The Audible-Ready Sales Podcast
Selling to People with More Experience
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.
16:11
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Quick takeaways
- Showing empathy and providing value without an agenda builds trust with customers.
- Fundamentals of value-based selling are crucial for successful sales interactions, irrespective of age or experience.
Deep dives
Importance of Empathy in Sales
In sales, showing empathy towards customers is crucial, regardless of experience level. Understanding the challenges customers face and providing value without an agenda builds trust. Asking insightful questions and actively listening help sellers connect with customers' needs and demonstrate a genuine interest in solving their problems. Through empathy, sellers can combat assumptions and perceptions, thereby fostering more meaningful and effective sales interactions.
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