The Q and A Sales Podcast

On this episode, Paul presents a couple of ideas on changing a price shopper's mind. Show Notes  Influence your customer's mind little by little. Small wins lead to big change. Change doesn't happen all at once. "If you want to be successful, you have to do what your competition isn't willing to do." In what other areas has your buyer made a value-focused decision? Draw a parallel.   Click here to...

On this episode, Paul shares five tips relevant to all industries facing pricing pressures. Show Notes: Stretch the buyer's time horizon into the future. Help them determine….  Move the conversation from price. "Remind your clients of the complexity of their needs." Remember, price is one of the greatest indicators of quality and performance. Be sure you can answer the question, "What makes your s...

On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP! Show Notes: "Get there early"—before the customer submits an RFP. Request a meeting prior to submitting your proposal. Don't limit your proposal to the ….  What makes you different from your competitors? Include that in your proposal.   Click here to purchase the latest edition of Value-Added Selling! Tha...

On this episode, Paul examines Disney's great customer experience and how it translates to selling. Show Notes: Surround the customer with your message of value. Is it easy to buy from your company? Details are important. Discover new ways to enhance your solution for the buyer. "Are you willing to never be satisfied with where you're at?"   Click here to purchase the latest edition of Value-Added...

On this episode, Paul illuminates the delicate balance of steering the conversation from price to value. Show Notes: Are you focusing on the right opportunities? "Whoever is asking the questions on the sales call is in control of the conversation." "Ask questions that transport the buyer…." (into the future) Surround the buyer with your message of value to influence their expectations. Explain wha...

On this episode, Paul provides impactful insight into the idea of aggressive pricing. Show Notes: "The greatest impact [of aggressive pricing] is on the …."  "Every dollar you discount is pure profit you're leaving on the table." Don't set a discounting precedent. The more you do it, the easier it is. Don't become addicted to discounting!   Click here to purchase the latest edition of Value-Added...

On this episode, Paul shares three great tips for new salespeople. Show Notes: "Be prepared to play the…."  Get to know your industry and become a student of your profession. Problems create opportunities for salespeople. Understand and communicate all the ways your company, your product, and you bring value to the customer.   Click here to purchase the latest edition of Value-Added Selling! Thank...

In this episode, Paul explains how loss aversion will influence the customer's decision to buy. Show Notes: Losses loom larger than gains. Therefore, we will focus more on what we give up versus what we gain.  Think of a 401K; you are saving money today for a long-term, future benefit. It's painful to give up that money today.  You place a higher value on what you give up today than what you could...

In this episode, Paul shares four reasons why buyers object to your price and how to respond to objections. Show Notes: Do you know the number one reason why buyers object to price? Can you explain why your solution is different? When buyers think you're the same, it's not a real price objection. If you don't have the money, it doesn't make your price too high. That's why I couldn't buy the $120 m...

On this episode, Paul offers seven tips for asking that satisfied customer for a referral.  Let the customer know from the start that you work on a referral basis. Exceed your customer's expectations. Reinforce the value you deliver before asking for a referral. Ask for testimonials from your best customers. Just Ask! You won't get a referral unless you ask for one.   Click here to purchase the la...

On this episode, Paul is thrilled to interview 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 Bob at Burg.com . Click here to...

On this episode, Paul discusses the customer that wants all the value of your specialized solution but balks at the price. "Highlight the difference between what the buyer says and what the buyer is doing."  "Take the focus off of price and put the focus back on…." Draw a parallel between your solution and the customer's high standards.   Click here to purchase the latest edition of Value-Added Se...

Paul tackles the frustrating issue of relating to a generation that communicates primarily through social media. DO NOT emphasize their youth! "We have to connect with them the way that they want to connect because…." Acts of consideration build relationships. Take time every day to get to know your customers through social media.   Click here to purchase the latest edition of Value-Added Selling!...

On this episode, Paul shares a technique that every salesperson needs to know. "If you can focus on the difference, it's easier to …." Remember the basic process in handling price objections: clarify, acknowledge, respond. Be able to explain in detail how you're going to help them make more money. Whatever that [dollar] difference is, fractionalize it over the lifespan of your solution. Magnify an...

Paul dives deep into the three levels of decision makers in Value-Added Selling. Value is personal. Each type of decision maker is going to define value in a different way. Level I This decision maker needs a _____________ solution. "Don't take a no from someone who can't say yes ." Level II Level IIs influence the ….  Demonstrate how you can make their life easier.  Level III (High-level Decision...

On this episode, Paul offers up some ideas to help convince the customer to go with a local provider. Customers don't know what they don't know. "Whatever you do, you have to understand what these customers really care about." Emphasize how partnering locally helps the community. Figure out what's missing with their remote provider. Build a relationship now for potential services in the future.  ...

On this episode, Paul provides tactics to help you sell your value to an unhappy customer. You must handle the issue. Make the customer happy. Make it your mission to create more value for this customer. There is value in handling the details. Show your dedication to this customer by calling on them more. But remember, you must ….   Click here to purchase the latest edition of Value-Added Selling!...

Paul breaks down the reasons salespeople are fearful of going around their mid-level contacts. Remember your objective: Winning the business! Relationships are a two-way street. Forget the pain of the present. Focus on…. "Every time you step outside of your comfort zone you are growing." "Most of what you're afraid of will never happen."   Click here to purchase the latest edition of Value-Added S...

On this episode, Paul relays seven tips to help you protect and grow your insurance business, even as premiums increase. "Remind the customer of the value that you're delivering." Does your client understand the reason for the premium adjustment? Maintain a strong personal relationship with the client. Empathize with the client. Your premium was adjusted as well. A hardening market provides one of...

On this episode, Paul provides common-sense tips for developing your selling process. "The customer follows their buying process, not your selling process." How do your top customers buy? What makes a sales process different from other business processes? People! Selling is dynamic and ever changing. Your sales process needs to be as well.   Click here to purchase the latest edition of Value-Added...

On this episode, Paul discloses the secret to overcoming price objections. Deep down, you know what is missing when managing price objections: _____ . The biggest killer of confidence is lack of preparation. "Nothing frees you from the pressure to discount like working a deal you don't really need." Do you have an immediate response to price objections? Price is only an issue in the absence of val...

On this episode, Paul gives some helpful tips on handling the stressors of being in sales. Show Notes: Not feeling stressed? Then you're probably not doing your job. Be thankful for having so much on your plate. "It's important to give yourself breaks throughout the day." "Prioritize your tasks by ______ and ______ ." "The simple act of moving forward is going to keep you moving forward."   Click...

In this episode, Paul shares three ways to block your competitor from stealing your top customer. Show Notes: Your best customer is the competition's best prospect. They're going to try and steal them from you. Work with your internal champions and gather some intel. Try the start from scratch method or try selling against yourself. This simple question will not only protect your business, but als...

In this episode, Paul shares five tips to get past gatekeepers. As always, you'll need to create value.  Show Notes: How on earth could a candy dish create so much value? Build that rapport and get to know the person in front of the gate.  The gatekeeper has to be convinced of your expertise before they recommend a meeting.  What is the easiest way to get past the gatekeeper? R - - - - - - - -. Ho...

In this episode, Paul shares three tips to differentiate your solution even if the competition claims they can do the same things.  Show Notes: "Don't just sell products; sell the bundled package." The goal is to create barriers that prevent a direct comparison. Acknowledge the general similarities between you and the competition. This builds credibility. Detail the unique aspects of your solution...