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 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 …
How does loss aversion impact customer decision making?
In this episode, Paul explains how loss aversion will influence the customer’s decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain. Think of a 401K; you are saving money today for a long-term, future benefit. It’s painful to give up …
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