The Q and A Sales Podcast
with Paul Reilly

Relationship building is a critical skill for salespeople, especially new salespeople. In this episode, Paul shares several relationship-building tips.  Show Notes The foundation of any good relationship is trust. As a new salesperson, your initial goal shouldn’t be building relationships, it should be building trust.   “Trust means that you deliver the good news and the …

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Have you ever struggled to compete with Amazon? In this episode, Paul shares several ideas to help you compete more profitably, even against Amazon Show Notes: Is Amazon really that tough of a competitor? Our research shows that customers want more than cheap prices.  “Although Amazon can beat your price, can they beat you at …

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It’s difficult, but not impossible, to communicate value in a competitive bid. In this episode, we cover several tips that will help you sell more profitably in bidding scenarios. Show Notes: The acronym RFP might stand for Request For Proposal. It really means Request For Price! Think about it…buyers are trying to squeeze every bit …

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Paul explains what perceived value is and how it influences your buyer’s expectations. Show Notes  The buyer’s perception is reality. How they perceive your value does matter. Perceived value is the look and feel of your solution. Perceived value raises your buyer’s expectation.  “Price builds perceived value and impacts the buyer’s perception. It’s a good …

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Have you ever struggled to sell more to existing customers? In this episode, Paul shares several tips and explains why you should focus on existing customers versus prospects. Show Notes: Did you know that top-achieving salespeople spend more time selling to their existing customers than to prospects?  It’s more important to sell to existing customers …

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