The Q and A Sales Podcast

Paul shares two tips for finding opportunities in these tough times. Show Notes: "There are no opportunities out there right now. Nothing is happening. Everything is canceled. No more projects until next year." If this sounds familiar, you need a hard reset.  For every seller that tells you nothing is happening, I could find three other sellers that are making things happen. Every day, do a hard m...

In this episode, Paul shares why SaaS/software sellers use discounts to negotiate. Show Notes: "Profit margins in this industry are at crack levels. When your margins are this high, it's easier to give up a little profit. But that's not the main reason why they're using discounts." There are three primary reasons sellers use discounts. Lack of urgency in adopting your solution. Your buyer is alrea...

Paul shares the common barriers salespeople experience when attempting to sell value. Show Notes: Salespeople will say, "That customer only buys on price, they're a price shopper. They won't buy value." Well, then why are you wasting your time trying to sell value?  Only 1-in-6 buyers are true price shoppers. Buyers are only objecting because they don't see your value. "I don't want to offend my l...

In this episode, Paul interviews the customer service expert Shep Hyken. Shep shares his thoughts on creating a better and more convenient experience.  Show Notes: Whether it's performing magic or creating a magical experience, customer service requires gratitude and feedback. "It all started with a thank you note." "Reach out to your customers in tough times, with nothing specific to sell, just t...

Paul shares three tips to spice things up and create more value for your best customers. Show Notes: If your customer relationship feels like a marriage heading the wrong way, you have to listen to this episode.  Salespeople get complacent. Complacent sellers rarely see ways to improve their end-to-end experience.  Embrace a positive sense of insecurity and productive discomfort with the status qu...

In this episode, Paul shares three tips to help salespeople focus their time on the right opportunities. Show Notes: For salespeople, time is the currency they invest. How salespeople spend their time will determine whether they are successful or not.  Sales leaders are frustrated that sellers are going after the wrong slice of the market, yet these same sales leaders fail to define what the right...

Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you'll learn in this episode, Paul loves golf. And you'll hear the golf story that prompted this episode.  "I told the guy that I wanted to buy this club, and he st...

In this episode, Paul shares four ideas to turn service into sales. Show Notes: Right now, it is a challenging time for salespeople to meet with prospects and customers. So if you want to get more meetings, don't just be a salesperson.  Leverage your service team. Your service team includes engineers, designers, programmers, service technicians, operations team, or any other customer-facing indivi...

Paul shares five reasons why salespeople should NOT have pricing authority. Show Notes: Under no circumstances should salespeople have pricing authority! Pricing is strategic because it impacts profitability.  Salespeople are emotional and irrational (So is everyone). Salespeople will feel the pressure and cave in and discount. Savvy buyers know how to make the seller feel the pressure. Salespeopl...

In this episode, Paul shares why first impressions are critical and how to create one. Show Notes: "A first impression is a lasting impression." This idea is based on confirmation bias. Confirmation bias means that we interpret new information in a way that confirms what we already believe.  In the middle of the word impression, there are three letters P-R-E. Pre- meaning before. Planning and prep...

Paul shares his thoughts on meeting with high-level decision makers.   Show Notes: Our research shows that getting in front of the ultimate decision maker is the greatest challenge facing today's sales professionals. That's why only 10% of the sales population makes it to this level.  There are several reasons we need buy-in from a high-level decision maker. Price is less important at this level....

In this episode, Paul shares his thoughts on motivating your sales team. Show Notes: Top-achieving salespeople are more motivated than they are talented. The key is to create an environment where your sales team can motivate themself. Salespeople have a target to hit. Their job is to hit that target, whether it's good times or bad times.   "People rise or fall to the expectations they are given. I...

Paul explains why taking a vacation is so critical. Show Notes: "It's okay to unplug and distance yourself from this challenging sales environment." Salespeople are the equivalent of elite athletes. Even the most elite athletes take a break. Pull a Rodman and blow off some steam. A little break from the day-to-day can help you boost creativity. Vacation will boost your overall well-being.  The mor...

In this episode, Paul shares ten tips to get out of a sales slump. Show Notes: Dr. Seuss can help you get out of your slump, but un-slumping yourself is not easily done. "No matter how successful you are, you've experienced a slump." Tip number one, make more calls. Generating activity is critical. With all that activity, you're either going to get better or lucky. Look for outside inspiration lik...

Paul shares his thoughts on presenting price. Show Notes: "Pricing builds perceived value. In the absence of additional information, price is the greatest indicator of quality and performance." Discounting and negotiating are part of every culture. Pricing is an integrity issue. "If you present a price and then lower it, you're effectively telling the customer 'I was trying to overcharge you befor...

Paul explains why packaging is so important. Show Notes: Packaging matters because it builds perceived value. Perceived value influences your expectations. "Packaging can be a differentiator." How can your package standout if it blends with everyone else? Be different in the way you package your product and demonstrate your product.   "You, the salesperson, you're the package of the overall soluti...

Paul shares three tips to help you sell an unfamiliar product or service Show Notes: Selling something new and unknown is challenging. "Most people like to stick with what is familiar and proven." Focus on selling to the innovators and the early adopters. These two categories represent about 16% of the population. "Your unknown product had better solve a known problem." The mommy hook is a great e...

In this episode, Paul shares three ideas to help you get more face-to-face appointments during a pandemic. Show Notes: "Attitude matters when you're making a request." Don't talk yourself out of the meeting before you have even asked for it. "Why should the customer meet with you face-to-face?" If you can't compellingly answer this question, the customer isn't going to meet with you. "Remember, yo...

Paul shares three reasons to plan and his five-part sale plan for existing customers. Show Notes: Eisenhower said, "In preparing for battle, I have always found that plans are useless, but planning is indispensable." Churchill also said, "Plans are of little importance, but planning is essential." So, if plans are useless and indispensable, then why create them? "Planning gives you a sense of cont...

Paul shares three ideas to help you craft the perfect message in tough times. Show Notes: In a crisis, words matter. Remember Tony Hayward's comments in the 2010 BP oil spill? BP's CEO, Tony Hayward, was apologizing for the disruption and devastation of the event and he said, "…there's no one who wants this thing over more than I do. I'd like my life back." In tough times, messaging matters, not o...

Paul shares three ideas to help you find new opportunities during tough times. Show Notes: What can Corn Flakes, French Dips, and Caesar Salads teach us about selling? Accidental innovation happens all the time. However, success only happens if you view that innovation through an opportunistic eye. When we're stuck in our old ways, we are blind to new opportunities. Where some see problems, others...

Paul shares seven habits that will lead to your sales success. Show Notes: "Your results at the end of the day, the month, or the quarter directly relates to your habits." 95% of top-achieving salespeople are doing this one thing, are you? "If you embrace this one habit, you'll have more business than you know what to do with…" Debrief the call while it's fresh in your mind. That was nothing will...

Paul shares one powerful idea to sell more effectively to the narrow-minded buyer.   Show Notes: Buyers will simplify their decisions to focus the conversation on price. Buyers will take a narrow view of their needs and choose the bare minimum. When buyers view their needs as generic and simple, they will satisfice. "Satisficing means choosing an option that is merely good enough." "The bare minim...

Paul shares one idea to sell more effectively to groups and multiple decision-makers. Show Notes: More and more people are getting involved in the decision-making process.  Our research shows that approximately six people are involved. If you're not meeting with at least six decision-makers, you're missing an opportunity. "In a group setting, people like to conform. Individuals place group conform...

Paul shares three tips to redefine value in tough times. Show Notes: "During moments of scarcity and tough times, people focus more on what they give up versus gain." "In good times or in bad times, buyers still want value. That should give you hope." The utility of your solution doesn't change, but the impact of your solution does. The impact of your solution should align with your prospect's def...