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 sell virtually?
In this episode, Paul gives you ten tips to help you sell virtually. Show Notes “Selling is selling. The principles of persuasion are just the same whether it’s in person, over the phone, or virtually.” “Get to know your tools and equipment.” Don’t dress like a slob. “You want to stand out in a way …
What is the best response to any price objection?
Paul shares the three primary reasons buyers object on price and provides the “holy grail” of responses to those objections. Show Notes It’s critical to have a go-to response for price objections. “The very first words out of your mouth when the buyer objects on price have to be….” “You want to demonstrate fairness in …
How do I persuade buyers in tough times?
In this episode, Paul shares four ideas to help you persuade buyers in tough times. Show Notes: It’s not that the technique is drastically different; it’s that the context you ask buyers to make decisions is different. Buyers define value differently in tough times. You are not persuading the buyer to purchase your product; you …
How do I engage high-level decision makers without damaging my existing relationships?
Paul shares four ideas when going above or around your existing contacts. Show Notes: What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.” “Try asking the buyer for forgiveness, and then asking for their permission.” “If you have a strong relationship, then …
How do I overcome price objections when the buyer doesn’t care about value?
]In this episode, Paul shares five ideas to overcome price objections when the buyer apparently doesn’t care about value. Show Notes: It’s hard to care about value that you can’t quantify. Price is concrete and tangible; your value should be tangible as well. When the buyer focuses on price, minimize the difference. “You don’t need …
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