Sales Questions Brutally Honest Answers - PodCast ’s Post

It is my belief that this is the foundation of consultative selling. Build rapport (people prefer to buy from someone they like), demonstrate your understanding of their business (become a trusted advisor, SME), build interest, negotiate for win-win

But has sales changed that much?. Think about it. where interest exists, competition exists- commoditization occurs. Me too is fine occassionally or to get in the door to build trust. But... For years I have preferred to live in the land of building connections and relationships through giving value. This creates the trust for conversations to uncover pain, unrecognized needs, and bring true consultative value in spaces where other competition is not already- and odds are won't get invited. If I helped the client get to the roots of improvement, new process, new revenue streams, new ways of getting things done more effectively and efficiently with less- they saw the value to continue to grow together. That's partnership. Me too is good, always hunt. But farming is really fun when you know how to be good at it, because it can be consistent.

This is so good and so true. There is SO much noise out there that thinking someone is looking and listening to you is flat out wrong. We have to stop being focused on KPIs when we are smart enough to know that every other salesperson in every other company is checking off the same KPIs. It’s overload. So, how do you stand apart from the crowd? That needs to be the focus. “Challenger” sales is the least practiced approach to sales, but those who master it and are willing to challenge their prospects to look at their business/industry through a different lens are the big winners. Complex businesses demand complex sales cycles. Simplify the message. Once you get that “aha, I get it now” then you have succeeded!

This is exactly how to approach your go to market, you do not sell, you solve problems and in doing so create your market.

Being able to offer a customer a solution to their problem or need is much easier than selling them a product.

Yes it has changed, people have changed more now than ever before. "Sales is an Art" if you are not continuously growing yourself and learning more advanced communication, interpersonal and sales skills it will continue to get harder. You need to be able to read peoples signals, ask the right questions, present to their style not yours, be tuned in so intuitively you will be more equipped to speak their language, flow in conversation and sales strategy!

Brian G. Burns b2bREVENUE dot com I couldn’t agree more with Brian! I see this first hand working with sales people and recruiters. Everyone is looking for the layup and wants to be the cashier. But that’s not selling. Selling requires you to identify a problem and explain why your solution will fix that problem. But what I love about what Brian is saying here is that part identifying the problem is creating curiosity… the “what if” or “imagine with me”. Creating the curiosity opens the doors of conversation and thought about how things could be better and allows you to identify a problem, focus on the importance of fixing this specific problem now, and then create urgency around implementing the right solution for the betterment of your customer. We’ll said Brian! Love the videos and the black Nike shirts 😁. Keep them coming!

I've read 3 books on sales and marketing and they speak one language. A language of INTENTIONALITY when it comes to BUILDING RELATIONSHIPS. As a salesperson, you should always strive to build better relationships with prospects & people at any given opportunity. In modern sales, it's no longer about your product or services alone but how well you connect with your customers. So; -be a good listener -provide value -be true to yourself -stay connected with your customers #sales

Stop using "OLD" school selling techniques in your business. This happens all too often. It is not effective. Here's an idea! Hire the right sales staff and start adapting all the new ideas other companies are using. Number of dials and connects?? Lol!!! "New World of Selling" Follow the PodCast-> The Brutal Truth about Sales & Selling PodCast - on all your favorite PodCast Players