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 get out of a sales slump?
In this episode, Paul shares ten tips to get out of a sales slump. Show Notes: Dr. Seuss can help you get out of your slump, but un-slumping yourself is not easily done. “No matter how successful you are, you’ve experienced a slump.” Tip number one, make more calls. Generating activity is critical. With all …
How do I present my price?
Paul shares his thoughts on presenting price.] Show Notes: “Pricing builds perceived value. In the absence of additional information, price is the greatest indicator of quality and performance.” Discounting and negotiating are part of every culture. Pricing is an integrity issue. “If you present a price and then lower it, you’re effectively telling the customer …
Does packaging really matter?
Paul explains why packaging is so important. Show Notes: Packaging matters because it builds perceived value. Perceived value influences your expectations. “Packaging can be a differentiator.” How can your package standout if it blends with everyone else? Be different in the way you package your product and demonstrate your product. “You, the salesperson, you’re the …
How do I sell unfamiliar products and services?
Paul shares three tips to help you sell an unfamiliar product or service Show Notes: Selling something new and unknown is challenging. “Most people like to stick with what is familiar and proven.” Focus on selling to the innovators and the early adopters. These two categories represent about 16% of the population. “Your unknown product …
How do I request face-to-face meetings during a pandemic?
In this episode, Paul shares three ideas to help you get more face-to-face appointments during a pandemic. Show Notes: “Attitude matters when you’re making a request.” Don’t talk yourself out of the meeting before you have even asked for it. “Why should the customer meet with you face-to-face?” If you can’t compellingly answer this question, …
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The global, go-to guide that started the Value Selling Revolution - now updated for today's market.
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