The Q and A Sales Podcast

Next year starts today. Whether you're the team leader or a salesperson, Paul has tips on how to stay motivated and finish this year strong.  SHOW NOTES Take an open, honest look at your pipeline of opportunity, especially during times of peak performance. "Your pipeline is more likely to dry up when you experience success, not failure." The pain you're going to feel of an empty pipeline is not go...

Paul invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace.  SHOW NOTES "One small win doesn't mean all that much, but when you combine all of those small wins, it leads to big change." -Carson Engaging key stakeholders as part of the process is instrumental in...

Paul explains why he skips traditional networking events and what he does instead. Show Notes  Who won't be at the traditional networking events?  In social settings, make people aware not just of what you do, but how you help people. "The best time to network is when…."  Go where the decision makers go. Focus more on giving than receiving. You will be rewarded. *** Learn more: https://www.theqand...

Paul addresses the uniquely tough time of selling when there aren't the resources to meet peak demand. Show Notes "Your attitude is important as you go through and sell during these moments of peak demand. Realize that all your competitors are facing that same challenge." "Within every challenge there lies an …." Now is the time to get out there and meet new prospects. You may not be able to help...

Paul gives you some tips and ideas when it comes to setting your solution apart. Show Notes When your product is the same as your competitor's, you can't just rely on the product. The product is just one element of the total package you are selling. Remind the customer that the value you and your company provide are inseparable parts of your overall solution. Ask your best customers why they buy f...

Paul answers the very important question of what buyers really want. Show Notes  Do buyers want your products? No! Do buyers want your services? No! They want …! (outcomes) Stop thinking in terms of products or services. Sell the buyer on the outcome your solution can help them achieve. Be wary when a customer tells you exactly what they need. The customer is not always right. "The customer define...

Paul continues his series with another high-level decision maker: the corporate executive. Show Notes Corporate executives make decisions based on career advancement. They want to make the right decision, but also the popular one. With these decision makers, "highlight the prestige your solution can help them achieve." Present your solution as one that fits within the system they already have in p...

Paul continues his decision-maker series by focusing in on the financial buyer (CFO/Controller). Show Notes These decision makers (DMs) help the other DMs make better decisions. Their science is accounting, and numbers don't lie. "Always determine the power-base distribution in the opportunity that you're working." "These financial buyers may not be the ultimate decision maker, but they will…." Fi...

Paul outlines the next decision maker in the series: technical influencers. Show Notes If this challenging decision maker likes your solution, they're going to help you immensely. "They are focused on…." These decision makers are skeptical of salespeople and will challenge your data. Avoid surprises, hunches, intuition, speculation. Eliminate the "human" factor. Brand new is not the best selling f...

Paul continues his decision maker series: Level II—influencers and end users. Show Notes  These are down-to-earth, practical people. Think the way they think. Level IIs want to avoid things that are too complex, disruptions, hypotheticals, overexposure. "They want something that is…." "[These decision makers] are influential in the decision because their opinion is their power." "Your goal is to h...

In this first of five series on the different levels of decision makers, Paul lays out the strategy for selling to procurement buyers. Show Notes The procurement buyer's job is more challenging than ever before. They are the most price sensitive of all the decision makers. They're just doing their job. If price becomes an issue, call on your internal champions. Be patient and supportive. "Focus on...

Paul extols the benefits of taking time off. Show Notes  Don't wait! Get that vacation on the calendar. To enjoy it to the fullest, take a couple of days before your vacation to get into "vacation mode." Completely unplug from work. Get out of the environment that causes you stress. You'll come back reinvigorated, but you still need to take a day to organize your newly formed goals and get acclima...

Paul shares tips on how to elicit feedback from your customers and just how important that is. Show Notes  "Feedback is what's going to make you better." List the value-added extras you offer your customers. Ask your best customers which of those extras are more important. Ask your customer, "Why do you do business with us?" Find out what the customer would change about …. Do these things and you'...

Paul touts the mental resilience of Jon Rahm (2021 U.S. Open champ) and how to apply that to sales…and life. Show Notes:  Those frustrating setbacks, out of our control, are painful, but they propel us forward. Shrink your big goals to manageable targets. "Don't look at the 'leaderboard.' Look inward at your own potential. Tap into that first." Practice, prepare, until it becomes second nature. Re...

Paul addresses a challenge that plagues all salespeople: getting a meeting with a disinterested buyer. Show Notes  Is your pipeline overflowing? Get a referral. "One referral is worth…." On your final attempt to get a meeting, clearly state your value proposition. Don't be a prisoner of hope! *** Learn more: https://www.theqandasalespodcast.com . Click here to pre-order a copy of Selling Through T...

Paul breaks down the age-old battle of the little competitor versus the big competitor. Show Notes:  You can't out-Goliath Goliath. Play to your strengths. Remember, those big competitors are worried about you, too! Ask yourself, "How can I make it easier to do business with us rather than that big company?" Let the buyer know that as the little guy, you will try harder to …. Be ready to fill in t...

Paul offers selling tips for exhibitors at live, in-person trade shows. (They're coming back!) Show Notes  Before you go to that trade show, arrange some pre-set appointments. Study the attendee list and pre-qualify some companies for your target prospect list. Create perceived demand for your booth. "You have got to…." Follow-up is key. Connect with your new prospects immediately via LinkedIn. **...

Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience. Show Notes  "Nobody is 100% 100% of the time." "View those moments where we mess up as opportunities to build…" Be able to detail what your company did to solve the problem. Remind the customer of their pressure points to buy your solution. How can you build more value i...

Paul lays out the foundation for a proposal with impact. Show Notes: "Lead with the customer's needs. Don't hit them with price or bore them with everything they didn't want to know about your company." "When the buyer is hyper-aware of their needs, they're more likely to disrupt their status quo." Detail the impact of your solution. Discover the three important "Why" questions. Dress up your prop...

Paul fleshes out the important questions you should be prepared to ask on a sales call. Show Notes:  "You're not only gathering information, but you're also…."  "If you can have a deeper understanding of [the buyer's] customer base, it's going to help you help your customer deliver value to their customer." Find out Paul's favorite question. Don't forget to ask for the business ! *** (If links bel...

Paul addresses concerns about effectively using the phone as a selling tool. Show Notes:  Put together talking points and practice. Partner with your sales manager and role play. Can you solve a problem the customer is experiencing? If so, lead with that! "Make the customer feel that your message was crafted specifically for them." Does your message create value for the person on the other end of...

On this episode, Paul tackles the tough situation that arises from selling to your customer's competition. Show Notes  Be wary of mentioning other customers as social proof. If asked though, be transparent. Get feedback from your internal champions and try to determine the root cause of the customer's concerns. Invoke some empathy. Chances are this customer sells to their customers' competitors. R...

On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business. Show Notes  Whatever follows the word "free" is cheapened. Free focuses the conversation on price which is what you should avoid. " Free is too costly a burden." There are better words to use such as….   Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Cre...

On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times. Show Notes  Use empathy as your internal monitor when selling to customers who are struggling. "Find new ways to support that customer." Make the customer aware of your value-added services. "Rigid policy does not serve you well when customers are facing tough times." Flexibility i...

On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling. Show Notes  "Do more of that which adds value, and less of that which…." Is the value exchange equitable? "Just because we put our customer first does not mean we put ourselves last." "You must be more focused on solving the customer's problems than making a deal for your company." Don't forget your bundled...