From Product Pusher to Trusted Advisor - the art of making wholistic sales calls w/ the BANT recipe
Energy4Sales
English - June 29, 2021 16:14 - 23 minutes - 21.8 MB - ★★★★★ - 4 ratingsManagement Business Marketing accountability followup activity marketing time4energy business development sales mastermind business growth customers clients Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Whitney McKinney, AVP for Change Healthcare, joins David and Tim on this episode of Energy4Sales.
Much of her success as a sales leader has come from nurturing a Wholistic Sales Mindset in her team. Instead of picking your favorite product or two and “pushing” them, we can learn about our entire suite of solutions as a business and engage in more wholistic sales calls.
Her Buddy System is the glue here as Whitney shares, “we can all learn something from everyone on the team”! Paring your more senior people with new team members is powerful!
Having a goal on your sales call and more importantly, being able to coach your team with a successful structure is game-changing!
Whitney gives us her BANT recipe:
- Budget - can they afford your solution?
- Authority - who are the decision makers?
- Need - understanding the pain point?
- Timeline - what’s the go-live date?
Pro Tip: the BANT recipe is GREAT for highlighting what your team logs into their CRM’s.
Whitney circles back to accountability being KEY to your team’s success! If any of these mindsets are going to stick and be nurtured, we must develop an accountable culture.
Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
or LinkedIn group
https://www.linkedin.com/groups/12539994
You can connect with Whitney here: https://www.linkedin.com/in/whitneynlow