Have you ever wondered why customers or prospects won’t change? You might have a better solution, but the decision maker is still reluctant. In this episode, Paul discusses some of the psychological forces that impact your customer’s or prospect’s decision making process. Show Notes Paul answers an interesting question: Why won’t customers change? “Well, we’re going to answer that question today and take a look at some of the deeper psychology behind this question and there’s three things we’re going to focus on: The Status Quo Bias, Loss Aversion, and the Endowment Effect, alright?” Paul unco ..read more

Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas on how to proactively take control of the sales conversation. Show Notes  Buyers often focus on price early in the conversation. This is especially true in commoditized industries. When buyers view multiple solutions as the same, they focus more on price. “Well, any time the customer leads you into a pricing conversation before you’ve proven the actual value, your price is going to be too high. The customer has yet to really understand what it is that you actually ..read more

Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its…  “As most people are unaware of the air they breathe; most customers are unaware of the value they receive.” Your customer is not intentionally forgetting about your value, they just don’t think about it. When things work the way they should, they don’t notice it. Value reinforcement is critical because price only becomes an issue in the absence of value. If t ..read more

Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” On this show, Paul answers Jeff’s question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always have an advantage. But justifying the higher cost is a challenge. How do we avoid going through a long sales cycle and losing the business at the end? Customers always see the value in our extended capabilities but have trouble justifying the 2X cost.” Paul responds, “Th ..read more

Paul had the pleasure of interviewing Jon Alwinson, author of Relentless Sales.  Show Notes The relentless mentality is peace in who you are, and living from that identity, not for that identity. When one’s faith is solid and can’t be shaken, Jon believes it is the ultimate competitive advantage in sales. Adversity is part of growth. Tune in to hear how Jon relied on his faith to grow him through his adversity. There’s a myth in business that humility is a weakness rather than a strength. That could not be more untrue!  Jon’s advice to new salespeople: build a board of directors for ..read more

Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale. Show Notes Set the expectation early that you are NOT in the free consulting business by securing a “micro commitment.” Call higher in the organization. Get buy-in from that high-level decision maker to avoid this free-consulting scenario.  Maintain a full pipeline of opportunities. This mitigates the need to maintain a relationship with these demanding prospects. Think about th ..read more

Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change. Show Notes First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later? Is this decision maker aware of the broader issue or problem your solution provides, perhaps for a different department or location? Read them into the situation. Don’t camouflage your solution. Be sure to point out the contrast of what your solution will do compared to the status quo. Maximize information flow. This helps ..read more

Paul provides insight into a more effective follow-up strategy. Show Notes You must create value at every interaction with the customer. In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition’s weaknesses. So, do you remember how to address an envelope? Sending a good old-fashioned letter of thanks builds familiarity and shows professionalism. Create and provide content that addresses the challenges your customers are experiencing. Did you enjoy the podcast? Go to Itunes to rate/review the podcast: https://podcasts.apple.com/us/podca ..read more

Paul helps you stand out from the sea of choices your customers have by highlighting your key differences. Show Notes Never discount a differentiator. “It’s better to lose a deal than discount a differentiator.” When the customer compares your price to your competitor’s, acknowledge the difference in price by pointing to the value they will receive with you. Don’t bad-mouth the competition. Instead, highlight your strengths that point to your competitor’s weaknesses. Use the generic similarities between you and the competitor as a springboard to what makes your solution unique. Did you enjoy t ..read more

Paul debunks some of the myths surrounding high-level decision makers (HLDMs). Show Notes FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson. High-level decision makers get a bum rap! Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you? A whopping 90% of salespeople do not call at the highest level in an organization!  HLDMs focus on more than just a product. They want to know how your solution will help them achieve their long-term organizational goals.  Did you enjoy the podcast? Go to Apple Podcasts t ..read more