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 I change the customer conversation?
Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you’re not changing the conversation from price to avoid what the …
How do I overcome price objections in a service-based business?
Paul shares tips on handling price pushback in those service-based industries. Show Notes What does the movie Tommy Boy, T-bone steaks, McDonald’s, and Panera have to do with price objections? Point out the dissonance between the outcome they want and the price they’re willing to pay. “Is the price you’re willing to pay consistent with …
How do I build a team of top achievers?
Paul reveals the steps to develop your sales team into value-added top achievers. Show Notes If you expect your team to be top achievers, you need to train them like top achievers. Make training and development part of your sales culture. Positive momentum = progress. Reinforcing and acknowledging the effort increases confidence. Remove your team’s …
How do I shorten the sales cycle?
Paul shares five ideas to accelerate your deals through the pipeline. Show Notes Do you know where your ultimate decision maker is? Verify that they will be involved in your meeting. What departments will be affected by this decision? Make sure you are talking with the right people. Clearly define to the customer the benefit …
How do I motivate my sales team?
Paul shares the seven secrets to creating a motivational environment for your sales team. Show Notes You can’t motivate people. Really?! Listen to find out just what that means. Education is critical to building confidence. Help your team develop the necessary skill set to sell successfully. Selling is a delicate balance between controllable effort and …
