The Q and A Sales Podcast
with Paul Reilly
Salespeople constantly have questions running through their minds, and the purpose of this podcast is to answer those questions.
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Featured Q and As
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 …
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 …
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 …
How do I plan sales calls during tough and uncertain times?
Paul shares ten questions to prepare you for a sales call in tough and uncertain times. Show Notes: Apparently, growing marijuana is more important that growing sales! “Ninety percent of your competitors are NOT doing this…” Planning is your greatest opportunity to differentiate yourself. These ten questions will help you prepare more effectively. “A sales …
How do I effectively research prospects and customers? with Sam Richter
Paul interviews sales intelligence guru, Sam Richter. Sam shares ideas for salespeople to become more relevant with better customer research. Show Notes: The goal is to be exceptionally relevant to what the customer cares about. Most salespeople are missing an opportunity to instantly connect with prospects at a deeper level. CRM is more than customer …
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