The Win Rate Podcast with Andy Paul Trust, Trade Offs, and Your Win Rate
19 snips
Oct 23, 2024 
Philip Lacor, CRO at Personio, and St John Craner, Managing Director at Agrarian Rural Marketing, discuss the critical importance of trust in sales. They explore how genuine relationships can enhance sales effectiveness, particularly in the agricultural sector. The conversation dives into consultative selling and the need for sales professionals to position themselves as problem solvers rather than mere sellers. Additionally, they examine the impact of AI on sales roles and the balance between technology and emotional intelligence to improve customer interactions.
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Farmers Buy People First
- Farmers buy into people before products or businesses.
- They use a "sniff test" to gauge salesperson authenticity and honesty.
Authentic Discovery Builds Trust
- Deep discovery focused on real pain builds trust and improves sales.
- Authentic curiosity about the customer's business is more effective than pushing products.
Use Intent-Driven Questions
- Ask questions to serve buyers' needs, not for interrogation.
- Good intent in questions keeps buyers open and speeds sales cycles.
