EP 35 - Juan Rivera - Sell After the Sale

SUMMARY SHORT VERSION
With 11-years of experience in the post-sales world, Juan Rivera shares his insight into the world of the customer support managers (CSM). He shares his passion for sales, tips, and strategies for building customer relationships and encouraging CSM’s to sell after the sale. Juan Rivera is the Senior Customer Success Manager at Telesign.

QUOTES
As a CSM, you also want to start adopting this idea that it's not enough to understand the product, you also have to understand their business logic – Juan Rivera
Sell or be sold – Juan Rivera
There's no stigma behind selling somebody or reaching out to somebody to see if there's generated interest in your business – Juan Rivera
Impact equals revenue – Jake Lynn

KEY POINTS
Being a student of sales
Collaborative relationships, diverse thinking, and productivity in sales.
Selling after the sale, removing the stigma, and empowering the customer
Building consumer success and expanding beyond you comfort zone as a salesperson
Bonding and building rapport with the customer
How to clear out the head trash (mental roadblocks)
Empowering a customer success manager in a perfect world
Most common challenges and head trash customer success managers experience
Evolving a relationship and taking action to move that relationship to the next level
Being genuine when selling, helping before selling
Find where you can make an impact
Checks and balances between departments

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

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Read a case study HERE 

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ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow Juan Rivera
LinkedIn: https://www.linkedin.com/in/juan-rivera-6b742b6a/