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 maintain a balanced sales pipeline?
Paul explains how to balance your sales pipeline using the 1-2-4 ratio. Show Notes: Salespeople struggle to maintain a steady inflow of opportunities. Their pipe has run dry due to a lack of activity. Other salespeople have a clogged pipeline filled with dead deals. Too often, salespeople leave opportunities in their pipeline because they don’t …
How do I create a goal-achieving environment in tough times?
In this episode, Paul explains how positive environmental programming leads to goal achievement Show Notes: “Success does not have to be as has hard as we make it.” Positive environmental programming (PEP) is proactively controlling your environment to achieve your goals successfully. As Mary Poppins said, “Well begun is half done.” Conduct a barrier analysis …
How important is humility in tough times?
Paul explains why humility is important when selling in tough times. Show Notes: “Humility is one of the most misunderstood virtues in business.” Humility is about taking the focus off of yourself. Humility is required to view the world from the eye of the customer. It’s easier to see the absence of humility than humility …
How do buyers decide what to do?
In this episode, Paul shares four common questions buyers think about when making a decision. Show Notes: Don’t you wish you could read your buyer’s mind? Selling is not only understanding your buyer’s needs; selling is understanding how the buyer thinks. What’s the short-term gain? Buyers are going to opt for a short-term gain over …
What did you learn from your embarrassing failures?
Paul shares three embarrassing failures and what he learned from them. Show Notes: Failure is a great teacher. The pain you feel motivates you to get better. Always prepare. Let the sting you feel from failure motivate you to plan and prepare better. Product demonstrations should be flawless. Never let arrogance or complacency obscure your …
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