The Sales Management. Simplified. Podcast with Mike Weinberg

How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling

Nov 21, 2023

Discover the science behind the success of collaborative selling with Carole Mahoney, the brilliant guest on this episode. Learn why buyers experience a dopamine hit when they are part of the sales process and how managers can reinforce anti-collaborative sales approaches. Explore the importance of adopting a buyer-first mentality in sales and the impact it has on sales success. Challenge traditional sales approaches and uncover the significance of emotional intelligence in sales. Reflect on the impact of their work and discover where to find the speaker and their book.

47:44

Creator website

Episode guests

Carole Mahoney

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Collaborative selling involves engaging in conversations with buyers to uncover their needs and priorities.

Challenging negative sales stereotypes and focusing on customer needs can create trust-based relationships.

Sales managers play a crucial role in coaching salespeople towards a buyer-first approach and creating a positive environment.

Deep dives

Collaborative Selling: Uncovering Customer Needs

Collaborative selling emphasizes the importance of engaging in conversations with buyers to uncover their needs and priorities. The podcast highlights the value of asking open-ended sequential questions to change buyers' perspectives and involve them in the sales process. By actively listening and tailoring solutions based on the information gathered from collaborative conversations, sales professionals can provide customized value and build trust with buyers.

Introduction

4min

Improving Sales Management Effectiveness and Putting the Buyer First

2min

Putting the Buyer First in Sales

25min

Challenging Traditional Sales Approaches

8min

The Importance of the Multiplier Effect in Sales Management

6min

Reflecting on the Impact of Their Work and Putting Others First

3min

Episode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney.

Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he’s read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Carole shares the science behind the success experienced by those who sell collaboratively. Along with nodding, smiling, and shouting “Amen!” as Carole and Mike exchange #notaboutme sales philosophies, you will also learn…

Why buyers experience a dopamine hit when you make them part of the process
How managers often reinforce anti-collaborative sales approaches and behaviors
From Carole’s experience as a sales coach for the Harvard Entrepreneurial MBA Program

Links in this Episode:

The Fast Foundations Virtual Workshop Series for sales managers

Buyer First on Amazon

Carole Mahoney’s site

Carole’s LinkedIn profile