Is how you sell killing your brain?
Sales Today
English - April 04, 2024 04:30 - 35 minutes - 33 MBBusiness Education b2b emotionalintelligence bdm coldcalling complexsales consultativeselling enterprisesales negotiation personalbranding presentationskills Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.
Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales.
We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.
Leah shares compelling stories and strategies that illuminate the power of gap selling, a technique that forges stronger connections and delivers unparalleled value to customers.
If you're seeking to elevate your sales acumen and engage with clients on a deeper level, this episode will fuel your transformation from salesperson to trusted advisor.
We discuss how gap selling outperforms traditional sales methods, such as SPIN selling, by encouraging sales reps to develop their business acumen and engage in meaningful conversations with clients.
Take note of the practical tips, such as the art of questioning and balancing technology use during sales calls, to enhance your ability to connect with clients and their needs effectively.
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Reimagining Sales Processes for Success
Sales professionals face challenges in modern business, with a need for collaborative processes and customer-focused onboarding.
(0:04:04) - Need for Sales Training and Empathy
Gap selling's potential impact on sales industry, shortcomings in training, need for empathy, and shift in methodology.
(0:10:50) - Effective Consultative Sales Techniques
Honesty and mentorship are crucial in tech sales, shifting to an advisor's approach and focusing on customer needs.
(0:21:53) - Empowering Critical Thinking in Sales
Gap selling offers advantages over traditional methods, emphasising business acumen, tailored questions, and active listening to connect with clients.
Follow Leah
LinkedIn: https://www.linkedin.com/in/leahborges/
Website: https://leahborges.net/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube