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 questions should I ask prospects?
Have you ever wondered what type of questions you should be asking? Paul shares seven key questions to help you generate a great discussion with prospects and customers. Show Notes: Questions help you understand the buyer’s needs and generate a good information exchange. It’s critical that salespeople ask the right questions the right way. “Great …
How do I sell value when my product is the same as the competition?
Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service. Show Notes: What if a buyer told you, “I can buy the same thing cheaper down the road?” Is that really a price objection? “Price shoppers will take your value-added solution and strip it …
How do I present price increases to customers?
Presenting price increases can be tricky. On this show, Paul offers nine tips to help present price increases to customers more confidently. Show Notes: Most salespeople loathe presenting price increases to their customers. Mainly because they’re fearful of losing the business. A price increase might open the door to the competition. Your attitude matters when …
How do I sell to a spreadsheet buyer?
This episode focuses on a particular type of buyer, the spreadsheet buyers. These types of buyers tend to focus on price and fail to see the intangible factors. Paul provides you with some tips when selling to these buyers. Show Notes How could you calculate aggravation, frustration or emotional impact on a spreadsheet? “Spreadsheets don’t …
How do I manage price objections at the end of a long sales cycle?
Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, “Your price is double the competition!” On this show, Paul answers Jeff’s question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always …
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