221 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

    • Business
    • 5.0 • 13 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!

    How do I get more face-to-face meetings?

    How do I get more face-to-face meetings?

    Paul provides some great tips for getting face-to-face meetings with that remotely working buyer.
    Show Notes
    Sellers need to have a compelling reason why the buyer should meet with them in person.
    Test your relationship with the customer. Reach out to them and ask for a favor: “Can I take you out to lunch?”
    Offer to bring along an expert or colleague (i.e., tech person) that will provide the buyer even more value.
    Position the face-to-face meeting as a time saver. One in-person meeting can take the place of three Zoom meetings.
    If you’re having no luck meeting with your regular buyer, reach out to other decision makers and create group buy-in.
    Show proof that your face-to-face meeting will create value for the buyer.
    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!
    ***
    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.

    • 8 min
    What if the buyer withholds information or refuses to answer questions?

    What 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 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!
    ***
    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.

    • 12 min
    What if my customer or prospect wants a different go-to contact?

    What if my customer or prospect wants a different go-to contact?

    Paul shares some thoughts on the sanctity of the customer/seller relationship.
    Show Notes
    “It is not my prospect. It is not my customer. It is our prospect. It is our customer.” It’s not just one person who will manage the end-to-end customer experience, it’s a team of people.
    Be objective in determining who is better suited to handle this relationship. If it’s you, make your sales manager aware.
    Team members need to build each other up.
    Take a team approach and leverage the strength of the relationship that another team member may have with this customer.
    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!
    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.

    • 9 min
    What should I do for my next sales meeting? with Molly Mullins

    What should I do for my next sales meeting? with Molly Mullins

    Paul discusses post-pandemic trends in meeting and conventions, and the benefits of in-person gatherings, with Molly Mullins of Seven12 Management (an association management company).
    Show Notes
    “You will not believe the benefits that you will reap, again and again and again, with your team: having them back in a room together, having them network together, having them laugh together.” Molly Mullins.
    That face-to-face interaction is so critical. It’s one of those intangible things.
    “There is such a level of gratitude to have the human connection again that I think people overlook so much that worried them before, that irritated them before.” Molly Mullins
    People don’t want to sit and be talked at anymore. Peer-to-peer engagement is key.
    Find out more about Seven12 Management at Seven12Management.com.
    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!
    ***
    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.

    • 16 min
    How Do I Sell Without Selling Out? with Andy Paul

    How Do I Sell Without Selling Out? with Andy Paul

    Paul 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 you know what to do with.
    “Your job, as a seller, is to listen to the buyer, understand what’s most important to them, help them get that.” Andy Paul
    Connect with Andy through LinkedIn: linkedin.com/in/realandypaul, and visit his website: https://www.andypaul.com/
    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!
    ***
    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. 

    • 20 min
    How do I live inspired? with John O'Leary

    How do I live inspired? with John O'Leary

    Paul has the privilege of speaking with John O’Leary on 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.
    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!
    ***
    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.

    • 27 min

Customer Reviews

5.0 out of 5
13 Ratings

13 Ratings

andrewtimp ,

Value added

Just took the in person value added training. Paul was great. I’ve got a lot of insight to take away and help lead my teams. Looking forward to implementing!!!

Thanks Paul!!

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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