The Audible-Ready Sales Podcast Three Common Sales Challenges
14 snips
Aug 29, 2023 Sales expert Brian Walsh discusses three common sales challenges: getting buyers to rethink their approach, gaining access to the economic buyer, and identifying a champion. The importance of reliability, credibility, and relationship-building in sales is emphasized. Addressing these challenges can drive business growth.
AI Snips
Chapters
Transcript
Episode notes
Make Yourself Equal First
- Acknowledge where the customer already is before trying to prove you're better.
- Use that equal footing to reframe problems and open space to influence.
Expand The Problem And Outcomes
- Present a broader perspective on the problem and outcomes they may have missed.
- Highlight who else is impacted and the downstream consequences of inaction.
Define Required Capabilities Precisely
- Translate vague requirements into clear capability definitions and measurable proof.
- Tie each capability back to the business outcome it must deliver.