Gross sales Pipeline Radio, Episode 323: Q & A with Paul Reilly @PaulReillyVAS

By Matt Heinz, President of Heinz Advertising and marketing

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This week’s present is entitled, Promoting By Powerful Instances: Develop Your Earnings and Psychological Resilience By Any Downturn and my visitor is Paul Reilly, President of Tom Reilly Coaching and writer of  “Promoting By Powerful Instances, Develop your earnings and psychological resilience via any downturn”

Tune in to listen to extra about:

  • What makes for profitable, resilient sellers
  • Adopting a optimistic first response to adversity
  • Optimistic reframing and messaging pivots for sellers and entrepreneurs

Hear in now for this and MORE, watch the video or learn the transcript beneath:

Matt: All proper. Properly, welcome all people to a different episode of Gross sales Pipeline Radio. My identify is Matt Heinz. I’m your host. Excited to have you ever right here.

In case you are listening or watching on demand, thanks very a lot for downloading and subscribing to our Gross sales Pipeline Radio episodes. Each episode of Gross sales Pipeline Radio previous, current, future at all times obtainable at

Each week we’re that includes a few of the greatest and brightest minds in gross sales and advertising, particularly in B2B. Right now’s episode no completely different. Very excited to have with us, Paul Reilly, a multi-time writer, primary, best-selling writer of a number of books round gross sales, “Worth-Added Promoting.” And the more moderen books promoting extremely related proper now, “Promoting By Powerful Instances.”

Paul, thanks a lot for becoming a member of us.

Paul: Matt, it’s a privilege. And the one factor hotter than Seattle right now goes to be the messaging our interview right now. So let’s make it occur, man. Thanks for having me.

Matt: Oh, my goodness. Take heed to that one. We’re coming in sizzling. All proper. So for people who don’t know you, and I do know we’ve acquired a blended viewers right here, advertising gross sales people, for people who haven’t learn a few of your books previously, give a bit little bit of your background and form of what you do.

Paul: Yeah, completely. So I’m a salesman at coronary heart. I imply, my first job was a gross sales job. My first skilled job, we’ll name it, was promoting propane for an organization known as Feral Gasoline. I’m promoting within the B2B house right here for industrial use. Attention-grabbing occupation as a result of I’m promoting actually the identical product as the 2 dozen opponents which can be on the market promoting as properly. So very difficult atmosphere.

I additionally offered throughout that timeframe when King of the Hill was at its top of recognition, that present the place Hank hill offered propane. So I used to be Hank Hill. Liked that gross sales job. Nice firm to work for. From there, I went to go work with Hilti promoting instruments and fasteners within the building business. Hilti is a premium identify. They’re a premium model. So I used to be promoting a product that was typically 20, 30, even 50% larger than the competitors. So I needed to learn to compete on worth.

After which I offered medical tools for a number of years earlier than I acquired into the talking and coaching enterprise. And the one commonality between all of these completely different industries was that prospects need worth. They need worth. In order that was how I acquired began in gross sales. After which right now what I do is I journey the globe serving to gross sales organizations compete extra profitably by promoting on worth and never value. And I do this via coaching seminars, keynote shows, and consulting as properly. So, that’s what I do.

Matt: Adore it. Properly, I can’t keep in mind the place I took place you in years previous. Actually learn “Worth-Added Promoting.” An incredible e-book. You host an amazing podcast of your personal “Q and A Gross sales.” And I discovered this new e-book significantly related proper now.

I imply, you get all types of blended messages out there this yr. You bought some firms doing layoffs, you bought inflation, then we’re in a bull market. We’re in a good market. We’re again to a bull market. Who is aware of what’s occurring. What I do know, having talked to loads of our purchasers and other people in my community, in addition to we develop in our enterprise and promote is that this has been a really attention-grabbing yr. Demand continues to be there. Curiosity continues to be there. Getting dedication and shutting has been a problem for lots of firms this yr. And I do know you’re seeing a few of that as properly.

So speak a bit bit in regards to the circumstances. I need to get into the concept of psychological resilience and a few of the stuff that’s within the new e-book. However speak in regards to the circumstances you might be seeing out there right now. What’s actual?

Paul: So, definitely all of the components that you simply simply talked about, the massive one as of lately that we’re technically in a recession. With two consecutive quarters of damaging GDP that places us right into a recession. So what I’m seeing is patrons, usually, are beginning to grow to be a bit extra hesitant. They’re pumping the brakes a bit bit. They need to see what this recession appears like. If it’s a brief one, if it’s a protracted one.

So, we nonetheless see provide chain constraints throughout the board. Labor shortages are nonetheless there, inflation, rising rates of interest. So there’s loads of uncertainty. If we might simply lump all the things into that one issue, uncertainty. And some issues occur when there’s uncertainty. Consumers, they pump the brakes. They begin to focus extra on value reducing measures as properly. And so they’re full of worry and anxiousness. They might not vocalize it, however that’s definitely a part of how they assume.

So, I see all these components. However the excellent news is, Matt, I can’t consider a greater occupation to deal with uncertainty than gross sales individuals. We face it on a regular basis. Nothing is assured. Identical with entrepreneurs. Nothing is assured. We actually need to function out there in regardless of the atmosphere is and work out a method to make issues occur.

Matt: Properly, in the perfect of markets individuals cease shopping for. In the perfect of markets individuals determine to not purchase gas. And within the worst of markets, individuals nonetheless purchase. Each one among us is looking for a method to proceed to maneuver ahead. And that in lots of instances consists of investing in and committing to sure options and outcomes.

As a vendor from an method standpoint, I imply, we’ve all been via 2008, 2020. We’ve seen financial circumstances shift and problem the promoting atmosphere. What are stuff you’re seeing profitable, resilient sellers do proper now?

Paul: First issues first. They mentally put together themselves daily to go on the market and do their greatest, deal with what they will management. That was one factor that I felt was extraordinarily vital on this e-book is to spotlight the psychological facet of what it means to be in gross sales.

There are many self-help books on the market. There are many books on the market specializing in resilience. Some nice books that I completely love. However what makes this distinctive is that it’s written from the attitude of a salesman, in what we uniquely face. We might do all the things proper on a gross sales name and nonetheless they don’t purchase. We’ve got to face that uncertainty daily. And so, within the e-book, we speak rather a lot about ways in which we are able to construct psychological resilience and strategies. And we name it optimistic psychological programming. That’s actually what it’s all about is programming your self each single day to go on the market, deal with what you possibly can management, focusing extra on progress than efficiency.

And I do know that may be a sticky state of affairs, a tricky dialog, particularly with gross sales leaders. However let’s face it, throughout robust occasions there’s going to be a drop off in enterprise exercise. And so throughout robust occasions, we have to focus extra on the progress that we’re making purely than simply efficiency. I’m not saying we throw out efficiency metrics and all that, no. However we have to deal with simply making that progress.

Matt: This concept of psychological resilience, I imply, it’s actually vital now. However once more, even in the perfect of promoting circumstances, the overwhelming majority of your prospects find yourself saying no. When you concentrate on prospects to alternatives to shut offers, it is a gross sales funnel not a gross sales cylinder. And so there’s resilience simply in all of these no’s you get, even in the perfect of promoting circumstances. What are some keys to creating that psychological resilience in all financial circumstances?

Paul: Completely. So I might say one of many first issues we are able to do, primary, is to develop a optimistic first response to adversity. Okay? So Matt, let’s take into consideration this. I imagine individuals fall into three classes on the subject of dealing with adversity, robust moments. You might have individuals that have them and so they push proper via them. It’s doesn’t even sluggish them down. It’s nearly like they generate extra momentum. They love the problem.

Now, on the other finish of that, you’ve acquired individuals who expertise adversity and so they shortly quit. I doubt anybody listening to this podcast falls into that class. However right here’s the place most individuals fall into. It’s the third class. They face some adversity, they complain about it. They wallow round in self-pity to numerous levels. They get annoyed and so they pause after which they wait it out. After which ultimately they push via.

And my thought is, “Okay, should you’re going to push via ultimately, why not do it sooner fairly than later?” So right here’s the tip on how one can develop that optimistic first response. And it’s quite simple. Begin with at some point. For at some point observe the entire opposed issues which have occurred to you. Start monitoring them. And as you observe them, have a look at your first response. And it could possibly be one thing easy like, “Oh, that buyer known as me and stated they’re getting in a special course.” That’s a tricky time proper there. How do you reply? Do you spend 5 minutes complaining about it? 20 minutes? No matter it’s. Monitor the response.

Let’s say, subsequent factor occurs, your shoelace breaks. One thing silly, however it’s adversity. How do you reply? Do you complain about it? How do you’re feeling, sorry for your self? No matter it’s. And what’s going to occur as you observe your response to adversity, you will start to self-correct. You’re going to note it, the way you reply and also you’re not going to love the best way you reply. So you’ll naturally change. In order that’s one thought. Creating that optimistic first response to adversity is vital. The way you do it’s by simply monitoring your response. Begin with a day, then do the subsequent day. Do it for every week. And what you’re going to note over that week is that you simply grow to be extra resilient. You begin to bounce again faster.

Matt: And these are habits, I imply, that you simply’re constructing over time. And the advantage of doing this whether or not you’re in gross sales or advertising or accounting, is all of us face resilience challenges in our work, in our life. And so I like the concept of constructing that muscle and that behavior with issues which can be large and small, as a result of all of them matter by way of how your mind in the end responds to stimulus and conditions round you.

Paul: Completely. And if I might construct on that, Matt, only for another thought, within the e-book, you’ll discover I take advantage of the phrase, “robust occasions are good,” repeatedly. They’re good. And so they’re good due to the optimistic change that they will generate.

Now, a part of the message in optimistic psychological programming is a way we name optimistic reframing. Each single day damaging issues occur. That’s only a actuality of collaborating on this world. However you get to decide on the way you reply. And one of many instruments we have now, we name it the day by day psychological flex. It’s a group of six workout routines that can assist you develop that psychological resilience. And one of many workout routines known as optimistic reframing.

All through the day or on the finish of the day, consider a damaging occasion that has occurred. After which what you might want to do is ask your self, “Okay, what’s the optimistic consequence that would probably occur on account of this. What’s a very good factor that can occur? What’s the silver lining on this cloud?” And what you find yourself doing day by day as you construct that behavior, as you talked about, you practice your mind to nearly robotically default to the nice issues that can occur via the damaging occasions. And you concentrate on how far more alternative you will note as a salesman, as a marketer, should you select to view the world in that manner. In order that optimistic reframing is essential as we undergo robust occasions.

Matt: I’ve acquired a pair final questions earlier than we wrap up right here. Try You possibly can be taught extra in regards to the e-book, get extra info from Paul. Discuss a bit in regards to the robust timer problem and this day by day psychological replicate problem you’ve got as a result of I assumed that was actually cool.

Paul: Yeah, completely. So we name it the 30-day robust timer problem. And the aim is to construct your psychological power. I believe the CDC recommends 25 to half-hour of bodily exercise a day to construct your bodily power. What if we devoted as a lot effort and time to constructing our psychological power? And that’s what the robust timer problem is.

It’s a group of six workout routines, psychological workout routines that you’ll do day by day for 30 days. And for 30 days you’re going to note some optimistic adjustments in your life. You’re going to be extra grateful for what you do have. You’re going to have the ability to develop a stronger self-discipline. You’re going to have the ability to repeatedly enhance each single day. Doing this over 30 days, there’s an exponential profit that you’ll acquire simply from going via these workout routines.

And so they don’t take that lengthy. That’s the wonder. I imply, we’re speaking 10 to fifteen minutes within the morning and perhaps one other 10 to fifteen minutes within the night. However there are six workout routines, expressing gratitude, steady enchancment, self-discipline, optimistic reframing, pruning and planting, which is about eradicating negativity. After which lastly decreasing friction between your targets. So these are actually the six workout routines.

However I don’t need to discourage anybody from attempting it, however Matt, I’ll inform you that most individuals received’t do it. They received’t do it for 30 days. They might try to that’s okay. What I might encourage you to do is a minimum of get began with it and take a look at it for every week. I’d attempt it for every week after which ask your self after every week, “Do I really feel like I’m a greater particular person? Am I a greater model of myself than I used to be seven days in the past?” If the reply is, “Sure,” maintain going.

Matt: Properly, on the outcomes and the enhancements you make for your self personally. I imply, I believe as a vendor, it helps you be extra skilled, extra poised, confidence with out ego and resilient via good occasions and unhealthy. As a pacesetter, it helps you lead your workforce and exhibit management qualities that different individuals are going to exhibit. After which final, I want I knew about this earlier in my profession. As I dig into the e-book and the fashions you’ve got, I take into consideration the best way I reacted to issues in my profession and my job stress that was solely unproductive and doubtless even had a damaging affect. And the sooner you possibly can develop these ability, I believe the higher you could be in any function that you’ve.

Talking of that, final query I’ve for you. We’ve acquired a mixture of gross sales and advertising professionals which can be listening to and watching this present on a weekly foundation. This can be a e-book that’s in its title about promoting. However I learn this e-book and I assumed it was extremely essential for entrepreneurs. What do you assume advertising professionals and advertising counterparts to gross sales can be taught or ought to be studying from this e-book?

Paul: Yeah, completely. Gross sales and advertising are so linked. I imagine that promoting exists to execute tactically what advertising designs strategically. So gross sales individuals are out, boots on the bottom, making it occur, however they depend on advertising and vice versa. This e-book is chucked full of selling suggestions and concepts, particularly round buyer messaging.

So from a advertising standpoint, as we undergo robust occasions, there’s a number of issues that we have to management messaging smart. Primary, individuals grow to be extra targeted on value reducing concepts throughout robust occasions. So from a advertising perspective, I might encourage each marketer listening to return and check out their answer and element how their answer helps minimize value, general value, not value. So maintain that distinction there. The distinction between value and price. But in addition money movement, particularly should you’re promoting to small companies, advertising to small companies, however even large companies. Money movement is lifeblood for any group, however particularly via robust occasions. It’s just like oxygen. So should you can affect money movement together with your answer, that’s going to be essential.

One other piece that turns into so vital, and also you see loads of large firms do that of their advertising, longevity, certainty, and stability are vital in your messaging throughout robust occasions. And the explanation why firms need to companion with different firms which were via robust occasions, which have confirmed themselves, which have gone via a recession and a despair in sure cases- in a latest gross sales kickoff assembly, a salesman requested, “Paul, do our prospects actually care that we’ve been round for 100 plus years?” I stated, “Proper now they do.” If you happen to’ve been via the good despair and also you’ve survived that and the pandemic of the Spanish flu and also you’ve survived that, and also you’ve survived a number of recessions, inflation, issues like that, it proves that your organization goes to be right here. And folks want that stability.

Chevy’s, “like a rock” marketing campaign, which aired in early Nineties, knew that stability was vital particularly at that time limit. They really launched that marketing campaign in the course of a recession. And I’ve to imagine a part of it was the advertising workforce thought, “Okay, individuals are in a recession proper now. They want one thing that’s steady.” And that turned out to be one among their hottest advert campaigns. It definitely lasted longer than the recession did. So stability is so vital.

Matt: All proper. In case you are listening to this on demand, I need you to rewind three to 4 minutes and hearken to what Paul simply stated once more, as a result of that was filled with some actually vital messaging pivots. Whether or not you’re in gross sales, whether or not you’re in advertising, your prospects are nonetheless shopping for, however the standards they’re utilizing and the messages they hear which can be going to get them to commit the change on this second, in robust markets, has pivoted. Tremendous vital.

Paul, thanks a lot for becoming a member of us on Gross sales Pipe Radio right now. Clearly, Amazon, robust timer. The place else can individuals be taught extra about you?

Paul: Yeah, I might say simply go to And I’ve acquired a bonus for entrepreneurs and sellers. Chapter 14 of this e-book, which is crafting your buyer message. It’s really Mike Weinberg’s favourite chapter. He wrote the foreword to the e-book. I do know he’s been in your present as properly. You will get it free of charge. You possibly can obtain it free of charge at Simply go to the e-book tab on the high of the web site and then you definitely simply enter your e-mail tackle and also you’ll get that chapter free of charge, Chapter 14.

Matt: Superior. Properly, thanks, everybody, for watching and listening. We’ll be right here once more subsequent week, Thursday, 11:30 Pacific, 2:30 Jap. My identify is Matt Heinz. We’ll see you subsequent week.

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