 gives you great tips to face the next recession with opportunity on your mind versus struggle.

Show Notes

It’s fine. I’m fine. Everthing’s fine…Not! You can’t outrun a recession. Be prepared.

Review your pipeline and increase your activity level by 25%.

Do not…DO NOT…lower your standards. Even in a recession, be sure the opportunities you are pursuing fit the profile for good business.

Identify problems your customers may be facing. That will open up some doors for you to solve those problems.

During a tough time, the competitive herd will be thinned. Be there for their customer base. Those customers will need someone to fill that gap.

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 delves further into the best practice of differentiating your solution and standing out from the competition. 

Show Notes

Put yourself in the customer’s shoes. When looking at your solution, what do they see that is different from the competition?

If you’re able to offer something different, then you’re able to charge a premium for that.

Look at your customer’s Critical Buying Path®. Identify how you create unique value at each step along the way.

Being the same is lame. What makes your company unique, your solution unique, and you? What makes you a unique seller?

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 provides insight on how to improve communication by answering four important questions for your customers in your marketing one-sheet.

Show Notes

What do you call it when you explain who you are, what you do, and to whom you sell, and all in under 50 words? Listen and find out.

Do a deep dive into your company, your products/services, and yourself to uncover the value-added extras you offer your customers.

The definition of value is whatever the customer says it is. Give them the opportunity to tell you.

Every prospect you meet wants to know, “What will I gain from this relationship?” Your value proposition answers that question.

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 the challenge of selling value in a tough, competitive market.

Show Notes

It begins with attitude. If you believe your solution is the same as everyone else’s, that’s exactly what your customer is going to think. 

You must remind yourself that you are selling a unique, bundled package: the three dimensions of value (the company, the product, and you – the salesperson).

There is no commodity in creativity. Creatively add value to the customer experience.

Have you asked your customer this question: “What problems are you experiencing that I can help with?” 

Become customer-focused. View the world through the eyes of the 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 has the privilege of speaking with John O’Leary about what and who gave him the strength and courage to overcome even the most devastating circumstances.

Show Notes 

“The greatest generation wasn’t made great because their life was easy. It was actually extraordinarily difficult.” John O’Leary

Tough times expose our weaknesses so we can get stronger.

“We think, when the times are good, we can do it by ourselves…Then you go through the hard times, and you recognize how little you can do by yourself.” John O’Leary

The likelihood of you being born is 1 in 400 trillion. “Recognize the majesty and the miracle of your life.” John O’Leary

Consider this statement: “I choose to thrive because…” Tune in to hear John’s reasons.

“When hope becomes electrifying is when it’s not about just you.” John O’Leary

Learn more about John’s incredible story at JohnOLearyinspires.com.

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 shares some great ideas that will help you become a top achiever.

Show Notes

Top achievers maintain a high level of activity. They are constantly filling the pipeline with opportunities.

High-value targets (HVTs) are the opportunities that yield the greatest return on your investment of time. Is your pipeline full of HVTs?

Build no fewer than six (6) key relationships in each opportunity.

Bringing in new customers is important, but remember to protect and grow those existing customers.

Top achievers strive to deliver more value to their customers.

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 explains the importance of building solid relationships with your customers.

Show Notes

Relationship selling IS NOT DEAD! It is alive and kicking.

Top sales achievers consistently attribute their sales successes to their customer relationships.

Price is only an issue in the absence of value. The relationships you build with customers create immense value.

Every relationship you build is going to generate more opportunity for you to grow and your business to grow.

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.