The Q and A Sales Podcast
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The Q and A Sales Podcast
Salespeople constantly have questions running through their minds and there always seems to be that ONE question that has yet to be answered. This show answers the most pressing questions for the sales professional. Whether you're new to sales or you think you know it all, you probably have a ques...
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Why won't customers change? (Rebroadcast)
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...
How do I avoid price too early in the conversation? (Rebroadcast)
Too often, buyers will focus on price before you’ve had a chance to prove your value. In this episode, Paul shares some ideas on how to proactively ta...
How do I validate and remind the customer of the value we deliver? (Rebroadcast)
Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver.
Show Notes:
What is your best sales tip? (Rebroadcast)
Paul shares his #1 sales tip that will help you be more successful T-O-D-A-Y.
Show Notes
SPOILER ALERT: Stretch the buyer’s time horizon i...
How do I build and sustain a value-added movement? (Rebroadcast)
Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail.
Show Notes
C...
How do I manage price objections at the end of a long sales cycle? (Rebroadcast)
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!”
What is relentless selling? with Jon Alwinson
Paul had the pleasure of interviewing Jon Alwinson, author of Relentless Sales.
Show Notes
The relentless mentality is peace in who you a...
How do I avoid free consulting?
Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights...
How do I persuade the unpersuadable?
Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change.
Show Notes
How should I follow up on a quote?
Paul provides insight into a more effective follow-up strategy.
Show Notes
You must create value at every interaction with the customer.
How do I sell my differentiators?
Paul helps you stand out from the sea of choices your customers have by highlighting your key differences.
Show Notes
Never discount a dif...
Why do salespeople struggle with high-level decision makers?
Paul debunks some of the myths surrounding high-level decision makers (HLDMs).
Show Notes
FE FI FO FUM. I SMELL THE BLOOD OF A…Salesperson...
How do I conduct year-end customer reviews?
Paul provides valuable tips for conducting a productive annual review with your existing customers.
Show Notes
Your customers are busy wit...
Is e-commerce a friend or foe?
Paul gives you a few things to think about regarding your relationship with e-commerce.
Show Notes
Is online ordering a threat to your li...
How do I communicate price increases?
Price increase fatigue? Paul offers multiple tips to help you and your customer through those inevitable price-increase conversations.
Show Note...
How do I pursue prospects in a downturn?
Paul offers valuable tips that will keep you filling your pipeline, even during a slowdown.
Show Notes
Be sure you have a healthy list of...
What is a Go-Giver? with Bob Burg (Rebroadcast)
During this winter holiday season, we are revisiting Paul's interview with speaker and author of The Go-Giver, Bob Burg.
Always give value to o...
Are you sick and tired of price objections?
Paul offers ten principles to help you navigate price objections in this changing economic tide.
Show Notes
Someone else’s opinion does no...
Is there strength in the struggle?
Paul helps you find that strength to get through the struggle of tough times.
Show Notes
Look back on those struggles in your life and ref...
How do I make training stick?
Paul provides seven things you must do to ensure that your next training initiative sticks.
Show Notes
Focus on the leaders among your sal...
How can "The Negativity Fast" boost my sales? With Anthony Iannarino
Paul had the pleasure of interviewing Anthony Iannarino about his new book, The Negativity Fast, and is excited to share Anthony’s practical advice to...
How do I personalize my sales presentation?
Paul shares five sure-fire ways to craft your presentation into a unique customer experience.
Show Notes
Use analogies relevant to the dec...
How do I coach inconsistent performers?
Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak.
Show Notes
The un...
How do I change the customer conversation?
Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price.
Show Notes
Anytime you...
How do I overcome price objections in a service-based business?
Paul shares tips on handling price pushback in those service-based industries.
Show Notes
What does the movie Tommy Boy, T-bone steaks, Mc...
How do I build a team of top achievers?
Paul reveals the steps to develop your sales team into value-added top achievers.
Show Notes
If you expect your team to be top achievers,...
How do I shorten the sales cycle?
Paul shares five ideas to accelerate your deals through the pipeline.
Show Notes
Do you know where your ultimate decision maker is? Verify...
How do I motivate my sales team?
Paul shares the seven secrets to creating a motivational environment for your sales team.
Show Notes
You can’t motivate people. Really?! L...
Who should handle customer complaints?
Paul provides some guidance on the many facets and layers of handling customer complaints.
Show Notes
Customer service is better equipped...
How should I present price?
Paul provides the Dos and Don’ts of presenting your price confidently.
Show Notes
Nervous? You’re asking the customer for money. There’s n...
Why are we missing opportunities?
Paul helps you recognize just how many opportunities you’re leaving on the table.
Show Notes
One of the great benefits of having a longsta...
Do you need another vacation?
Paul provides some practical ways to help you get back to it and maximize your performance after vacation.
Show Notes
Returning to the gri...
How do I exceed customer expectations?
Paul discusses the importance of customer expectations and how to exceed those benchmarks.
Show Notes
Expectations are the true benchmarks...
How do I prove my value?
Paul dives deep into handling price objections by showing the value you bring.
Show Notes
One of the biggest lies in business: “It’s just...
Why should I take a vacation?
Paul reminds you to TAKE A VACATION!
Show Notes
There are innumerable mental and physical benefits to taking time off.
Since the pan...
How do I establish a sales process?
Paul tells what to do and what not to do when establishing a sales process.
Show Notes
A sales process will guide you through the uncertai...
How do I secure more appointments?
Paul offers tips to help you maintain that high activity level and ensure your sales success, even in these slow summer months.
Show Notes
...
How do I manage a long sales cycle?
Paul offers four ideas to help you through that inevitable long sales cycle.
Show Notes
Adopt a small-wins approach. Small wins help you f...
How important are customer relationships?
Paul focuses on building strong customer relationships. Those relationships matter.
Show Notes
In two separate buyer surveys, “relationshi...
How and why should I analyze wins and losses?
Paul stresses the value of learning from your wins and your losses.
Show Notes
The pain of failure motivates us to learn. The excitement o...