The Advanced Selling Podcast Guiding Principles: Part 2
May 7, 2025
Dive into the game-changing principles of intent and assertiveness to elevate your sales conversations. Discover how locking in clear next steps can eliminate frustrating back-and-forth scheduling. Explore the value of creating a customer-centered experience, even if it means walking away from a deal that's not right. Learn why honesty is key in building successful sales relationships and how it enhances genuine communication. Plus, get insights into a new coaching program designed for sales leaders.
AI Snips
Chapters
Transcript
Episode notes
Always Schedule Next Steps
- Always include "get calendars out" as the last agenda item to schedule a clear next step.
- This avoids tedious back-and-forth and respects the customer's time.
Intent Shapes Assertiveness
- Assertiveness combined with good intention transforms follow-up from annoying to helpful.
- Setting next steps is about making it easy for the customer, not just pushing a sale.
Honesty Builds Stronger Deals
- Bryan told a prospect openly he wasn't sure the product fit and promised a clear yes or no.
- The prospect appreciated the honesty, simplifying their buying decision.