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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
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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.
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.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode