Thinking Critically in B2B Sales

B2B sales leader says critical thinking is not encouraged in the industry. He argues that it's important to look at your values and how they align with a customer experience. Sales development needs to start on a deeper level, he adds.

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Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.

He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs into the positive values that buyers look for in buyers, and the negative values they encounter too.

HIGHLIGHTS

A shared perspective: The buyer should drive how you sell
The idea of buyers "hiring" the seller to help the make a decision
Addressing vertical development issues
The link between predictable behavior and values
The four sales values that customers have said the top 10% of salespeople have

Find out if you have the Sales Mindsets that customers have said they want to see in salespeople: https://www.consalia.com/mindset-survey

QUOTES

There's a difference between relationships and building connections, says Philip: "You can have great relationships but actually it doesn't help you sell. Customers are looking for different types of relationships and when I talk about relationships and sort of break it down into the four mindsets, it's interesting."

Philip on being a great critical reflector: "Arguably, one of the most important traits that anyone needs to learn now is simply the ability to critically reflect and to think. And it's not easy to do because you are influenced often by what you know and your past which gives you a certain bias.”

Find out more about Philip in the links below:

LinkedIn: https://www.linkedin.com/in/philipsquire/
Website: https://www.consalia.com/

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