460: The Wentworth Prospect Author Wayne Moloney on Building B2B Sales Credibility and Success

Sales Game Changers | Tips from Successful Sales Leaders

English - January 21, 2022 02:33 - 30 minutes - 28.1 MB - ★★★★★ - 49 ratings
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Previous Episode: 459: Colleen Stanley’s Lessons on How Emotional Intelligence Complements Hard Selling Skills

Next Episode: 461: Todd Dewett on How to Be More Authentic in Your Sales Efforts and Why You'll Fail if You Don't

Read the complete transcription on the Sales Game Changers Podcast website.

WAYNE’S TIP: “Focus on the client’s outcome, not on your product. All too often we go in there and all we’re trying to do is push the differentiators in our product. The time of feature, function, benefit, not there now, it’s about what’s the outcome. Go in, do a deep discovery, understand how you can influence positively and deliver value as well as defined by the client, and then talk about your product. Don’t do it too early.”