The Audible-Ready Sales Podcast Selling to People with More Experience
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Apr 23, 2024 Experienced sales professional John Kaplan shares best practices for green reps in sales, emphasizing customer-centric approach, value-based selling, empathy, understanding customer pain points, overcoming experience differences in pitch, and the power of preparation in sales success.
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Fundamentals Trump Experience
- Good selling fundamentals work regardless of age or tenure.
- Articulate value and differentiation to solve customers' pressing business problems.
Demonstrate Empathy And Listen
- Show empathy and avoid sounding cocky when talking to seasoned buyers.
- Actively listen to combat the common 'seller deficit disorder' buyers complain about.
Ask Positive Questions, Then Probe Deeper
- Ask questions that surface both what's working and what's not to reveal pain.
- Summarize what the customer said back to them to show you heard and build credibility.