The Q and A Sales Podcast

Have you ever struggled to sell more to existing customers? In this episode, Paul shares several tips and explains why you should focus on existing customers versus prospects. Show Notes: Did you know that top-achieving salespeople spend more time selling to their existing customers than to prospects?  It's more important to sell to existing customers than to new prospects. Research shows that it...

Paul chats with keynote speaker and author Ryan Jenkins , the leading voice on Millennials and Generation Z, about why you're not connecting with them and what you can do about it. Show Notes: The beginning of a fresh decade is a great time to address stale sales techniques. With more than 11 million Millennial global decision-makers in the marketplace (and counting), it's also imperative that you...

Paul shares the worst sales advice he has received. This is a great episode on what NOT to do in sales. Show Notes: Have you ever wondered why timeshare sellers get a bad reputation? Well, one of them told me some of their secrets to create false demand. Never price shame a prospective buyer. There are better ways to present your price. Someone said, "If you have to ask the price, you probably can...

Paul shares some interesting advice on how to spend the last few weeks of the year.  Show Notes: The most important thing you can do during this time of the year is…Nothing. Relax, make fewer calls, take time off. Salespeople are hustling all year long. Take some time to relax. Once you relax, "Analyze the sales that you lost in 2019." We learn from our failures and failures motivate. Also, make s...

Paul discusses the seven realities of buyer resistance and how to overcome it. Show Notes: Buyer resistance takes shape in many forms. Buyers might claim your price is too high, the timing isn't right, or worse, they give you the silent treatment. These are all forms of resistance. Buyer resistance is a break in your momentum, that's all! Don't get too frustrated. There are seven realities of pric...

Have you ever wondered what type of questions you should be asking? Paul shares seven key questions to help you generate a great discussion with prospects and customers.  Show Notes: Questions help you understand the buyer's needs and generate a good information exchange. It's critical that salespeople ask the right questions the right way. "Great questions cause the buyer to think…and speak." Pro...

Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service.  Show Notes: What if a buyer told you, "I can buy the same thing cheaper down the road?" Is that really a price objection? "Price shoppers will take your value-added solution and strip it down to its most basic, naked core-commodity product." Price shoppers often try to commoditize...

Presenting price increases can be tricky. On this show, Paul offers nine tips to help present price increases to customers more confidently.  Show Notes: Most salespeople loathe presenting price increases to their customers. Mainly because they're fearful of losing the business. A price increase might open the door to the competition.  Your attitude matters when presenting price increases.  "As th...

This episode focuses on a particular type of buyer, the spreadsheet buyers. These types of buyers tend to focus on price and fail to see the intangible factors. Paul provides you with some tips when selling to these buyers. Show Notes How could you calculate aggravation, frustration or emotional impact on a spreadsheet? "Spreadsheets don't really cover the intangible side of decision making." Some...

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...

Paul addresses the most common and frustrating challenge that salespeople face. Paul also explains why buyers object on price and he gives you the best way to respond. Price objections are what prompted the original edition of Value-Added Selling . Salespeople constantly experience price resistance, yet they are woefully unprepared to manage price objections.  "Price is not the most important thin...

Paul tackles a common challenge salespeople face — How to compete with low-cost providers. Paul also taps into the implications of discounting.  *** Our show is updated weekly with the questions you ask. So, please, go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  The Q and A Sales Podcast is edited by The Creative Impostor...

Too often, buyers will focus on price before you've had a chance to prove your value. In this episode, Paul shares some ideas to proactively take control of the sales conversation.   *** Our show is updated weekly with the questions you ask. So, please, go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  The Q and A Sales Podc...

Have you ever been ghosted by a customer or prospect? Sure you have! Every salesperson has dealt with an unresponsive customer or prospect. In this episode, Paul offers some practical advice to overcome this challenge. On today's show, we answer one of the most common questions that salespeople ask, "How do you deal with an unresponsive customer or prospect?"  Every salesperson has experienced thi...

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. In this episode, Paul answers an interesting question: Why won't customer change? "Well, we're going to answer that question to...

Paul answers a few basic questions about the show and the format. He also explains where the sales questions come from and how you, the listener, can ask questions. What is The Q and A Sales Podcast? Salespeople constantly have questions running through their minds, and the purpose of this podcast is to answer those questions. Here is the basic framework for the show; Paul is going to answer one q...