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Selling Through Tough Times with Paul Reilly
Imagine if every sales associate approached customer engagement focused on adding more value to each interaction. Cam and Tyler may know a lot about flooring, but the have the good sense to share the mic with an expert when it comes to explaining the nuances of value-added selling.
Sales trainer, professional speaker, author, and podcaster Paul Reilly joins Cam and Tyler for an in-depth look at techniques that flooring salespeople, retailers, and distributors can employ to amplify the inherent value of their products and services.
“Value-added selling is a philosophy to go out there and do more of that which adds value and less of that which adds little or no value.” For his wildly popular show, The Q and A Sales Podcast, Paul distills sales-related advice like value-added selling principles down to its essence, turning questions from listeners into answers with actionable components. In his latest book Selling Through Tough Times and its online companion exercises 30-Day Tough Timer Challenge, Paul takes on recessions, sales slumps, competition, and disruptions, offering salespeople guidance on everything from strengthening mental resilience to engaging in value-added conversations.
“Value-added sellers from the very beginning need to take control of that sales conversation and guide it down a path of value and away from price,” Paul says. His targeted approach can be applied to discussions centered on direct-to-builder sales as effectively as it can retail interactions––even persuading customers to forgo the low, low prices and next-day delivery promises of Amazon or Wayfair. He reminds distributors and retail managers that “your salesperson is not just selling flooring; they're also selling the value of their company, the value of themself as the salesperson.
Collectively, we call that the three dimensions of value.” His quick tips for enhanced value-added selling include:
- Enlarging the conversation beyond product to intangibles like unmatched service
- Transporting the buyer into a future that includes resale investment and limited flooring claims
- Listening to the customer’s vision more than you talk
Retail owners and sales associates take note of Paul’s sound advice! There’s a real benefit to value-added selling in tough times, especially when you consider that, according to Paul, 25% of a transaction’s value comes directly from a salesperson’s influence.
Proactive, knowledgeable sellers can deliver significant value to every interaction, regardless of industry, economic environment, or competition.
CONNECT WITH PAUL REILLY
The Q and A Sales Podcast
Selling Through Tough Times
The Tough-Timer Challenge
***
Know Where You Stand is produced and edited by The Creative Impostor Studios.
To learn more about topics we discuss, visit https://www.primco.ca/ or contact your local sales rep.
We know where we stand, so you know where you stand.
View all episodes
By PrimcoImagine if every sales associate approached customer engagement focused on adding more value to each interaction. Cam and Tyler may know a lot about flooring, but the have the good sense to share the mic with an expert when it comes to explaining the nuances of value-added selling.
Sales trainer, professional speaker, author, and podcaster Paul Reilly joins Cam and Tyler for an in-depth look at techniques that flooring salespeople, retailers, and distributors can employ to amplify the inherent value of their products and services.
“Value-added selling is a philosophy to go out there and do more of that which adds value and less of that which adds little or no value.” For his wildly popular show, The Q and A Sales Podcast, Paul distills sales-related advice like value-added selling principles down to its essence, turning questions from listeners into answers with actionable components. In his latest book Selling Through Tough Times and its online companion exercises 30-Day Tough Timer Challenge, Paul takes on recessions, sales slumps, competition, and disruptions, offering salespeople guidance on everything from strengthening mental resilience to engaging in value-added conversations.
“Value-added sellers from the very beginning need to take control of that sales conversation and guide it down a path of value and away from price,” Paul says. His targeted approach can be applied to discussions centered on direct-to-builder sales as effectively as it can retail interactions––even persuading customers to forgo the low, low prices and next-day delivery promises of Amazon or Wayfair. He reminds distributors and retail managers that “your salesperson is not just selling flooring; they're also selling the value of their company, the value of themself as the salesperson.
Collectively, we call that the three dimensions of value.” His quick tips for enhanced value-added selling include:
- Enlarging the conversation beyond product to intangibles like unmatched service
- Transporting the buyer into a future that includes resale investment and limited flooring claims
- Listening to the customer’s vision more than you talk
Retail owners and sales associates take note of Paul’s sound advice! There’s a real benefit to value-added selling in tough times, especially when you consider that, according to Paul, 25% of a transaction’s value comes directly from a salesperson’s influence.
Proactive, knowledgeable sellers can deliver significant value to every interaction, regardless of industry, economic environment, or competition.
CONNECT WITH PAUL REILLY
The Q and A Sales Podcast
Selling Through Tough Times
The Tough-Timer Challenge
***
Know Where You Stand is produced and edited by The Creative Impostor Studios.
To learn more about topics we discuss, visit https://www.primco.ca/ or contact your local sales rep.
We know where we stand, so you know where you stand.