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 manage an opportunity when my decision maker is no longer with the company? – Alex Brockman
Paul and Alex Brockman of CSG (Cornerstone Solutions Group) discuss how to thrive and grow even in the adversity of the ongoing pandemic. Show Notes How many decision makers are involved in your selling process? How are you “multi-threading your relationships in key accounts so that you can not only weather a situation like that …
How do I sell an upgrade when the preferred option is unavailable?
Paul offers tips on the timely issue of supply shortages and meeting the customer’s current and future needs. Show Notes Is this upgraded solution better for the customer in the long run? “Will it give them more opportunity?” Stretch the customer’s time horizon backwards to remind them of how they’ve grown and will continue to …
How do I approach a customer who left because of an ex-employee?
Paul deals with the sticky situation of winning the customer back after a bad experience. Show Notes You’ve got to acknowledge the previous issue and own the mistake. Strike an empathetic tone when reaching out to this customer. Has the problem been resolved so it will not happen again? Let the customer know, with some …
How do you prevent prospects from sharing your proposal with competitors? With Matthew Berra
Paul interviews Matthew Berra, New Business Development Manager at SYSCO, discussing proposal integrity, cold calling, and planning. Show Notes: Be proactive and put a proprietary information statement on your proposal to dissuade the prospect from sharing your proposal with your competitors. The difference between a pest and a persistent seller—the persistent seller creates value at …
How do I sell to entrepreneurs?
Paul wraps up his decision-maker series with some tips on selling to entrepreneurs. Show Notes: Entrepreneurs may take more risk because they answer to no one but themselves. This means you can take some risk in your presentation. It’s critical that you understand their vision. How will your solution help them achieve that vision? Don’t …
