The Q and A Sales Podcast

Paul has the privilege of speaking with John O'Leary on what and who gave him the strength and courage to overcome even the most devastating circumstances. Show Notes "The greatest generation wasn't made great because their life was easy. It was actually extraordinarily difficult." John O'Leary Tough times expose our weaknesses so we can get stronger. "We think, when the times are good, we can do...

Paul shares four tips to help you minimize the effects of a recession on your selling efforts. Show Notes "When we face adversity…our immediate response is a testament to our mental strength." Avoid self-pity. It is a destroyer of our mental strength. When is the last time you felt better after feeling sorry for yourself? Increase your prospecting activity to offset a recessionary lull. To prepare...

Paul conducts an eye-opening interview with Sylvie di Giusto that will help you understand and improve that first impression you're making. Show Notes  "Unfortunately, a very powerful force will be working against you, and that force is called bias—unconscious bias." Sylvie di Giusto "Use that powerful force to your advantage. Give them something you want to give them in the very first micro-momen...

Paul lays out three tips on persuading your prospects and customers. Show Notes Analogy is a very effective tool in selling: Lay out the broader concept that you're selling Identify how the buyer already uses this concept in business Show the linkage within your solution Change is more likely to happen when that change emanates from within. Lead the buyer in a way that helps them self-discover the...

Paul addresses how to manage cheap competitors that drastically undercut your price. Show Notes Throw some shade: "Doesn't that pricing scare you at all? What are they leaving out? What are they missing?" Look at your cheap competitor's customer base. Do you really want to focus on that type of customer? Move the customer past price and point out the other criteria that is important to them. What...

Paul explains how to keep that door open even after a sale is lost. Show Notes Do a thorough post-mortem after you lose a sale. Don't automatically blame it on price. Was it okay to lose that business? If so, move on. Be gracious in your defeat and offer yourself as a safety net should the competitor drop the ball. Follow up with your prospect during the transition. You may discover some opportuni...

Paul discusses some techniques to safeguard your customers from the lure of cheaper alternatives. Show Notes  Focus on the unknowns your customer may face with a cheaper competitor. Will they have the inventory, the service, the quality? Highlight what the customer would lose by going with the cheaper alternative (i.e., your reliability and knowledge). Social pressure carries a lot of weight. Util...

Paul shares an experience to allay the worries from the uncertainties you face in sales. Show Notes  Anticipation of potential distress is often worse than the actual event. The most repeated phrase in the best-selling book of all time is, "Don't be afraid." Great words to live by. Most of the worries we anticipate don't actually happen. When you're filled with worry and angst, remember, it doesn'...

Paul addresses different techniques to help you uncover buyers' needs. Show Notes "Asking better questions will force the prospect to think deeper." Remind the customer of the cost of sticking with the status quo. Identify what the customer will gain from making a change, not what they sacrifice. Remove barriers and make the change as easy as possible. Visit   www. ToughTimer.com   to get started...

Paul provides five tips for responding to adversity and how to build resilience. Show Notes  Track your first response to adversity. How do you react? Step out from what is comfortable. Put yourself in a position where failure is a possibility. Conduct thorough post-mortem reviews after your sales calls. "Embrace the suck." Make the best of the situation. Visit www. ToughTimer.com to get started o...

Paul offers tips on growing your business with existing customers, and when that should happen. Show Notes  Intention is more important than timing. First, make sure the customer is fully satisfied with their experience. In your review with the customer, give them the opportunity to complain. Remember, always reinforce the value you brought to their experience. Look for additional problems to solv...

Paul shares some ideas on this crucial question of discernment. Show Notes  Be proactive. Know the business you want to pursue and what not to pursue. Profile your best customers to help you find new customers. Create a profile for the customers you want the competition to have. Determine the opportunity cost: Is what you sacrifice worth what you gain from this customer? Be sure you're getting as...

Paul provides tips on asking questions during discovery to encourage a good information exchange. Show Notes  Direct questions can often be high risk and may turn the buyer off. Try it this way: "What's important to you when making your buying decisions?" When the customer brings up price, set it aside. Focus the conversation on the outcomes the customer wants. If the customer still wants to talk...

After recent training sessions in Anchorage, Paul extolls the benefits of selling like an Alaskan. Show Notes Be proactive. Anticipate the customer's needs. Being proactive is not a nicety in Alaska, it's a necessity. "Don't send in your truck half empty." Sell your complete solution. When there are tough times, support your customers and your community. How eager are you to learn and improve in y...

Paul revisits a key question from early 2020 that is as relevent as ever at the start of this year. Learn ten signals that indicate a customer or prospect is ready to buy. Show Notes: The customer will let you know when they are ready to buy. The customer will give you several verbal and non-verbal signals. "An interested buyer will ask for the price. Some salespeople confuse this question as a pr...

Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes  "When you're in sales every day looks different." Carrie Burggraf Are you "uninvested" in your outcome (i.e., the sale), and more empathetic to the prospects needs? Find out why: "I have actually gott...

Paul lays out how to shorten the lead time from initial contact to closing. Show Notes  Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don't rely on a middleman to sell your solution for you. Amidst all their other commitments and priorities, you must remind the customer of the need for your solution. When a buyer feels more pressure to...

Paul extols the benefits of taking time for reflection and restoration during the last week of the year. Show Notes  Burnout is real. Take a break and start the new year with all your gas in the tank. You deserve to enjoy the fruits of your labor. You've earned it. Take the time to tap into your deeper purpose. Find your motivation for the new year by reflecting on your progress through the outgoi...

Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times. Show Notes Make big, but realistic, promises. Don't under-promise or you may end up living down to those low expectations. If you are facing supply-chain issues, looking for alternative and creative solutions is cr...

Paul explains why you don't want to discount…especially in tough times. Show Notes  Don't establish that discounting precedent. Today's exception (in tough times) becomes tomorrow's expectation (all the time). Discounting devalues your solution. Lead with your best price. Stick with your best price. It's about integrity. "Eating inflationary costs may leave you starving." Don't discount. Instead,...

Paul shares important tips on moving the customer from what they're currently using to your solution. Show Notes  For buyers who don't want to change, focus on what they stand to gain. Get them to think past what they sacrifice today. Present the opportunity value of your solution. Find a parallel between your solution and a similar decision the buyer has made in other parts of the organization. ...

Paul addresses the customer's need for quantifiable proof of your solution's viability. Show Notes  How does your solution impact the customer's profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? "Focus the customer's attention on the most immediate and the most tangible outco...

Paul extols the benefits of recharging after a run of lousy sales luck. Show Notes  Make a date with your champions—your raving fans. Doing that will fill you up! Get with your sales manager for some joint calls. Not sure how to explain it, but it will make a difference. "Sometimes, the best way to get charged up is to unplug." Do something that brings you joy. During a trying time, you need to su...

Paul warns about overwhelming the customer with too many choices. Show Notes  "A multitude of choices will create a poverty of attention." Customers want only choices that are most relevant to their needs. Profile your customers based on their needs, then recommend those relevant services. Introduce your services in stages. Don't spill the beans all at once. Re-educate the buyer on a regular basis...

Don't miss Paul's high energy interview with Pat Hilton, of Acoustic Force Media, on the importance of marketing your brand on social platforms. Show Notes  "If you can find those slots of peoples' lives that need a solution, and it's your solution, your product, your expertise, that's where you find the sales." Pat Hilton The #1 reason decision makers are willing to meet with a salesperson is bec...