#14 Consultative Selling as an Antidote to Prospect Friction

ABOUT THE GUEST - IAN VARLEY, CEO AT EAGLE BUSINESS CREDIT 

Ian Varley is the CEO of Eagle Business Credit. Working capital funding is a way of life for him and his can-do approach when crafting a facility for his clients has kept thousands of companies in business and helped them grow. He is passionate about helping small business in America and believes that discount factoring and financing receivables is the simplest way a business can fund itself. 

You can reach Ian to learn more about factoring and Eagle Business Credit at: 

LinkedIn: https://www.linkedin.com/in/ianwjvarley/ 

Web: https://www.eaglebusinesscredit.com/  

Main Phone: 888-420-8318  

Reach Ian Directly At: 678-905-1596  
 

ABOUT THE EPISODE  

Ian Varley is the CEO of his business and is heavily involved in direct sales, sales management, and sales leadership. The business provides factoring, a financial service Ian refers to as “The F Word” because of some stigma and friction often associated with the practice. In this episode, Ian not only clarified the benefits of factoring but articulates how he and his team overcome the natural resistance to this innovative financing tool in ways that are applicable to anyone selling pretty much anything.  

0:39 - What is the best sales advice Ian has ever received - he has a few gems to offer, one has to do with throwing up!  

3:48 - What’s the worst sales advice Ian ever heard?  

5:49 - Ian talks about Eagle Business Credit, and how this great service with a bit of stigma creates a sales and messaging challenge  

8:08 - How does Ian coach his salespeople to address the friction that comes up with prospects about having EBC interact directly with their customers  

11:08 - Ian digs into the difference between a messaging challenge and a consultative sales approach  

12:45 - What kinds of skills do salespeople need to have to deliver complex consultative sales efforts that are both consultative and effective from a sales perspective  

15:03 - What does bad messaging look like for EBC, why that doesn't work, and what works better  

17:12 - How does Ian uncover pain points and customer/solution fit when reaching out with a cold outreach  

21:20 - What are some of the best resources that have helped Ian to become increasingly effective at sales and sales management  

23:32 - How to reach Ian to learn more about factoring, business credit, and his company - Eagle Business Credit