The Q and A Sales Podcast

On this episode, Paul shares tips to get you back in front of the customer. A trigger event causes the buyer to be more open to your solution. Reference something new you can bring to the table. Talk to your internal champions and conduct a .... "The more informed you are, the more insight you can deliver to your customers."   Click here to purchase the latest edition of Value-Added Selling! Thank...

On this episode, Paul addresses the frustrations of working for a price seller. There are different ways to go to market. Ask your boss "Why do we sell on price?" Remind your manager that once you discount, you are losing out on …. Conduct a value audit and help your manager realize just how much value you deliver. Understand the power of 1%! Purchase Value-Added Selling for your manager.   Click...

On this episode, Paul covers how to maneuver through a tough discussion with the buyer before you've closed the deal. Before you do anything else, you have to …. Acknowledge the buyer's concerns. "Use the words I understand ." Focus on the facts. Invoke empathy. You're not doing anything they haven't had to do. Assure the buyer that you're being fair.   Click here to purchase the latest edition of...

Show Description On this episode, Paul provides three tips for when a customer wants less than your best solution. Why is the customer considering a different option? Remind the customer of the value of your premium solution. A different product means different competitors. "Conduct an apples-to-apples comparison with your new competitors." Don't forget your company and yourself. "If you offer a b...

Show Description  On this episode, Paul lays out his argument for a straight commission compensation plan. "The more variable your pay, …." "Your compensation plan is your best accountability tool." When you are paid straight commission, you have …." Put yourself in a position where you have to be successful. Click here to purchase the latest edition of Value-Added Selling! Thanks to our productio...

On this episode, Paul explores the indicators of buyer bluffing. Show Notes: Salespeople cave-in to price objections 75% of the time. "If [the customer] has demonstrated a willingness to buy, then they give you a price objection, they are bluffing.  "Anything that mitigates the importance of price is a pressure point." Do you know when your customer is bluffing? Click here to purchase the latest e...

On this episode, Paul addresses the hot-button topic of price increases. Show Description: Words matter! Don't use "increase," use ______ . Detail the reason for the adjustment. Fairness is critical. "The price adjustment creates an opportunity to …." Prior to the adjustment, remind the customer of the ______ . Click here to purchase the latest edition of Value-Added Selling! Thanks to our product...

Paul tackles this common price objection with five tips. Show Notes Did the buyer know the cost of your solution before setting their budget?  "Give the buyer the opportunity to …." Budgets are flexible. Remind the buyer of the extra revenue your solution will help them generate. "Get to that !" Is your price too high, or is their budget too low? Click here to purchase the latest edition of Value-...

On this episode, Paul provides great tips to help you choose your next prospect. Show Notes "Build a ______ for your prospect." Increase your prospecting activity. Use this formula for a balanced pipeline: How will you initiate contact? Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios ! Click here to book a complimenta...

On this episode, Paul discusses the importance of timing in prospecting. Show Notes "The best time to prospect is…." The two best days of the week to prospect are ______  and ______ . Send an anti-freeze message to take the chill off your cold call. "The best time to plant a tree was 20 years ago. The next best time is now." (Chinese proverb) Click here to purchase the latest edition of Value-Adde...

On this episode, Paul shares ways to help you define value as the customer sees it. Show Notes "Get a broad understanding of their needs." (Talk to everyone!) "Understand the company's overall .... " "You need to make sure that your value proposition aligns with …." Do your buyers understand the tangible results gained when they experience your solution? Click here to purchase the latest edition o...

On this episode, Paul reveals three techniques to persuade the buyer to make a change. Show Notes "Persuasion is not easy, but it is possible." "Get the buyer past what they sacrifice today and get them to focus on ...." Ask questions that transport the buyer into the future. Tell a story. Share an example of the impact of your solution. "__________ is a powerful tool." Click here  to purchase the...

Paul provides eleven questions to help gauge sales performance: your own or your sales team's. Show Notes Know the _________________________ . Growth opportunities: Are you chasing the right business? Defensive selling: Do your folks have good customer relationships? Existing customers: Are your salespeople getting the credit they deserve for the they deliver? Use these questions to generate a goo...

On this episode, Paul continues his focus on sales leaders and coaches. Show Notes "You need to hire for the _________, not the _________ ." Look at your _______________ to create a profile of what you're looking for. Don't wait until you have to fill a position. Tap your top achievers for referrals of potential team members. Do you spend enough time recruiting? Click here  to purchase the latest...

On this episode, Paul lays out some tactical rules for motivating your sales team. Show Notes "You can't really motivate someone." Whaaat! "Create an environment where …." People do things for their reasons, not yours. "We rise and fall to the expectations that we are given." Does your team feel challenged or defeated? Click here  to purchase the latest copy of Value-Added Selling! Thanks to our p...

Paul shares some tactical tips on establishing objectives for your sales team. Show Notes Don't forget your daily and weekly targets. "___________ is not the most important motivator." What's getting in the way? Identify the barriers to their achievement. "When you involve them [your sales team] in the process…they're going to feel a stronger sense of ownership towards that goal." Click here  to p...

On this 100 th episode, Paul takes on an important topic leading into 2021: Motivation. Show Notes Have you ever been told you couldn't achieve something? "What's going to motivate you into next year?" "The sting of reminding yourself that it might not happen is only going to …." There is someone willing to take more risk to achieve their goals. Your competitor? Your colleague? It's …. Click here...

On this episode, Paul discusses goal setting and how it looks different for 2021. Show Notes Realize that 2020 is only a small window of time in your career. "Don't let 2020—the doom and gloom of it—influence how you set your goals." "If that goal you're setting doesn't make your bones itch, then you're not …." Don't give up on your 2020 goals. "Rather than getting rid of your goal, why don't you...

Tune in to this episode. Paul dives deep into the driving forces behind customer decision making in tough times. Show Notes In tough times, the most dominant driver of customer decision making is .. . "Cost cutting is an opportunity in disguise." Remind the customer of the value of your solution. During tough times, "our instincts for self-preservation kick in." Help the customer realize that, eve...

On this episode, Paul provides four tips when handling customer complaints. Show Notes Customer complaints are opportunities! "Most customers don't actually complain." (But your best customers do.) You become the CEO of the customer's problem. Ask the question "why" ____ times to get to the root cause. "When a customer complains and then they're satisfied, they actually become …." Click here  to p...

Paul gives you multiple ways to convince the buyer to change to your solution. Show Notes "Translate your value added into meaningful impact for the customer." Draw parallels. Show the buyer the negative impact of the "status quo." "People are more open to change when …." Click here  to purchase the latest copy of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios....

Paul shares three tips on how to more effectively reach out to high-level decisions makers (HLDMs). Show Notes Are you willing to make the commitment to contact the HLDM? HLDMs put their pants on one leg at a time—just like you. "Have the confidence to reach out to these HLDMs." "The most effective way to reach out to a high-level decision maker is to …." Do you know the #1 reason why HLDMs are wi...

On this episode, Paul talks about how and why to demonstrate your appreciation to your customers. Show Notes Thank you for supporting TheQandASalesPodcast.com! "Gratitude is important in business." Your customers are important to you…and your family. "Here's the kicker…." Have you thanked your customers lately? Click here  to purchase the latest copy of Value-Added Selling! Thanks to our editing t...

On this episode, Paul lays out three ways you can create more value, even in tough times.  Show Notes "Whether it's good times or whether it's tough times, your customers always want value." Customers crave stability. "When you are demonstrating stability, you want to show your customer that …." "Be flexible. You've got to do business the way they want to do business." What can you (and your compa...

Paul shares his thoughts on dealing with a customer or prospect that has shut down communication. Show Notes "…whatever you are selling, it might be a priority to you, but chances are, it's not a priority to your customer or prospect." Your customer or prospect has other things on their plate. "Does this message align with how the customer defines value?" Something's changed. Find out what that is...