Podcasts about selling through tough times

In this episode, Luigi is joined by Paul Reilly to dissect the traits needed to be a prospecting great in both boom times and turbulent times. Join them as they cover: 

What would you give for your sales reps to be able to sell during crunch time? When things get tough? If that's you, we have someone you need to hear! We'd like to introduce you to our guest today Paul Reilly. One of the reasons we wanted him on the show is because he recently wrote a book titled, Selling Through Tough Times. He has insights on how to think about the adjustments and approaches you need to sell during tough times. We are always going to go through tough times but there's a way to be successful no matter what.   A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today's sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation. After listening to today's episode, visit Paul's website and check out his book where you'll learn the right mental framework and the skills to thrive through the tough times.  

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 this episode, Paul discusses some of the psychological forces that impact your customer's or prospect's decision making process. Show Notes Paul answers an interesting question: Why won't customers change? “Well, we're going to answer that question today and take a look at some of the deeper psychology behind this question and there's three things we're going to focus on: The Status Quo Bias, Loss Aversion, and the Endowment Effect, alright?” Paul uncovers how these biases impact customer decision making, and most importantly, he provides some tips and ideas to overcome these biases. “So, first things first; let's talk about loss aversion and how it relates to change. Loss aversion basically means that losses loom larger than gains.” Customers will focus more on what they have to give up versus what they gain anytime a change takes place. People like to stick with what they know. Customers like familiarity. They like to stick with what they know and what they trust.  “So, if you're talking to a prospect or a customer and trying to displace a competitor, define the concept or idea you're selling and then draw a parallel to how they're already buying into this concept or idea.” The Endowment Effect is the tendency for people to place higher value on the things that they own versus the things they don't own.  “If anyone's ever tried to sell their home, for example, you meet with the realtor and then you tell the realtor, ‘Here is what I think my house is worth.' But the realtor tells you what it's actually worth. We place a higher value on it because we own it.  “So, again, yes, it is a challenge when customers don't want to change. This podcast, hopefully, gave you a couple of ideas on how you can help inspire change, alright? Just to recap, remember, with Loss Aversion, whatever they give up is going to loom larger than what they gain, so, you've got to show 1.5 to 2.5 times of gain compared to what they have to give up to attain it. When we talk about the Status Quo Bias, be able to explain how your ideas and concepts are familiar to them already. Draw a parallel to another area of their business. And then, the final thing we talked about is the Endowment Effect. People place a higher value on the ideas that are their own, versus your ideas. So, somehow, try to convince and plant your idea in that customer's mind.” Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

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 take control of the sales conversation. Show Notes  Buyers often focus on price early in the conversation. This is especially true in commoditized industries. When buyers view multiple solutions as the same, they focus more on price. “Well, any time the customer leads you into a pricing conversation before you've proven the actual value, your price is going to be too high. The customer has yet to really understand what it is that you actually do for them.” When customers make buying decisions, they analyze four variables: Price, Cost, Utility, and Impact. “Price is what you charge for your product or service. It's pretty straightforward, but, Cost is much broader. Cost is what that buyer really sacrifices. Utility is what your product or service actually does, but Impact is how it really affects the buyer.” “When the buyer asks about price, don't freak out and start listing price.” Instead, redirect the conversation to cost. For example, “Well, Mr. Customer, I understand that price is one of the many factors you consider when making this decision, but the reason you're asking about price is because you're really concerned about saving on your total cost. Is that right?” If you're talking total cost, you can share ideas to reduce their cost. If you're talking price, you're more likely to discount. Once you have changed the conversation from price to total cost, you can discuss all the ways your solution will help that buyer save on their total cost. The next step is to ask questions related to total cost. Ask questions to identify all the ways your buyer determines cost. For example, “How do you calculate labor on this project?”, “How is cost determined throughout this project?” or “What are some of those soft or hidden costs associated with this decision?” Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its…  “As most people are unaware of the air they breathe; most customers are unaware of the value they receive.” Your customer is not intentionally forgetting about your value, they just don't think about it. When things work the way they should, they don't notice it. Value reinforcement is critical because price only becomes an issue in the absence of value. If the customer forgets about your value, price becomes an issue. There are two things you can do to validate and remind the customer of the value you deliver: dollarize the impact of your value, and communicate that impact to different levels of decision makers. “_______ is the number-one reason salespeople discount their price. So, ask yourself this question…” Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 into the future…and the past. Listen to learn why and how. When you're trying to improve in any way, focus on ONE thing to make a change. Ask questions that help your customer focus on the outcomes. When the customer shares their long-term goals, go back to them and present your long-term solution and the value it brings. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 Clarity-Communication-Commitment-Courage As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear. At every company meeting, in every email, every team communication, drive that value-added message home. Inner circle buy-in is key. Take those small wins. They signal progress. Celebrate the successes achieved along the way in building this important value-added movement. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast:https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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!” On this show, Paul answers Jeff's question: “We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always have an advantage. But justifying the higher cost is a challenge. How do we avoid going through a long sales cycle and losing the business at the end? Customers always see the value in our extended capabilities but have trouble justifying the 2X cost.” Paul responds, “The key is figuring out what makes your solution different or better and why that is meaningful to the customer.” In this type of selling scenario, there are going to be multiple decision makers, and they are getting involved at different phases. You must identify who is involved and how they define value. This needs to happen early on in the buying process. “How are you going to sell them on your value, if you don't understand how they define value?” Additionally, multiple decision makers can complicate the buying process. “There are group dynamics you just can't ignore.” Paul explains, “Groups want to conform.” On the show, Paul demonstrates how to facilitate group conformity. “It's not enough to just gain individual buy-in with decision makers…” How do you respond when your price is double the competition? “Being double the competition is a big hill to climb, but you can climb that hill, if your solution is worth it.” “Don't focus on the price of your solution. The key is to…” Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day. 

Paul had the pleasure of interviewing Jon Alwinson, author of Relentless Sales.  Show Notes The relentless mentality is peace in who you are, and living from that identity, not for that identity. When one's faith is solid and can't be shaken, Jon believes it is the ultimate competitive advantage in sales. Adversity is part of growth. Tune in to hear how Jon relied on his faith to grow him through his adversity. There's a myth in business that humility is a weakness rather than a strength. That could not be more untrue!  Jon's advice to new salespeople: build a board of directors for your life. Surround yourself with people who help you see around corners—see what you don't see. Learn more about Jon Alwinson and grab some free resources at JonAlwinson.com. Jon's book, Relentless Sales, is available at Amazon.com. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day. 

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 and ideas to help prevent this but to also resurrect that sale. Show Notes Set the expectation early that you are NOT in the free consulting business by securing a “micro commitment.” Call higher in the organization. Get buy-in from that high-level decision maker to avoid this free-consulting scenario.  Maintain a full pipeline of opportunities. This mitigates the need to maintain a relationship with these demanding prospects. Think about this: if the customer goes with your competitor after you've provided pre-sale consulting, perhaps you're not communicating the post-sale value of your solution. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change. Show Notes First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later? Is this decision maker aware of the broader issue or problem your solution provides, perhaps for a different department or location? Read them into the situation. Don't camouflage your solution. Be sure to point out the contrast of what your solution will do compared to the status quo. Maximize information flow. This helps build familiarity with your name, your company's name, and your solution. Share case studies from other customers of how easily your solution is implemented.  Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides insight into a more effective follow-up strategy. Show Notes You must create value at every interaction with the customer. In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition's weaknesses. So, do you remember how to address an envelope? Sending a good old-fashioned letter of thanks builds familiarity and shows professionalism. Create and provide content that addresses the challenges your customers are experiencing. Did you enjoy the podcast? Go to Itunes to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul helps you stand out from the sea of choices your customers have by highlighting your key differences. Show Notes Never discount a differentiator. “It's better to lose a deal than discount a differentiator.” When the customer compares your price to your competitor's, acknowledge the difference in price by pointing to the value they will receive with you. Don't bad-mouth the competition. Instead, highlight your strengths that point to your competitor's weaknesses. Use the generic similarities between you and the competitor as a springboard to what makes your solution unique. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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. High-level decision makers get a bum rap! Many HLDMs started out as salespeople. Salespeople generate revenue in their own organizations. Why would they have a problem with you? A whopping 90% of salespeople do not call at the highest level in an organization!  HLDMs focus on more than just a product. They want to know how your solution will help them achieve their long-term organizational goals.  Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides valuable tips for conducting a productive annual review with your existing customers. Show Notes Your customers are busy with other priorities. So, it's critical that you remind them of the value you provided over the past year. Part of your annual review must be to reexamine their needs and ensure that you will meet those needs in the next year. Be prepared to share your knowledgeable expertise of your organization's new products and services. Plant the seeds of how these new products will help your customers in the coming year. Ask your customers a series of “tinkering” questions to reveal new ways you can create value for them. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul gives you a few things to think about regarding your relationship with e-commerce.  Show Notes Is online ordering a threat to your livelihood? Then perhaps you're just an order taker, not a value creator. If an organization provides a digital platform for ordering, then the salesperson has no choice but to find new and unique ways to create value for their customers.  View e-commerce as a sales assistant generating revenue 24/7/365. When customers embrace an e-commerce platform, they buy more, and in different categories. E-commerce cannot replace what you, the salesperson, bring to the table: problem-solving, knowledgeable expertise, relationship. That's all you! Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Price increase fatigue? Paul offers multiple tips to help you and your customer through those inevitable price-increase conversations. Show Notes Your attitude is absolutely critical when presenting price increases. Your company is for profit. It's okay to make money and be compensated for your value. The profit you gain is a metric for the value you create. Reinforce your value with your customers prior to the price increase. Make sure they understand all the value you and your company bring to the table. When the customer objects to the price increase, offer an adjustment period (NOT a discount): i.e., incremental increases over the next 90 days. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 opportunities: no less than 10 to pursue over the next 3 – 6 months. In tough times, more people will be involved in the decision making process. Do you know the four types of decision makers to identify? Can you solve a problem your prospect is experiencing? Make sure you let them know how you can help them. They'll be more likely to agree to a meeting. Get there early in the process and remain present throughout. Light pressure, constantly, can reap great rewards. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

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 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. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul offers ten principles to help you navigate price objections in this changing economic tide. Show Notes Someone else's opinion does not make your price too high. It's simply their opinion. “My competition is making me cut our price.” Wrong! Only you or your company has the power to cut your price. Never assume your price is too high. Your competitor may just be desperate to sell. Eliminate your team's ability to discount! Salespeople will discount at the first sign of an objection. Don't let them! Nothing gives you greater confidence than a pipeline full of opportunity. What a negotiating edge to be able to walk away from a deal because you have ten more in the pipeline. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

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 reflect on how you made it through. Think about how far you've come since your last really tough time. Do you feel a sense of pride for your resilience, your growth? You should! Successful people often boast more of the struggles they battled through than boast of their current success. Struggle def: 1. (noun) A very difficult task. 2. (verb) Striving to achieve something in the face of difficulty. Which definition resonates with you? Struggle is a bellwether of bounty. It is the leading indicator of success. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides seven things you must do to ensure that your next training initiative sticks. Show Notes Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect. Once your team starts utilizing what they've learned, it's imperative that they share their success stories. Salespeople learn from others' success. Focus pre-call planning on the recent training objectives. This ensures that your team will review the content before every sales call. Post-call review. Do it every single time, whether the sale is won or lost. How do you make training stick? You never stop. Make training part of your culture. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 salespeople facing tough times. Show Notes “…get rid of the negative part by doing something positive. …find somebody to help and see if you can lift them up. I promise you you'll feel a whole lot better.” Anthony Iannarino “…it's the trajectory and the gratitude that you have for your life that changes who you are, and now everything is so different because you've had the trauma.” Anthony Iannarino “When you lose a deal, you should not be negative about that at all because there's two things that can happen: you either decide that you have a loss, or you have a lesson… Focus on the lesson... What would you do different?” Anthony Iannarino “If you understand they were rejecting an offer and not you—much easier for you to process that.” Anthony Iannarino To learn more about Anthony Iannarino, go to TheSalesBlog.com. There you can pre-order his book, The Negativity Fast, and view accompanying resources. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Paul shares five sure-fire ways to craft your presentation into a unique customer experience. Show Notes Use analogies relevant to the decision maker and their business. Incorporate industry-specific terms in your presentation: buzz words of value. What do your company and the customer have in common? Find those commonalities and pepper them throughout your presentation. Determine the customer's Critical Buying Path® and show them how you add value in each step. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak. Show Notes The underlying issue for inconsistent sales performers is a failure to manage their pipeline. Make sure your team has a steady flow of new opportunities entering their pipeline. Use the 3-2-1 ratio. Listen to find out just what that is. If salespeople report to you, your #1 job is to coach them. You must get in the field with each of your team members every month to coach them effectively. Small wins help those inconsistent performers get back on track. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you're not changing the conversation from price to avoid what the customer wants to discuss, rather, you're helping the customer get out of their own way. Keeping it simple is not always the best path. Help your customers understand the complexity of their needs. Ask the right questions to help shift the customer's focus from short term to long term—from sacrifice to outcomes.  Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Paul shares tips on handling price pushback in those service-based industries. Show Notes What does the movie Tommy Boy, T-bone steaks, McDonald's, and Panera have to do with price objections? Point out the dissonance between the outcome they want and the price they're willing to pay. “Is the price you're willing to pay consistent with the outcome you're hoping to receive?” Is it a matter of perceived equity? Bundle in more value while maintaining your price point. Acknowledge price but change the conversation to how your service helps the customer make money (or achieve the desired outcomes).  Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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, you need to train them like top achievers. Make training and development part of your sales culture. Positive momentum = progress. Reinforcing and acknowledging the effort increases confidence. Remove your team's ability to discount. How much harder would your team sell value if discounting was not an option? What is the one thing your team can do right now that will have the most effect on their sale success? Listen and find out. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul shares five ideas to accelerate your deals through the pipeline. Show Notes Do you know where your ultimate decision maker is? Verify that they will be involved in your meeting. What departments will be affected by this decision? Make sure you are talking with the right people. Clearly define to the customer the benefit of moving quickly on this deal. What will it cost them to wait? Internal champions. Pressure points. Listen to find out how these will help you close that deal sooner. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul shares the seven secrets to creating a motivational environment for your sales team. Show Notes You can't motivate people. Really?! Listen to find out just what that means. Education is critical to building confidence. Help your team develop the necessary skill set to sell successfully. Selling is a delicate balance between controllable effort and uncontrollable outcomes. Increase your team's belief in their desired outcomes by sharing success stories.  Eliminate those non-selling activities your sales team is required to do.  When you expect more from your team, you'll get more from your team. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides some guidance on the many facets and layers of handling customer complaints. Show Notes Customer service is better equipped to handle certain types of customer complaints. But the severity of the issue could require sales rep involvement. Who has the expertise to solve the problem the right way: customer service, technical, maintenance, sales team, leadership, etc.?  Keep the customer informed of the steps being taken to address their issue. They want to know you're on it.  Put a team together and conduct a failure analysis. Then fix the root cause of the problem for this customer and all the other customers experiencing the issue. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides the Dos and Don'ts of presenting your price confidently. Show Notes Nervous? You're asking the customer for money. There's no greater time to display absolute confidence. DO NOT telegraph that a cheaper price is available. The customer's expectations will be anchored to that lower-priced option. Apologizing for your price sends the message that you're not providing the prospect a fair deal. THE PRICE IS…Simple, easy to remember, confident. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul helps you recognize just how many opportunities you're leaving on the table. Show Notes One of the great benefits of having a longstanding relationship with a customer is also one of the greatest threats to growing that business—familiarity. Become “unfamiliar” with your existing customers and bring a fresh set of eyes to see the new opportunities you could pursue with them. What business is coming to you because the buyer can't find the solution anywhere else? Recognize and capture those opportunities. What opportunities are your competitors overlooking? Each unmet need creates an opportunity. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Paul provides some practical ways to help you get back to it and maximize your performance after vacation. Show Notes Returning to the grind is tough. You unplug for a week or two and then, BAM, you're right back at it. It's like vacation never really happened. Conduct a Weekend at Bernie's pipeline review. Tune in to find out just what Paul means by that. A deceptively inflated pipeline accounts for more missed quotas than poor performance. Make sure your messaging is hyper-relevant to what is going on in the buyer's world right now. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul discusses the importance of customer expectations and how to exceed those benchmarks. Show Notes Expectations are the true benchmarks of satisfaction. Do not make the mistake of under promising because you will inevitably live down to those expectations. Set the expectation high—then deliver! How can you unexpectedly serve your customers better? When you make big promises, you extend your capacity to create value. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 business.” Nothing could be further from the truth. When you go above and beyond for the customer, when you answer that weekend call, you make it personal. Remember, when customers challenge the price, they're challenging the value. How many of your customers need a reminder of the value you bring? Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul reminds you to TAKE A VACATION! Show Notes There are innumerable mental and physical benefits to taking time off. Since the pandemic and the shift toward remote work, the lines between work, home, family, and fun have been blurred.  You can't serve from an empty cup. Take a vacation and refill that cup. Set your targets and goals every year with your vacation reward in mind. When you are on vacation…be on vacation. Unplug completely! You and your family deserve it. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 uncertainty of customer decision making. Deals will stall out. Where is the opportunity lost? A sales process will help you pinpoint where the deal fell through. Your sales process should not be about how your company wants to sell, but how your customer wants to buy. To have a successful sales process, you must follow the customer's buying path. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul offers tips to help you maintain that high activity level and ensure your sales success, even in these slow summer months. Show Notes Messaging matters. We must communicate a message of value that will compel the prospect to act. Listen in to find out those three questions you need to answer for impactful customer messaging. When you identify a problem to solve, the customer is going to be more willing to meet with you. Cold calling is not dead! It generates activity which generates momentum…which leads to successes. The 1-4-1 approach is an effective way to get started. Tune in to find out more. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul offers four ideas to help you through that inevitable long sales cycle. Show Notes Adopt a small-wins approach. Small wins help you focus through a long cycle. Timing is important. Show up early in the decision making process to get a seat at the table and show up often so you can spot those buying trigger events. Throughout the sales cycle, identify pressure points that may establish urgency in the buyer's process. Groupthink is a thing. In a long, complex sales cycle, gain individual buy-in to leverage that Groupthink mentality. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul focuses on building strong customer relationships. Those relationships matter. Show Notes In two separate buyer surveys, “relationship with the salesperson” ranked higher (more important) than price. Expand your footprint and meet multiple decision makers. The more people you meet with, the more protected the opportunity will be. You are in the “hero” business. Make your customer look like a hero to their company, to their customers. Ask tinkering questions. These questions will generate discussion on how you can get better for your customer. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul stresses the value of learning from your wins and your losses. Show Notes The pain of failure motivates us to learn. The excitement of winning…addictive. Establish a benchmark of small wins from your ten most recent successes. Hone in on the phase of your process at which you win/lose the deal. Win or lose, schedule a debrief with the customer/prospect for candid feedback. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. Follow me on LinkedIn *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

In Paul's interview with David Newman, they provide valuable insight into some of the most common challenges salespeople face, including connecting with those top prospects. Show Notes What do you like about sales? “We get to talk to people about solving their problems or getting their outcomes. We're on the same side of the table. We're on the same team… I think it's a wonderful, collaborative process and at the end of it, you make money.” David Newman “If we reframe the entire front-end of the sales process as simply a series of invitations to a conversation, I think all the mystery and all the drama starts to go away.” David Newman Have one of your top executives read your prospecting message and ask, “Would you meet with me based on how this looks?” Be ready for an open and honest answer, but it will make you better. “The best of the best are the ones who invest.” David Newman (Look at the “Best Of” lists.) Tune in to find out just what “value-rich follow-up” means.  Find out more about David Newman and his new book Do It! Selling, at doitmarketing.com. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul discusses the importance of the sales process from a seller standpoint as well as the leadership standpoint. Show Notes: Selling is neither easy nor predictable. Having a sales process will guide you. Trust the process. A sales process gives you structure to progress the sale forward. Are you struggling? A sales process will help you identify the phase at which your sales are stalling so that you can dig deeper, train, and address the issue. As a sales leader, you can more effectively coach your team. A sales process will help you identify where your folks are struggling. Select-Pursue-Discover-Persuade *** Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul shares ideas on how to use the easiest, fastest way to grow your business—your referral network. Show Notes One of the easiest ways to reduce price sensitivity is to get referred into an opportunity. Constantly build your network by participating in industry events, i.e., tradeshows, community events.  Identify and engage your greatest referral sources—your best, most satisfied customers. Set the expectation that you will be asking your customer for referrals. Once your customer has provided you a referral and introduction, it's up to you to set the appointment as quickly as possible. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul gives you great tips to face the next recession with opportunity on your mind versus struggle. Show Notes It's fine. I'm fine. Everthing's fine…Not! You can't outrun a recession. Be prepared. Review your pipeline and increase your activity level by 25%. Do not…DO NOT…lower your standards. Even in a recession, be sure the opportunities you are pursuing fit the profile for good business. Identify problems your customers may be facing. That will open up some doors for you to solve those problems. During a tough time, the competitive herd will be thinned. Be there for their customer base. Those customers will need someone to fill that gap. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul delves further into the best practice of differentiating your solution and standing out from the competition.  Show Notes Put yourself in the customer's shoes. When looking at your solution, what do they see that is different from the competition? If you're able to offer something different, then you're able to charge a premium for that. Look at your customer's Critical Buying Path®. Identify how you create unique value at each step along the way. Being the same is lame. What makes your company unique, your solution unique, and you? What makes you a unique seller? Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Paul provides insight on how to improve communication by answering four important questions for your customers in your marketing one-sheet. Show Notes What do you call it when you explain who you are, what you do, and to whom you sell, and all in under 50 words? Listen and find out. Do a deep dive into your company, your products/services, and yourself to uncover the value-added extras you offer your customers. The definition of value is whatever the customer says it is. Give them the opportunity to tell you. Every prospect you meet wants to know, “What will I gain from this relationship?” Your value proposition answers that question. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

Whether you're in the C-suite or the cold-call trenches, there's no question that the economic challenges we are facing are extensive––and exhaustive.  It's an excellent opportunity to visit Jason's conversation with Paul Reilly, speaker, trainer, author, and host of The Q and A Sales Podcast. Paul breaks down six exercises you can implement to improve mental resilience, regardless of your company role, industry, or location.  CONNECT WITH PAUL LinkedIn CONNECT WITH JASON LinkedIn *** For full show notes and services visit: https://www.distributionteam.com Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth and achieve personal goals.    This episode was edited & mixed by The Creative Impostor Studios.  Special thanks to our sponsor for this episode: INxSQL Distribution Software, integrated distribution ERP software designed for the wholesale and distribution industry.

"Having that resilient mindset is so critical in moving forward." - Paul Reilly   Paul Reilly Paul Reilly is a renowned speaker, sales trainer, and author. He has dedicated his career to helping businesses and professionals excel through value-based competition. As the creator of the signature program Value Added Selling, Paul's mission is to assist companies in navigating difficult times and achieving greater profitability. In his latest book, Selling Through Tough Times, Paul combines his expertise in sales with mental resilience to provide invaluable guidance for entrepreneurs, salespeople, and business owners facing challenging circumstances.   In this episode you will learn:  The importance of developing mental toughness for driving prosperity in sales and business ventures. How to navigate adverse conditions with grounded optimism, conquering obstacles. The reason why having hope is critical when going through tough times   Episode Resources: Paul on LinkedIn Toughtimer.com   Catch Up On Our Last 3 Episodes: Revolutionize Your B2BMarketing Strategy with Nelson Gilliat Navigating Revenue Challenges with Mary Grothe Crafting Compelling Stories and Strategic Narrative with Chris Watson   Connect With Us! Instagram YouTube Twitter LinkedIn www.catalystsale.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.