Shows
The Q and A Sales PodcastWhy won't customers change? (Rebroadcast)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...2024-03-1809 min
The Q and A Sales PodcastHow do I manage price objections at the end of a long sales cycle? (Rebroadcast)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...2024-02-1210 min
The Q and A Sales PodcastDo you need another vacation?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...2023-08-0713 min
The Q and A Sales PodcastHow do I stop discounting and sell value?Paul lays it on the line—it’s not all about price! Paul shares three ideas to get you past discounting and on to value. Show Notes Did you make some resolutions for 2023? Maybe you should go on a “discounting diet” this month. Think about how much harder you would sell value if discounting was not an option. Don’t discount. Instead, bundle more value into your solution. Leverage both hard and soft value to hold the line on pricing. Tune in to find out how. Did you enjoy...2023-01-0909 min
The Q and A Sales PodcastWhat are the benefits of a recession?In this podcast and the subsequent two episodes, Paul looks to inspire you to go out and find opportunities and thrive as we go through this downturn. Show Notes A negative attitude towards a recession can obscure your view from the more positive outcomes you can generate. During a downturn, your customers are looking for cost-cutting measures. This is actually an opportunity masquerading as an objection. Recessions will ease competitive pressure. Economic downturn gives you greater access to higher-level decision makers. How so, Paul? Tune in to find out.2022-10-2409 min
The Q and A Sales PodcastHow do I remain steadfast through struggle?Paul shares some inspiring advice to help you remain hopeful even when you are struggling. Show Notes Your faith (in your success) has to be greater than your fear (of failing). “Not failing” is not the same as succeeding. Make your dreams bigger than your doubt. “Dream big enough to make your bones itch.” Tom Reilly Make your hope greater than your hesitation. Don’t focus on what could go wrong, but on what could go right. Visit www.ToughTimer.com to register for the Selling Through Tough Time...2022-06-2012 min
The Q and A Sales PodcastHow do you know if a recession is coming?Paul shares some insights on the indicators of a recession. Show Notes “The stock market has predicted nine of the last five recessions.” Paul Samuelson, American economist. (Maybe don’t just look at the stock market.) Purchasing Managers Index is above 50% (at the time of recording) but trending downward. Inflation and the Federal Reserve’s reaction to it is another indicator of an impending recession. Go to “main street” and get some feedback. Talk to your friends. Your general sense of unease is real. There’s always going to be to...2022-06-1311 min
The Q and A Sales PodcastWhat if the buyer withholds information or refuses to answer questions?Paul addresses this common tactic designed to throw you, the salesperson, off your game. Show Notes Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect? Always get permission to ask questions. Be transparent and ask the buyer why they’re hesitant to share information. Rebalance the pressure. (Tune in to find out what Paul means by that.) Enlarge the conversation to remind the buyer of the complexity of their needs. Visit www.ToughTimer.com to get started on the...2022-05-1612 min
The Q and A Sales PodcastHow Do I Sell Without Selling Out? with Andy PaulPaul talks with Andy Paul about selling on your own terms and avoiding those “salesy” behaviors. Show Notes “Selling out means you, as the seller, putting your own interests ahead of those of the buyer. That leads to ‘salesy’ behaviors.” Andy Paul “If the products are identical, what is the difference? You!” Andy Paul Why you? This question gets to the heart of being that customer-focused seller. If you can demonstrate to the buyer that your motivation is based on their wants and needs, you’re going to have more business than...2022-04-2520 min
The Q and A Sales PodcastHow do I prospect and pre-call plan? With Marty FitzPaul talks cold-calling and call planning with seasoned sales professional, Marty Fitz, head of business development – IT division, at GFI Digital. Show Notes “Selling is always kind of happening behind the scenes and weekends, too.” – Marty Fitz In this new selling environment— “Find direct numbers. There are lots of different ways to prospect and one of them is starting from the ground up… But the first thing is, find that direct line.” – Marty Fitz “Reach out to your existing clients and ask for referrals. One referral is worth twelve cold calls.” – Paul Reilly “Pre...2021-08-1930 min
The Q and A Sales PodcastHow do I even get started? with Carson V. Heady, Salesman on FirePaul invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace. SHOW NOTES “One small win doesn't mean all that much, but when you combine all of those small wins, it leads to big change.” -Carson Engaging key stakeholders as part of the process is instrumental in the success of a relationship or deal. “You can’t feast until you set the table.” - Carson Success in sales means sometimes learning to...2021-08-0925 min
The Q and A Sales PodcastWhat questions should I ask my customers or prospects?Paul fleshes out the important questions you should be prepared to ask on a sales call. Show Notes: “You’re not only gathering information, but you’re also….” “If you can have a deeper understanding of [the buyer’s] customer base, it’s going to help you help your customer deliver value to their customer.” Find out Paul’s favorite question. Don’t forget to ask for the business! *** (If links below are not clickable, visit us at https://www.theqandasalespodcast.com.) Click here to pre-order a copy...2021-06-0710 min
The Q and A Sales PodcastHow do I change the way price shoppers think?On this episode, Paul presents a couple of ideas on changing a price shopper's mind. Show Notes Influence your customer's mind little by little. Small wins lead to big change. Change doesn't happen all at once. "If you want to be successful, you have to do what your competition isn't willing to do." In what other areas has your buyer made a value-focused decision? Draw a parallel. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at Th...2021-05-1709 min
The Q and A Sales PodcastHow do I sell insurance when the client focuses on price or premiums?On this episode, Paul shares five tips relevant to all industries facing pricing pressures. Show Notes: Stretch the buyer's time horizon into the future. Help them determine…. Move the conversation from price. "Remind your clients of the complexity of their needs." Remember, price is one of the greatest indicators of quality and performance. Be sure you can answer the question, "What makes your solution different?" Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impo...2021-05-1311 min
The Q and A Sales PodcastHow can I differentiate in an RFP (Request for Proposal)?On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP! Show Notes: "Get there early"—before the customer submits an RFP. Request a meeting prior to submitting your proposal. Don't limit your proposal to the …. What makes you different from your competitors? Include that in your proposal. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Prod...2021-05-1008 min
The Q and A Sales PodcastHow do I create a customer experience like Disney World?On this episode, Paul examines Disney's great customer experience and how it translates to selling. Show Notes: Surround the customer with your message of value. Is it easy to buy from your company? Details are important. Discover new ways to enhance your solution for the buyer. "Are you willing to never be satisfied with where you're at?" Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click h...2021-05-0613 min
The Q and A Sales PodcastHow do I proactively prevent price objections?On this episode, Paul illuminates the delicate balance of steering the conversation from price to value. Show Notes: Are you focusing on the right opportunities? "Whoever is asking the questions on the sales call is in control of the conversation." "Ask questions that transport the buyer…." (into the future) Surround the buyer with your message of value to influence their expectations. Explain what makes you different. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at...2021-05-0308 min
The Q and A Sales PodcastWhat is the impact of aggressive pricing? On this episode, Paul provides impactful insight into the idea of aggressive pricing. Show Notes: "The greatest impact [of aggressive pricing] is on the …." "Every dollar you discount is pure profit you're leaving on the table." Don't set a discounting precedent. The more you do it, the easier it is. Don't become addicted to discounting! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary cons...2021-04-2908 min
The Q and A Sales PodcastAs a new salesperson, how do I encourage buyers to work with me?On this episode, Paul shares three great tips for new salespeople. Show Notes: "Be prepared to play the…." Get to know your industry and become a student of your profession. Problems create opportunities for salespeople. Understand and communicate all the ways your company, your product, and you bring value to the customer. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and...2021-04-2608 min
The Q and A Sales PodcastHow does loss aversion impact customer decision making?In this episode, Paul explains how loss aversion will influence the customer's decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain. Think of a 401K; you are saving money today for a long-term, future benefit. It's painful to give up that money today. You place a higher value on what you give up today than what you could potentially gain in the future. Loss aversion is real, and here is how you overcome it… 2021-04-2208 min
The Q and A Sales PodcastHow does loss aversion impact customer decision making?In this episode, Paul explains how loss aversion will influence the customer's decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain. Think of a 401K; you are saving money today for a long-term, future benefit. It's painful to give up that money today. You place a higher value on what you give up today than what you could potentially gain in the future. Loss aversion is real, and here is how you overcome it… 2021-04-2208 min
The Q and A Sales PodcastWhat are the top four reasons buyers object to price?In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections. Show Notes: Do you know the number one reason why buyers object to price? Can you explain why your solution is different? When buyers think you're the same, it's not a real price objection. If you don't have the money, it doesn't make your price too high. That's why I couldn't buy the $120 million mansion. Give people more of what they are fearful of misusing. Drumroll, please, the...2021-04-1908 min
The Q and A Sales PodcastHow do I comfortably ask for referrals?On this episode, Paul offers seven tips for asking that satisfied customer for a referral. Let the customer know from the start that you work on a referral basis. Exceed your customer's expectations. Reinforce the value you deliver before asking for a referral. Ask for testimonials from your best customers. Just Ask! You won't get a referral unless you ask for one. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! 2021-04-1509 min
The Q and A Sales PodcastWhat is a Go-Giver? with Bob BurgOn this episode, Paul is thrilled to interview speaker and author of The Go-Giver, Bob Burg. Always give value to others. "Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others)." Don't be a go-taker (someone who takes without adding any value). "Money is an echo of value." Connect with Bob at Burg.com. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Imp...2021-04-1228 min
The Q and A Sales PodcastWhat if the buyer wants value but doesn't want to pay for it?On this episode, Paul discusses the customer that wants all the value of your specialized solution but balks at the price. "Highlight the difference between what the buyer says and what the buyer is doing." "Take the focus off of price and put the focus back on…." Draw a parallel between your solution and the customer's high standards. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with...2021-04-0810 min
The Q and A Sales PodcastHow do I build a relationship with a generation that only relates to a screen?Paul tackles the frustrating issue of relating to a generation that communicates primarily through social media. DO NOT emphasize their youth! "We have to connect with them the way that they want to connect because…." Acts of consideration build relationships. Take time every day to get to know your customers through social media. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Pro...2021-04-0509 min
The Q and A Sales PodcastHow do you overcome price objections by focusing on the difference?On this episode, Paul shares a technique that every salesperson needs to know. "If you can focus on the difference, it's easier to …." Remember the basic process in handling price objections: clarify, acknowledge, respond. Be able to explain in detail how you're going to help them make more money. Whatever that [dollar] difference is, fractionalize it over the lifespan of your solution. Magnify and maximize the impact of your solution. Click here to purchase the latest edition of Value-Added Selling! Thanks to our pro...2021-04-0108 min
The Q and A Sales PodcastHow do different decision makers think?Paul dives deep into the three levels of decision makers in Value-Added Selling. Value is personal. Each type of decision maker is going to define value in a different way. Level I This decision maker needs a _____________ solution. "Don't take a no from someone who can't say yes." Level II Level IIs influence the …. Demonstrate how you can make their life easier. Level III (High-level Decision Makers) High-level decision makers (HLDMs) need partnerships to achieve their business goals. "HLDMs are...2021-03-2912 min
The Q and A Sales PodcastHow do I sell localized services if the buyer is satisfied with their non-local provider?On this episode, Paul offers up some ideas to help convince the customer to go with a local provider. Customers don't know what they don't know. "Whatever you do, you have to understand what these customers really care about." Emphasize how partnering locally helps the community. Figure out what's missing with their remote provider. Build a relationship now for potential services in the future. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor S...2021-03-2509 min
The Q and A Sales PodcastHow do I sell value to a dissatisfied customer?On this episode, Paul provides tactics to help you sell your value to an unhappy customer. You must handle the issue. Make the customer happy. Make it your mission to create more value for this customer. There is value in handling the details. Show your dedication to this customer by calling on them more. But remember, you must …. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a com...2021-03-2208 min
The Q and A Sales PodcastWhy are salespeople afraid to go around their current decision makers?Paul breaks down the reasons salespeople are fearful of going around their mid-level contacts. Remember your objective: Winning the business! Relationships are a two-way street. Forget the pain of the present. Focus on…. "Every time you step outside of your comfort zone you are growing." "Most of what you're afraid of will never happen." Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary con...2021-03-1809 min
The Q and A Sales PodcastHow do I sell insurance in a hard market?On this episode, Paul relays seven tips to help you protect and grow your insurance business, even as premiums increase. "Remind the customer of the value that you're delivering." Does your client understand the reason for the premium adjustment? Maintain a strong personal relationship with the client. Empathize with the client. Your premium was adjusted as well. A hardening market provides one of the best prospecting opportunities you're going to have. "Increase your prospecting efforts by ___%." Click here to purchase the latest edition of Value-Added S...2021-03-1512 min
The Q and A Sales PodcastHow do I establish a sales process?On this episode, Paul provides common-sense tips for developing your selling process. "The customer follows their buying process, not your selling process." How do your top customers buy? What makes a sales process different from other business processes? People! Selling is dynamic and ever changing. Your sales process needs to be as well. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist a...2021-03-1107 min
The Q and A Sales PodcastWhat is the secret ingredient to overcoming price objections?On this episode, Paul discloses the secret to overcoming price objections. Deep down, you know what is missing when managing price objections: _____. The biggest killer of confidence is lack of preparation. "Nothing frees you from the pressure to discount like working a deal you don't really need." Do you have an immediate response to price objections? Price is only an issue in the absence of value. Buyers don't deserve your discount, they deserve your _____. Click here to purchase the latest edition of Value-Added S...2021-03-0809 min
The Q and A Sales PodcastHow do I manage feeling overwhelmed?On this episode, Paul gives some helpful tips on handling the stressors of being in sales. Show Notes: Not feeling stressed? Then you're probably not doing your job. Be thankful for having so much on your plate. "It's important to give yourself breaks throughout the day." "Prioritize your tasks by ______ and ______." "The simple act of moving forward is going to keep you moving forward." Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The C...2021-03-0408 min
The Q and A Sales PodcastMy competitor is snooping around my best customer, what should I do?In this episode, Paul shares three ways to block your competitor from stealing your top customer. Show Notes: Your best customer is the competition's best prospect. They’re going to try and steal them from you. Work with your internal champions and gather some intel. Try the start from scratch method or try selling against yourself. This simple question will not only protect your business, but also reveal new opportunities…” What is _________ ?” Click here to purchase the latest edition of Value-Added Selling! Thanks to our pr...2021-03-0106 min
The Q and A Sales PodcastHow do I get past gatekeepers?In this episode, Paul shares five tips to get past gatekeepers. As always, you’ll need to create value. Show Notes: How on earth could a candy dish create so much value? Build that rapport and get to know the person in front of the gate. The gatekeeper has to be convinced of your expertise before they recommend a meeting. What is the easiest way to get past the gatekeeper? R - - - - - - - -. How can one shoe open the door to a mee...2021-02-2507 min
The Q and A Sales PodcastHow do I differentiate when my competitor is making the same claims?In this episode, Paul shares three tips to differentiate your solution even if the competition claims they can do the same things. Show Notes: “Don’t just sell products; sell the bundled package.” The goal is to create barriers that prevent a direct comparison. Acknowledge the general similarities between you and the competition. This builds credibility. Detail the unique aspects of your solution. Most importantly, if the competitor makes the same claims, ___________ the impact. Click here to purchase the latest edition of Value-Added Selling...2021-02-2206 min
The Q and A Sales PodcastHow do I get additional meetings (even when the customer doesn’t want to meet)?On this episode, Paul shares tips to get you back in front of the customer. A trigger event causes the buyer to be more open to your solution. Reference something new you can bring to the table. Talk to your internal champions and conduct a .... "The more informed you are, the more insight you can deliver to your customers." Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a...2021-02-1806 min
The Q and A Sales PodcastWhat if my manager is a price seller?On this episode, Paul addresses the frustrations of working for a price seller. There are different ways to go to market. Ask your boss "Why do we sell on price?" Remind your manager that once you discount, you are losing out on …. Conduct a value audit and help your manager realize just how much value you deliver. Understand the power of 1%! Purchase Value-Added Selling for your manager. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production tea...2021-02-1507 min
The Q and A Sales PodcastHow should I approach tough conversations during the sales process?On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you've closed the deal. Before you do anything else, you have to …. Acknowledge the buyer's concerns. "Use the words I understand." Focus on the facts. Invoke empathy. You're not doing anything they haven't had to do. Assure the buyer that you're being fair. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to...2021-02-1208 min
The Q and A Sales PodcastHow should I approach tough conversations during the sales process?On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you've closed the deal. Before you do anything else, you have to …. Acknowledge the buyer's concerns. "Use the words I understand." Focus on the facts. Invoke empathy. You're not doing anything they haven't had to do. Assure the buyer that you're being fair. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a...2021-02-1108 min
The Q and A Sales PodcastHow do you sell down from a premium option?Show Description On this episode, Paul provides three tips for when a customer wants less than your best solution. Why is the customer considering a different option? Remind the customer of the value of your premium solution. A different product means different competitors. "Conduct an apples-to-apples comparison with your new competitors." Don't forget your company and yourself. "If you offer a better solution, you don't need to be the cheapest." Click here to purchase the latest edition of Value-Added Selling! Thanks to our...2021-02-0808 min
The Q and A Sales PodcastWhich is better, commission or salary?Show Description On this episode, Paul lays out his argument for a straight commission compensation plan. “The more variable your pay, ….” “Your compensation plan is your best accountability tool.” When you are paid straight commission, you have ….” Put yourself in a position where you have to be successful. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to laun...2021-02-0406 min
The Q and A Sales PodcastHow do I know when the buyer is bluffing?On this episode, Paul explores the indicators of buyer bluffing. Show Notes: Salespeople cave-in to price objections 75% of the time. “If [the customer] has demonstrated a willingness to buy, then they give you a price objection, they are bluffing. “Anything that mitigates the importance of price is a pressure point.” Do you know when your customer is bluffing? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complim...2021-02-0108 min
The Q and A Sales PodcastHow do I push through a price increase?On this episode, Paul addresses the hot-button topic of price increases. Show Description: Words matter! Don’t use “increase,” use ______. Detail the reason for the adjustment. Fairness is critical. “The price adjustment creates an opportunity to ….” Prior to the adjustment, remind the customer of the ______. Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, prod...2021-01-2807 min
The Q and A Sales PodcastHow do I handle a budgetary price objection?Paul tackles this common price objection with five tips. Show Notes Did the buyer know the cost of your solution before setting their budget? “Give the buyer the opportunity to ….” Budgets are flexible. Remind the buyer of the extra revenue your solution will help them generate. “Get to that !” Is your price too high, or is their budget too low? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click her...2021-01-2507 min
The Q and A Sales PodcastWhat are your three best prospecting tips?On this episode, Paul provides great tips to help you choose your next prospect. Show Notes “Build a ______ for your prospect.” Increase your prospecting activity. Use this formula for a balanced pipeline: How will you initiate contact? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. ...2021-01-2109 min
The Q and A Sales PodcastWhat is the best time to prospect?On this episode, Paul discusses the importance of timing in prospecting. Show Notes “The best time to prospect is….” The two best days of the week to prospect are ______ and ______. Send an anti-freeze message to take the chill off your cold call. “The best time to plant a tree was 20 years ago. The next best time is now.” (Chinese proverb) Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a comp...2021-01-1807 min
The Q and A Sales PodcastHow do I define value in the customer's terms?On this episode, Paul shares ways to help you define value as the customer sees it. Show Notes “Get a broad understanding of their needs.” (Talk to everyone!) “Understand the company’s overall ....” “You need to make sure that your value proposition aligns with ….” Do your buyers understand the tangible results gained when they experience your solution? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation wit...2021-01-1405 min
The Q and A Sales PodcastHow do I persuade buyers to change?On this episode, Paul reveals three techniques to persuade the buyer to make a change. Show Notes “Persuasion is not easy, but it is possible.” “Get the buyer past what they sacrifice today and get them to focus on ....” Ask questions that transport the buyer into the future. Tell a story. Share an example of the impact of your solution. "__________ is a powerful tool.” Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios!2021-01-1107 min
The Q and A Sales PodcastWhat questions should I ask my salespeople in a monthly review?Paul provides eleven questions to help gauge sales performance: your own or your sales team’s. Show Notes Know the _________________________. Growth opportunities: Are you chasing the right business? Defensive selling: Do your folks have good customer relationships? Existing customers: Are your salespeople getting the credit they deserve for the they deliver? Use these questions to generate a good discussion. Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Stu...2021-01-0708 min
The Q and A Sales PodcastHow do I recruit the best salespeople?On this episode, Paul continues his focus on sales leaders and coaches. Show Notes “You need to hire for the _________, not the _________ .” Look at your _______________ to create a profile of what you’re looking for. Don’t wait until you have to fill a position. Tap your top achievers for referrals of potential team members. Do you spend enough time recruiting? Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click her...2021-01-0408 min
The Q and A Sales PodcastHow do I motivate my sales team?On this episode, Paul lays out some tactical rules for motivating your sales team. Show Notes “You can’t really motivate someone.” Whaaat! “Create an environment where ….” People do things for their reasons, not yours. “We rise and fall to the expectations that we are given.” Does your team feel challenged or defeated? Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complim...2020-12-2807 min
The Q and A Sales PodcastHow should I set sales objectives for my team?Paul shares some tactical tips on establishing objectives for your sales team. Show Notes Don’t forget your daily and weekly targets. “___________ is not the most important motivator.” What’s getting in the way? Identify the barriers to their achievement. “When you involve them [your sales team] in the process…they’re going to feel a stronger sense of ownership towards that goal.” Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to boo...2020-12-2108 min
The Q and A Sales PodcastWhat motivates you?On this 100th episode, Paul takes on an important topic leading into 2021: Motivation. Show Notes Have you ever been told you couldn’t achieve something? “What’s going to motivate you into next year?” “The sting of reminding yourself that it might not happen is only going to ….” There is someone willing to take more risk to achieve their goals. Your competitor? Your colleague? It’s …. Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios for 100 epi...2020-12-1711 min
The Q and A Sales PodcastHow do I set goals for 2021?On this episode, Paul discusses goal setting and how it looks different for 2021. Show Notes Realize that 2020 is only a small window of time in your career. “Don’t let 2020—the doom and gloom of it—influence how you set your goals.” “If that goal you’re setting doesn’t make your bones itch, then you’re not ….” Don’t give up on your 2020 goals. “Rather than getting rid of your goal, why don’t you just extend the timeline?” (Tom Reilly, founder, Tom Reilly Training) Click here to purchase the...2020-12-1407 min
The Q and A Sales PodcastWhat drives customer decision making in tough times?Tune in to this episode. Paul dives deep into the driving forces behind customer decision making in tough times. Show Notes In tough times, the most dominant driver of customer decision making is ... “Cost cutting is an opportunity in disguise.” Remind the customer of the value of your solution. During tough times, “our instincts for self-preservation kick in.” Help the customer realize that, even in tough times, now is the time to act. Click here to purchase the latest copy of Value-Added Selling! Thanks to...2020-12-1010 min
The Q and A Sales PodcastHow should salespeople handle customer complaints?On this episode, Paul provides four tips when handling customer complaints. Show Notes Customer complaints are opportunities! “Most customers don’t actually complain.” (But your best customers do.) You become the CEO of the customer’s problem. Ask the question “why” ____ times to get to the root cause. “When a customer complains and then they’re satisfied, they actually become ….” Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Stu...2020-12-0708 min
The Q and A Sales PodcastHow do I convince the buyer to change?Paul gives you multiple ways to convince the buyer to change to your solution. Show Notes “Translate your value added into meaningful impact for the customer.” Draw parallels. Show the buyer the negative impact of the “status quo.” “People are more open to change when ….” Click here to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios. Wondering whether a podcast is right for your business? Click here to book a complimentary consultation wi...2020-12-0310 min
The Q and A Sales PodcastWhat is the best way to initiate contact with high-level decision makers?Paul shares three tips on how to more effectively reach out to high-level decisions makers (HLDMs). Show Notes Are you willing to make the commitment to contact the HLDM? HLDMs put their pants on one leg at a time—just like you. “Have the confidence to reach out to these HLDMs.” “The most effective way to reach out to a high-level decision maker is to ….” Do you know the #1 reason why HLDMs are willing to meet with you? Click here to purchase the latest copy of Value-Adde...2020-11-3006 min
The Q and A Sales PodcastHow should I thank my customers?On this episode, Paul talks about how and why to demonstrate your appreciation to your customers. Show Notes Thank you for supporting TheQandASalesPodcast.com! “Gratitude is important in business.” Your customers are important to you…and your family. “Here’s the kicker….” Have you thanked your customers lately? 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...2020-11-2307 min
The Q and A Sales PodcastHow do I create more value in tough times?On this episode, Paul lays out three ways you can create more value, even in tough times. Show Notes “Whether it’s good times or whether it’s tough times, your customers always want value.” Customers crave stability. “When you are demonstrating stability, you want to show your customer that ….” “Be flexible. You’ve got to do business the way they want to do business.” What can you (and your company) do to be more customer focused? “Look at your customers through a fresh set of eyes.” Solve...2020-11-1910 min
The Q and A Sales PodcastHow do I handle a prospect or customer that goes silent?Paul shares his thoughts on dealing with a customer or prospect that has shut down communication. Show Notes “…whatever you are selling, it might be a priority to you, but chances are, it’s not a priority to your customer or prospect.” Your customer or prospect has other things on their plate. “Does this message align with how the customer defines value?” Something’s changed. Find out what that is. “Every touch point that we have with our prospective customer is an opportunity to differentiate ourselves and promote our...2020-11-1610 min
The Q and A Sales PodcastHow do I create a value-added movement?Paul discusses the three waves of creating a value-added movement. Show Notes Whether you’re a small company or large, change will happen in waves. There must be absolute buy-in at the highest level to become a value-added organization. Look to your top supporters—your indirect leaders. “When you’re reaching out to these top supporters, it is critical that they understand why you are making this change.” Some folks aren’t going to buy into the movement. “If the top supporters are buying into it, then peopl...2020-11-0909 min
The Q and A Sales PodcastHow do I build customer partnerships in tough times?On this episode, Paul discusses how we can partner with our customers, even in these tough times. Show Notes “Tough times are an opportune time to build partnerships with your customers.” Is your solution still helping them achieve their goals? “Look for opportunities to….” Call on your team for support. “Every new relationship that you can help build, it helps build a stronger foundation with your customer.” Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Im...2020-11-0509 min
The Q and A Sales PodcastHow do I repair a customer relationship after a bad experience?Paul provides tips to turn a bad experience into customer loyalty. Show Notes If you’ve been in sales long enough, you’re bound to tick off a customer. “These service failures are actually….” How can a customer become more loyal when we screw up? “Nothing frustrates customers more than working with a salesperson that….” Go on a deep-dive to figure out what happened. “They [customers] have to feel comfortable in knowing that you’re going to take care of any future issues.” Click here to purchase...2020-11-0208 min
The Q and A Sales PodcastMy salespeople are negotiating for the customer... How do I get them to stop?On this episode, Paul tackles why salespeople should not have discounting authority. Show Notes Don’t talk yourself into a price objection! “When the buyer’s asking you to make some concessions, you’re the one that has the choice.” Salespeople who discount lack confidence in their…. “The #1 reason why salespeople will discount is because they can.” The sales manager should have ultimate pricing authority. Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Impostor Studios...2020-10-2909 min
The Q and A Sales PodcastHow do I persuade the buyer before the presentation?Paul shares ideas on how to prime the buyer for your solution. Show Notes “Persuasion doesn’t have to be as hard as we make it.” Don’t wait for the presentation to start persuading the buyer. “Persuasion begins with that discovery sales call.” “Before we go in and make our presentation, we want to conduct a ….” You must clearly understand how your customer defines value. “Provide the customer with evidence that supports how you align.” Click here to purchase the latest copy of Value-Adde...2020-10-2607 min
The Q and A Sales PodcastHow do I sell virtually?In this episode, Paul gives you ten tips to help you sell virtually. Show Notes “Selling is selling. The principles of persuasion are just the same whether it’s in person, over the phone, or virtually.” “Get to know your tools and equipment.” Don’t dress like a slob. “You want to stand out in a way that creates value for the customer.” “Practice. Practice. Practice.” Building familiarity is key. “The more they see your name and see your picture before the first meeting….” Make...2020-10-2213 min
The Q and A Sales PodcastWhat is the best response to any price objection?Paul shares the three primary reasons buyers object on price and provides the “holy grail” of responses to those objections. Show Notes It’s critical to have a go-to response for price objections. “The very first words out of your mouth when the buyer objects on price have to be….” “You want to demonstrate fairness in your response.” “Anytime you have a scarce resource like money, buyers will be fearful of misusing it.” “When they don’t see a dime’s worth of difference, they’re not going to pay a dollar more fo...2020-10-1907 min
The Q and A Sales PodcastHow do I persuade buyers in tough times?In this episode, Paul shares four ideas to help you persuade buyers in tough times. Show Notes: It’s not that the technique is drastically different; it’s that the context you ask buyers to make decisions is different. Buyers define value differently in tough times. You are not persuading the buyer to purchase your product; you are persuading them to take action. “A lot can happen between the time the buyer wants to buy and when they actually buy.” “Don’t focus on pushing your solution; position your solution.” Yo...2020-10-1508 min
The Q and A Sales PodcastHow do I engage high level decision makers without damaging my existing relationships?Paul shares four ideas when going above or around your existing contacts. Show Notes: What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.” “Try asking the buyer for forgiveness, and then asking for their permission.” “If you have a strong relationship, then ask the buyer why they’re hesitant to introduce you to the ultimate decision-maker.” Coordinate a high-level schmooze. Have your high-level contact meet with their high-level contact. Those two high-level decision-makers speak the same language. ...2020-10-1209 min
The Q and A Sales PodcastHow do I overcome price objections when the buyer doesn't care about value? In this episode, Paul shares five ideas to overcome price objections when the buyer apparently doesn’t care about value. Show Notes: It’s hard to care about value that you can’t quantify. Price is concrete and tangible; your value should be tangible as well. When the buyer focuses on price, minimize the difference. “You don’t need to sell your full value, just sell the difference…” “You don’t have to sell value to the buyer, have your internal champions sell it instead.” If the buyer wants a lower price, then l...2020-10-0808 min
The Q and A Sales PodcastHow do I overcome price objections from procurement?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 thin...2020-10-0511 min
The Q and A Sales PodcastWhat is a discovery sales call?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 believ...2020-10-0109 min
The Q and A Sales PodcastHow do I maintain a balanced sales pipeline?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 opportun...2020-09-2808 min
The Q and A Sales PodcastHow do I create a goal-achieving environment in tough times?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 w...2020-09-2410 min
The Q and A Sales PodcastHow important is humility in tough times?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. 2020-09-2108 min
The Q and A Sales PodcastHow do buyers decide what to do?In this episode, Paul shares four common questions buyers think about when making a decision. Show Notes: Don't you wish you could read your buyer's mind? Selling is not only understanding your buyer's needs; selling is understanding how the buyer thinks. What's the short-term gain? Buyers are going to opt for a short-term gain over a long-term gain, even if the long-term gain is greater. What am I giving up to experience that gain? People are going to focus more on what they stand to lose versus what they stand to g...2020-09-1712 min
The Q and A Sales PodcastWhat did you learn from your embarrassing failures?Paul shares three embarrassing failures and what he learned from them. Show Notes: Failure is a great teacher. The pain you feel motivates you to get better. Always prepare. Let the sting you feel from failure motivate you to plan and prepare better. Product demonstrations should be flawless. Never let arrogance or complacency obscure your view of growth opportunities. "If they need it and we sell it, they're buying it from me. My manager then took me to school." If it's your customer relationship, then you are ac...2020-09-1411 min
The Q and A Sales PodcastHow do I sell my company's value added?In this episode, Paul shares four ideas to sell the value of your company. Show Notes: “I’m selling the same product as everyone else.” If you’re just selling a product, you open the door to too much competition—you’re selling a bundled package. Your value-added is already baked into that solution. You cannot remove the value, just like you can’t remove the ingredients once they’re baked. Conduct a value audit and identify all the ways your company brings value. Talk to everyone and determine how they bring val...2020-09-1008 min
The Q and A Sales PodcastHow do I become a better listener?Paul shares seven tips to help you become a better listener. Show Notes: Have you ever met a salesperson who listened their way out of a sale? Listening is critical, and it begins with taking the focus off your self. It’s not all about you. If you want to become a better listener, then give yourself opportunities to listen by asking better questions. Put down the phone, shut down your laptop, and remove those distractions. Maintain appropriate levels of comfortable eye contact. Don’t give...2020-09-0809 min
The Q and A Sales PodcastWhat are common mistakes salespeople make?In this episode, Paul shares five common mistakes that salespeople make. Show Notes: Failing to plan and prepare is the most common mistake. Failing to plan is the height of arrogance or just pure laziness. Ninety-five percent of top-achievers plan every call. Never accept a no from someone who cannot say yes. You must get in front of the right decision-maker. Following-up with a customer demonstrates your professionalism. Where is your focus on the sales call? Are you focusing on the customer or yourself? Empathy gives you the ability to...2020-09-0307 min
The Q and A Sales PodcastWhy do buyers focus on price?Paul shares three reasons why buyers focus on price. Show Notes: Are buyers really the ones focusing on price? Our research shows that sellers make a bigger deal out of price than customers. Salespeople shouldn't have pricing authority because they will agonize over what price to charge. "Customers focus on price because sellers train them to focus on price. Buyers know if they ask for a discount, there is a 75% chance they're going to get it." Buyers are fearful of misusing their finite resources. They all have limited budgets or...2020-08-3110 min
The Q and A Sales PodcastWhat is the unique selling proposition?In this episode, Paul explains the unique selling proposition. Show Notes: Why should the buyer pay a dollar more for your solution, if they don't see a dime's worth of difference? Think of your industry and how many competitors sound and look the same. If your message blends in, how can you stand out? "Ross Revaes said that a unique selling proposition has to have these three things…" What is so uniquely yours that other companies compete with you, but you don't have to compete with them? The answer to...2020-08-2707 min
The Q and A Sales PodcastShould I include discount percentages on proposals?Paul shares five reasons why you should never disclose discount percentages. Show Notes: The short answer to the question is… “without a shred of doubt, 100%, absolutely not.” There is no conceivable reason to reveal a discounting percentage on a proposal. There are five reasons why you should not reveal this information to the buyer. Showing a discount establishes an expectation of future discounts and concessions. Showing a discount percentage indicates pricing flexibility. Let the negotiating games begin. Showing a discount percentage will give the buyer a comparison tool. Bu...2020-08-2407 min
The Q and A Sales PodcastWhat are your thoughts on cold-calling in tough times?In this episode, Paul shares his thoughts on cold-calling in this current environment. Show Notes: Cold-calling still works; our research shows that 29 percent of top-achievers use cold-calling to engage prospects and customers. To be clear, cold-calling is reaching out to a prospect unannounced via phone or face-to-face visit. But before you cold-call a prospect, use these techniques to warm-up the call “Referrals are the easiest ways to get your foot in the door, yet too many salespeople forget to ask for them.” Send the prospect a letter. This letter is an...2020-08-2013 min
The Q and A Sales PodcastHow do I find opportunities in tough times? – Part IIPaul shares two tips for finding opportunities in these tough times. Show Notes: “There are no opportunities out there right now. Nothing is happening. Everything is canceled. No more projects until next year.” If this sounds familiar, you need a hard reset. For every seller that tells you nothing is happening, I could find three other sellers that are making things happen. Every day, do a hard mental reset. Don’t accept your temporary setbacks as permanent failures. This will blind you to opportunities that exist in front of you. Don’t...2020-08-1709 min
The Q and A Sales PodcastWhy do software (SaaS) companies use discounts as negotiation tools?In this episode, Paul shares why SaaS/software sellers use discounts to negotiate. Show Notes: “Profit margins in this industry are at crack levels. When your margins are this high, it’s easier to give up a little profit. But that’s not the main reason why they’re using discounts.” There are three primary reasons sellers use discounts. Lack of urgency in adopting your solution. Your buyer is already using something that is probably okay. There’s no sense of urgency to move the process forward. The seller also hasn’t c...2020-08-1309 min
The Q and A Sales PodcastWhy do salespeople offer unprompted discounts?Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story that prompted this episode. “I told the guy that I wanted to buy this club, and he still gave me a discount!” “The seller could’ve researched who referred me to understand my pricing expectation.” A discount is pure profit exiting y...2020-07-2713 min
The Q and A Sales PodcastHow do I turn service into sales?In this episode, Paul shares four ideas to turn service into sales. Show Notes: Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don’t just be a salesperson. Leverage your service team. Your service team includes engineers, designers, programmers, service technicians, operations team, or any other customer-facing individual. Anyone that meets with a customer is a salesperson. Here are four tips for turning your service team into salespeople. #1 – Help your service team remove their blinde...2020-07-2314 min
The Q and A Sales PodcastDoes perceived value really matter to the buyer?Paul explains what perceived value is and how it influences your buyer’s expectations. Show Notes The buyer’s perception is reality. How they perceive your value does matter. Perceived value is the look and feel of your solution. Perceived value raises your buyer’s expectation. “Price builds perceived value and impacts the buyer’s perception. It’s a good thing to be more expensive than your competition.” Paul highlights two experiments that prove price builds perceived value. Even wine experts, ranking different wines, cannot resist the effects of price and perception. ...2020-01-2212 min
The Q and A Sales PodcastHow do I overcome buyer resistance?Paul discusses the seven realities of buyer resistance and how to overcome it. Show Notes: Buyer resistance takes shape in many forms. Buyers might claim your price is too high, the timing isn’t right, or worse, they give you the silent treatment. These are all forms of resistance. Buyer resistance is a break in your momentum, that’s all! Don’t get too frustrated. There are seven realities of price resistance. “First of all, you’re going to experience lots of resistance.” Paul offers sage advice from an old colleagu...2019-12-1814 min
The Q and A Sales PodcastHow do I manage price objections at the end of a long sales cycle?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...2019-11-1310 min
The Q and A Sales PodcastHow do I overcome price objections?Paul addresses the most common and frustrating challenge that salespeople face. Paul also explains why buyers object on price and he gives you the best way to respond. Price objections are what prompted the original edition of Value-Added Selling. Salespeople constantly experience price resistance, yet they are woefully unprepared to manage price objections. “Price is not the most important thing when making a buying decision.” Only about 15 percent of buyers focus on price when making a buying decision. This means that roughly 85 percent do not buy on price. That’s great news! “Most...2019-11-0611 min
The Q and A Sales PodcastHow can I compete against low-cost providers? Paul tackles a common challenge salespeople face — How to compete with low-cost providers. Paul also taps into the implications of discounting. *** 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. http://www.theqandasalespodcast.com Thank you for tuning in. Make it a big day. Transcript 2019-10-2909 min
The Q and A Sales PodcastHow do I avoid price too early in the conversation? Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas to proactively take control of the sales conversation. *** 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. http://www.theqandasalespodcast.com Thank you for tuning in. Make it a big day...2019-10-1806 min
The Q and A Sales PodcastWhy won't customers change? 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. In this episode, Paul answers an interesting question: Why won’t customer 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 B...2019-10-1809 min
The Q and A Sales PodcastWhat is The Q and A Sales Podcast? Paul answers a few basic questions about the show and the format. He also explains where the sales questions come from and how you, the listener, can ask questions. What is The Q and A Sales Podcast? Salespeople constantly have questions running through their minds, and the purpose of this podcast is to answer those questions. Here is the basic framework for the show; Paul is going to answer one question per show. Some answers are pretty straightforward, and other answers are more...2019-10-1805 min