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.
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Honesty Won Her Referrals
- Carol Mahoney tells how she lost a job interview but recommended the better candidate to the hiring manager.
- That honest choice led the manager to refer her to other opportunities and launched her shift to buyer-first selling.
Beliefs Shape Sales Behavior
- Negative beliefs about selling (pushy, sleazy) shape behavior and deter people from becoming good sellers.
- Those origin beliefs are hidden drivers that training often ignores and must be changed to improve performance.
Disqualify Poor Fits Confidently
- Decide whether a prospect is a fit and be willing to say no when it's not aligned.
- Walk away or refund when you cannot add value to protect long-term reputation and team morale.