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
Why is discounting a bad idea in tough times?
Paul explains why you don’t want to discount…especially in tough times. Show Notes Don’t establish that discounting precedent. Today’s exception (in tough times) becomes tomorrow’s expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It’s about integrity. “Eating inflationary costs may leave you starving.” Don’t discount. …
How do I convince the buyer to change from the status quo?
Paul shares important tips on moving the customer from what they’re currently using to your solution. Show Notes For buyers who don’t want to change, focus on what they stand to gain. Get them to think past what they sacrifice today. Present the opportunity value of your solution. Find a parallel between your solution and …
How do I quantify the impact of my solution?
Paul addresses the customer’s need for quantifiable proof of your solution’s viability. Show Notes How does your solution impact the customer’s profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? “Focus the customer’s attention on the most …
How do you recharge when you feel drained?
Paul extols the benefits of recharging after a run of lousy sales luck. Show Notes Make a date with your champions—your raving fans. Doing that will fill you up! Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference. “Sometimes, the best way to …
How do I make customers aware of services without overwhelming them?
Paul warns about overwhelming the customer with too many choices. Show Notes “A multitude of choices will create a poverty of attention.” Customers want only choices that are most relevant to their needs. Profile your customers based on their needs, then recommend those relevant services. Introduce your services in stages. Don’t spill the beans all …
