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 more face-to-face meetings?
Paul provides some great tips for getting face-to-face meetings with that remotely working buyer. Show Notes Sellers need to have a compelling reason why the buyer should meet with them in person. Test your relationship with the customer. Reach out to them and ask for a favor: “Can I take you out to lunch?” Offer …
What if the buyer withholds information or refuses to answer questions?
Paul addresses this common tactic designed to throw you, the salesperson, off your game. Show Notes Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect? Always get permission to ask questions. Be transparent and ask the buyer why they’re hesitant to share information. Rebalance the pressure. (Tune in to …
What if my customer or prospect wants a different go-to contact?
Paul shares some thoughts on the sanctity of the customer/seller relationship. Show Notes “It is not my prospect. It is not my customer. It is our prospect. It is our customer.” It’s not just one person who will manage the end-to-end customer experience, it’s a team of people. Be objective in determining who is better …
What should I do for my next sales meeting? with Molly Mullins
Paul discusses post-pandemic trends in meeting and conventions, and the benefits of in-person gatherings, with Molly Mullins of Seven12 Management (an association management company). Show Notes “You will not believe the benefits that you will reap, again and again and again, with your team: having them back in a room together, having them network together, …
How Do I Sell Without Selling Out? with Andy Paul
Paul talks with Andy Paul about selling on your own terms and avoiding those “salesy” behaviors. Show Notes “Selling out means you, as the seller, putting your own interests ahead of those of the buyer. That leads to ‘salesy’ behaviors.” Andy Paul “If the products are identical, what is the difference? You!” Andy Paul Why …
