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
What 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 …
What 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 antifreeze message to take the chill off your cold call. “The best time to plant a tree was 20 years …
How 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 …
How 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 …
What 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 …
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