Stop selling widgets and start selling wisdom
Sales Today
English - August 03, 2023 04:30 - 33 minutes - 30.6 MBBusiness Education b2b emotionalintelligence bdm coldcalling complexsales consultativeselling enterprisesales negotiation personalbranding presentationskills Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland. She discusses the essence of story selling and its profound impact on augmenting connections and accelerating conversions. Drawing from her vast experience Bernadette lays out this philosophy to deepen customer relationships in today's connection economy. Bernadette pushes the boundary and motivates sales professionals to shift their mindset and disrupt their buyers' thinking. Reflecting on the evolution of economies and buyer expectations, she discusses how salespeople need to break away from the conditioned way of selling. She delves into the pressing need to align with the buyer's story rather than merely selling. Additionally, she highlights the benefits of adopting a coach approach to better understand your buyers, equipping you to be better prepared for each conversation.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Story Selling in Modern Sales Approach
(0:11:52) - Shift and Disrupt
(0:20:25) - Shifting Sales Mindset and Sales Approach
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Story Selling in Modern Sales Approach (12 Minutes)
Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET.
The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions.
(0:11:52) - Shift and Disrupt (9 Minutes)
We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking.
We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy.
We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting.
Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business.
(0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes)
We discuss the need to give ourselves permission to think and how this can be beneficial for brain health.
We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively.
We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations.
Follow Bernadette
https://www.linkedin.com/in/bernadettemcclelland/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtube.com/@FredCopestake
Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland. She discusses the essence of story selling and its profound impact on augmenting connections and accelerating conversions. Drawing from her vast experience Bernadette lays out this philosophy to deepen customer relationships in today's connection economy. Bernadette pushes the boundary and motivates sales professionals to shift their mindset and disrupt their buyers' thinking. Reflecting on the evolution of economies and buyer expectations, she discusses how salespeople need to break away from the conditioned way of selling. She delves into the pressing need to align with the buyer's story rather than merely selling. Additionally, she highlights the benefits of adopting a coach approach to better understand your buyers, equipping you to be better prepared for each conversation.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Story Selling in Modern Sales Approach (0:11:52) - Shift and Disrupt (0:20:25) - Shifting Sales Mindset and Sales Approach
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Story Selling in Modern Sales Approach (12 Minutes)
Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET.
The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions.
(0:11:52) - Shift and Disrupt (9 Minutes)
We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking.
We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy.
We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting.
Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business.
(0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes)
We discuss the need to give ourselves permission to think and how this can be beneficial for brain health.
We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively.
We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations.
Follow Bernadette
https://www.linkedin.com/in/bernadettemcclelland/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube