45 episodes

Salespeople constantly have questions running through their minds and there always seems to be that ONE question that has yet to be answered. This show answers the most pressing questions for the sales professional. Whether you're new to sales or you think you know it all, you probably have a question -- so ASK it!

The Q and A Sales Podcast Paul Reilly

    • Marketing
    • 5.0, 9 Ratings

Salespeople constantly have questions running through their minds and there always seems to be that ONE question that has yet to be answered. This show answers the most pressing questions for the sales professional. Whether you're new to sales or you think you know it all, you probably have a question -- so ASK it!

    What are the best sales habits to embrace?

    What are the best sales habits to embrace?

    Paul shares seven habits that will lead to your sales success.
    Show Notes:
    “Your results at the end of the day, the month, or the quarter directly relates to your habits.”
    95% of top-achieving salespeople are doing this one thing, are you?
    “If you embrace this one habit, you’ll have more business than you know what to do with…”
    Debrief the call while it’s fresh in your mind. That was nothing will slip through the cracks.
    Practice and visualize, just like Michael Jordan. Could you execute your sales call with your eyes closed?
    Your results are a collection of your habits.
    Click here to purchase the latest copy of Value-Added Selling!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 8 min
    How do I sell to the buyer who wants the bare minimum?

    How do I sell to the buyer who wants the bare minimum?

    Paul shares one powerful idea to sell more effectively to the narrow-minded buyer.  
    Show Notes:
    Buyers will simplify their decisions to focus the conversation on price. Buyers will take a narrow view of their needs and choose the bare minimum.
    When buyers view their needs as generic and simple, they will satisfice. “Satisficing means choosing an option that is merely good enough.”
    “The bare minimum solution might have bare minimum pricing, but it also has bare minimum value.”
    “Buyers with a narrow view of their needs focus on the utility of your product, not the impact it has on their company.”
    Walk the customer through their buying process, help them take an expanded view of their needs.
    Value-Added Selling is available on Amazon!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 7 min
    How do I sell to multiple decision-makers?

    How do I sell to multiple decision-makers?

    Paul shares one idea to sell more effectively to groups and multiple decision-makers.
    Show Notes:
    More and more people are getting involved in the decision-making process. 
    Our research shows that approximately six people are involved. If you’re not meeting with at least six decision-makers, you’re missing an opportunity.
    “In a group setting, people like to conform. Individuals place group conformity above self-interest.”
    Buyers indicated that consensus is one of their biggest frustrations with group decision making.
    Click here to purchase the latest copy of Value-Added Selling!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 7 min
    How do customers and prospects define value in tough times?

    How do customers and prospects define value in tough times?

    Paul shares three tips to redefine value in tough times.
    Show Notes:
    “During moments of scarcity and tough times, people focus more on what they give up versus gain.”
    “In good times or in bad times, buyers still want value. That should give you hope.”
    The utility of your solution doesn’t change, but the impact of your solution does. The impact of your solution should align with your prospect’s definition of value.
    During tough times, people want tangible value. Dollarize the impact your solution has on the customer.
    Buyers will pay more if you can reduce the worry factor.
    Click here to purchase the latest copy of Value-Added Selling!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 11 min
    How do I manage pending sales (deals) in tough and uncertain times?

    How do I manage pending sales (deals) in tough and uncertain times?

    Paul shares three ideas to manage pending deals during this pandemic.
    Show Notes:
    People are emotional and irrational in good times; they are more emotional and irrational in tough times. So, rely on the logic they've already used.
    "All this uncertainty is clouding our judgment, so let's use our previous logic and reasoning."
    "Pressure takes the focus off of price. Pressure also establishes urgency in the buyer's process."
    "Social proof will help play on the herding mentality."
    "Remind your customer the greater cost, doing nothing." FOMO is real. Remind the customer of what they are missing.
    Click here to purchase the latest copy of Value-Added Selling!
    The Tough Times Planning Tool is available in the download section!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 8 min
    How do I stay motivated during tough and uncertain times?

    How do I stay motivated during tough and uncertain times?

    Paul shares one idea that will keep you motivated and feeling accomplished.
    Show Notes:
    Their top salesperson said, “I’m struggling right now. I just don’t know how to stay motivated during this tough time.”
    View negativity and moments of despair as a brief stop on your route, not the destination.
    A sense of accomplishment gives a sense of pride. Accomplishment motivates us to do more. However, accomplishment is sparse in tough times. Therefore, we need to find a way to accomplish something.
    Shine your shoes, wash your car, or cut your grass. Just find a way to accomplish something.
    “Setup your day for accomplishment, not achievement. Here are five accomplishments.”
    “Give yourself the satisfaction of crossing that item off your list.”
    Click here to purchase the latest copy of Value-Added Selling!
    The Tough Times Planning Tool is available in the download section!
    ***
    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. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda
    Thank you for tuning in. Make it a big day.
    http://www.theqandasalespodcast.com

    • 12 min

Customer Reviews

5.0 out of 5
9 Ratings

9 Ratings

JpoolerCaveman ,

Outstanding, informative, Consistent, Substance

I have taken a value added selling class led by his father Tom and Paul is doing an outstanding job keeping the messaging consistent and full of value! Finally a podcast I can learn from and reinforce those value add skills I learned several years ago from Tom. Thank you Paul for bringing your message to the podcast platform!

JimiBlu ,

Valuable!

Paul does a great job of tackling specific topics and giving real-world advice on how to deal with actual problems, issues and questions that come up in the sales world. The minimal length makes them easy to digest.

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