Bridging the Gap: Training Sellers to be Change Agents
Feb 21, 2024
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Sales experts delve into the human side of sales, stressing the role of sellers as agents of change. They discuss NEAT selling principles and the importance of personal connections in fostering trust with customers. Embracing authenticity, overcoming attention challenges, and focusing on buyers' success are key themes in this insightful podcast.
Sellers should prioritize personal sales philosophy emphasizing trust and customer success.
Sales managers should focus on human aspects, fostering confidence and appreciation in sales team.
Customer success drives business growth, emphasizing support and successful onboarding experiences.
Deep dives
The Importance of Sales Philosophy and Human Connection in Sales
In the podcast episode, the importance of having a personal sales philosophy is highlighted. It is emphasized that salespeople should focus on principles, values, and beliefs to guide their sales approach. The concept of 'pro-personal,' combining personal and professional aspects, is introduced to stress the integration of humanity in sales. The podcast emphasizes the significance of caring for clients and believing in the success of others, building trust and connections to drive positive outcomes in sales.
Training and Managing Sellers with a Human-Centric Approach
The episode discusses the need for sales managers to not only train sellers in tactical skills but also to manage them as humans. It touches upon the value of recognizing and appreciating small improvements and efforts made by sales team members. The importance of instilling confidence, caring, and belief in salespeople is emphasized to drive their success and motivation within the sales process.
Empowering Sales Success Through Customer Focus
Customer success is highlighted as a key driver of business growth, focusing on how helping customers succeed ultimately leads to better outcomes for sales professionals. The importance of prioritizing customer success by providing dedicated support and ensuring successful onboarding experiences is underlined as a strategy to enhance the effectiveness of sales initiatives.
Enhancing Sales Performance Through Win-Win Mindset
The episode stresses the idea of helping clients win rather than making them fall in love with the salesperson. It underscores the value of building trust and true connections with customers to drive successful sales outcomes. The win-win mindset is promoted as a strategy to improve win rates by focusing on ensuring mutual success in sales interactions.
Audio Book Recording and Technical Considerations
Technical aspects of recording an audio book are briefly touched upon, highlighting the importance of finding a quiet, isolated space with minimal echo for optimal recording quality. Insights are shared on setting up a suitable recording environment, such as utilizing a closet space and soundproofing measures to enhance audio recording clarity.
Acknowledgement of Personal Contribution in Sales Success
The podcast episode addresses the significance of recognizing and appreciating individual contributions in sales success. The importance of celebrating and rewarding sales team members for their improvements and achievements is highlighted as a motivational factor to drive performance and foster a positive work environment. Personal recognition and validation are identified as key elements in building a successful sales team.
Today Andy has yet another roundtable featuring renowned sales experts Richard Harris, Founder of the Harris Consultant Group, Ian Koniak Founder and CEO of Untap Your Sales Potential, and Niraj Kapur, Managing Director of Everybody Works in Sales. Together they delve into the human element of sales and the critical role of sellers as agents of change. They discuss Harris's book, 'The Seller's Journey', centered on NEAT selling (Need, Economic impact, Access to authority, Timeline) and the principles necessary for successful sales tactics. They stress the importance of applying a personal approach in selling, fostering mutual trust with customers and aiming to help buyers succeed. Recommendations include focusing on individual growth, authenticity and being comfortable with one's sales techniques.
Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!
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