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 can I differentiate in an RFP (Request for Proposal)?
On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP! Show Notes: “Get there early”—before the customer submits an RFP. Request a meeting prior to submitting your proposal. Don’t limit your proposal to the …. What makes you different from your competitors? Include that in your proposal. Click here to …
How do I create a customer experience like Disney World?
On this episode, Paul examines Disney’s great customer experience and how it translates to selling. Show Notes: Surround the customer with your message of value. Is it easy to buy from your company? Details are important. Discover new ways to enhance your solution for the buyer. “Are you willing to never be satisfied with where …
How do I proactively prevent price objections?
On this episode, Paul illuminates the delicate balance of steering the conversation from price to value. Show Notes: Are you focusing on the right opportunities? “Whoever is asking the questions on the sales call is in control of the conversation.” “Ask questions that transport the buyer….” (into the future) Surround the buyer with your message …
What is the impact of aggressive pricing?
On this episode, Paul provides impactful insight into the idea of aggressive pricing. Show Notes: “The greatest impact [of aggressive pricing] is on the ….” “Every dollar you discount is pure profit you’re leaving on the table.” Don’t set a discounting precedent. The more you do it, the easier it is. Don’t become addicted to …
As a new salesperson, how do I encourage buyers to work with me?
On this episode, Paul shares three great tips for new salespeople. Show Notes: “Be prepared to play the….” Get to know your industry and become a student of your profession. Problems create opportunities for salespeople. Understand and communicate all the ways your company, your product, and you bring value to the customer. Click here …
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New Value-Added Selling (4th Edition)
The global, go-to guide that started the Value Selling Revolution - now updated for today's market.
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