Today we continue our conversation with Richard Rivera, Founder of GENNOW Sales Consulting and author of The Champion Sell. This time we discuss his formula for sales success: what he calls the E.L.I.T.E. method for aligning with the buyer. E.L.I.T.E. stands for Emotional Connection, Leading Vision, Inspiring Commitment, Trust Building, and Empowering Champions.
Tune in to this episode of Revenue Builders to hear Richard break down these 5 game-changing strategies in an insightful conversation with our hosts John Kaplan and John McMahon.
Here are some key sections to check out:
01:23 The 5 ELITE Sales Habits
07:02 Going deeper on emotional connection
14:27 Elite sellers allow buyers to visualize our solution in their world
20:52 Identifying integrated outcomes
29:18 Deals begin and end with trust
42:19 Addressing gaps of commitment
Additional Resources:
QUOTES
Recognize the Survive, Thrive, Think pattern: “I've got to first disarm those survival instincts and the way I do that is I attach myself to the problems that they care about. In other words, what are they surviving in the job today? How many of us have been in an opportunity where we're presenting all of this really cool stuff and all of a sudden the buyer just pushes back and says you have no idea what I'm trying to deal with, I've got problems to solve.”
Be intentional with trust-building: “Trust is a force. Out of all the different emotions, whether it's stress, tension, or conflict, trust can make the kind of impact on a deal that will completely stop a locomotive in its tracks. We don't think of it that way, we think of it as this passive thing and say they like me, they trust me, we're good. No, trust is a force and you've got to respect it.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
