The Q and A Sales Podcast

Have you ever wondered why customers or prospects won't change? You might have a better solution, but the decision maker is still reluctant. In this episode, Paul discusses some of the psychological forces that impact your customer's or prospect's decision making process. Show Notes Paul answers an interesting question: Why won't customers change? "Well, we're going to answer that question today a...

Too often, buyers will focus on price before you've had a chance to prove your value. In this episode, Paul shares some ideas on how to proactively take control of the sales conversation. Show Notes   Buyers often focus on price early in the conversation. This is especially true in commoditized industries. When buyers view multiple solutions as the same, they focus more on price. "Well, any time t...

Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: "Nobody gets the credit they deserve; you only get the credit you ask for." Therefore, its…  "As most people are unaware of the air they breathe; most customers are unaware of the value they receive." Your customer is not intentionally forgetting about your v...

Paul shares his #1 sales tip that will help you be more successful T-O-D-A-Y. Show Notes SPOILER ALERT: Stretch the buyer's time horizon into the future…and the past. Listen to learn why and how. When you're trying to improve in any way, focus on ONE thing to make a change. Ask questions that help your customer focus on the outcomes. When the customer shares their long-term goals, go back to them...

Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail. Show Notes Clarity-Communication-Commitment-Courage As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear. At every company meeting, in every email, every team communication, drive that value-added message home. Inner circl...

Imagine spending six – nine months trying to close a deal. The customer is ready to buy, but they tell you, "Your price is double the competition!" On this show, Paul answers Jeff's question: "We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always have an advantage. But justifying the higher cost is a challenge. How d...

Paul had the pleasure of interviewing Jon Alwinson, author of Relentless Sales .   Show Notes The relentless mentality is peace in who you are, and living from that identity, not for that identity. When one's faith is solid and can't be shaken, Jon believes it is the ultimate competitive advantage in sales. Adversity is part of growth. Tune in to hear how Jon relied on his faith to grow him throug...

Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale. Show Notes Set the expectation early that you are NOT in the free consulting business by securing a "micro commitment." Call higher in the organization. Get buy-in from that high-level d...

Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change. Show Notes First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later? Is this decision maker aware of the broader issue or problem your solution provides, perhaps for a different department or lo...

Paul provides insight into a more effective follow-up strategy. Show Notes You must create value at every interaction with the customer. In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition's weaknesses. So, do you remember how to address an envelope? Sending a good old-fashioned letter of thanks builds familiarity and shows profession...

Paul helps you stand out from the sea of choices your customers have by highlighting your key differences. Show Notes Never discount a differentiator. "It's better to lose a deal than discount a differentiator." When the customer compares your price to your competitor's, acknowledge the difference in price by pointing to the value they will receive with you. Don't bad-mouth the competition. Instea...

Paul debunks some of the myths surrounding high-level decision makers (HLDMs). Show Notes FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson. High-level decision makers get a bum rap! Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you? A whopping 90% of salespeople do not call at the highest level in an organization!...

Paul provides valuable tips for conducting a productive annual review with your existing customers. Show Notes Your customers are busy with other priorities. So, it's critical that you remind them of the value you provided over the past year. Part of your annual review must be to reexamine their needs and ensure that you will meet those needs in the next year. Be prepared to share your knowledgeab...

Paul gives you a few things to think about regarding your relationship with e-commerce.   Show Notes Is online ordering a threat to your livelihood? Then perhaps you're just an order taker, not a value creator. If an organization provides a digital platform for ordering, then the salesperson has no choice but to find new and unique ways to create value for their customers.   View e-commerce as a s...

Price increase fatigue? Paul offers multiple tips to help you and your customer through those inevitable price-increase conversations. Show Notes Your attitude is absolutely critical when presenting price increases. Your company is for profit . It's okay to make money and be compensated for your value. The profit you gain is a metric for the value you create. Reinforce your value with your custome...

Paul offers valuable tips that will keep you filling your pipeline, even during a slowdown. Show Notes Be sure you have a healthy list of opportunities: no less than 10 to pursue over the next 3 – 6 months. In tough times, more people will be involved in the decision making process. Do you know the four types of decision makers to identify? Can you solve a problem your prospect is experiencing? Ma...

During this winter holiday season, we are revisiting Paul's interview with  speaker and author of The Go-Giver , Bob Burg.  Always give value to others. "Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others)."  Don't be a go-taker (someone who takes without adding any value). "Money is an echo of value." *** Connect with B...

Paul offers ten principles to help you navigate price objections in this changing economic tide. Show Notes Someone else's opinion does not make your price too high. It's simply their opinion. "My competition is making me cut our price." Wrong! Only you or your company has the power to cut your price. Never assume your price is too high. Your competitor may just be desperate to sell. Eliminate you...

Paul helps you find that strength to get through the struggle of tough times. Show Notes Look back on those struggles in your life and reflect on how you made it through. Think about how far you've come since your last really tough time. Do you feel a sense of pride for your resilience, your growth? You should! Successful people often boast more of the struggles they battled through than boast of...

Paul provides seven things you must do to ensure that your next training initiative sticks. Show Notes Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect. Once your team starts utilizing what they've learned, it's imperative that they share their success stories. Salespeople...

Paul had the pleasure of interviewing Anthony Iannarino about his new book, The Negativity Fast , and is excited to share Anthony's practical advice to salespeople facing tough times. Show Notes "…get rid of the negative part by doing something positive. …find somebody to help and see if you can lift them up. I promise you you'll feel a whole lot better." Anthony Iannarino "…it's the trajectory an...

Paul shares five sure-fire ways to craft your presentation into a unique customer experience. Show Notes Use analogies relevant to the decision maker and their business. Incorporate industry-specific terms in your presentation: buzz words of value . What do your company and the customer have in common? Find those commonalities and pepper them throughout your presentation. Determine the customer's...

Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak. Show Notes The underlying issue for inconsistent sales performers is a failure to manage their pipeline. Make sure your team has a steady flow of new opportunities entering their pipeline. Use the 3-2-1 ratio. Listen to find out just what that is. If salespeople report to you, y...

Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you're not changing the conversation from price to avoid what the customer wants to discuss, rather, you're helping the cust...

Paul shares tips on handling price pushback in those service-based industries. Show Notes What does the movie Tommy Boy , T-bone steaks, McDonald's, and Panera have to do with price objections? Point out the dissonance between the outcome they want and the price they're willing to pay. "Is the price you're willing to pay consistent with the outcome you're hoping to receive?" Is it a matter of perc...