The Tech Leader's Playbook Mastering Sales with TED Speaker Gail Kasper
In this episode, Avetis Antaplyan interviews Gail Casper, a two-time TED speaker and sales expert. They discuss Gail's journey in sales, the importance of customization in sales training, and the challenges of selling in different industries. They also talk about the role of networking and referrals in sales, the systematic attitude development technique, and the key qualities to look for when hiring sales professionals. Gail Casper discusses her experience as a semi-finalist on The Apprentice and the lessons she learned from the process. She emphasizes the importance of thinking quickly on your feet and fighting for yourself in competitive situations. Gail also shares how her experience in media, including having her own show and contributing to Success Magazine, has contributed to her sales career as a trainer. She talks about her new book, 'Sell Like a Cockatoo,' which focuses on mastering the new way of selling in a rapidly changing world. Gail also discusses the impact of AI on sales and the importance of genuine rapport building in sales interactions.
Takeaways
- Sales is often seen as a dirty word, but it actually comes from a Greek root word meaning 'to give'.
- Customization is key in sales training, including understanding the company, its value proposition, and the products.
- Networking and referrals are powerful tools in sales, and face-to-face interactions can make a big difference.
- The systematic attitude development technique helps sales professionals get logical in the face of emotion and overcome challenges.
- When hiring sales professionals, look for core competencies such as passion for the product, resilience, and a customer-centric mindset. Thinking quickly on your feet and fighting for yourself are important skills in competitive situations.
- Experience in media can contribute to a sales career by boosting confidence and providing opportunities for training and coaching.
- Genuine rapport building is crucial in sales, and salespeople should focus on understanding the customer's needs and providing value.
- AI may have a role in sales, but human-to-human contact and targeted, personalized approaches are still essential for success.
Chapters
- 00:00 Introduction and Gail's Journey in Sales
- 04:14 The Power of Customization in Sales Training
- 06:00 Networking and Referrals in Sales
- 10:33 The Systematic Attitude Development Technique
- 21:58 Lessons from The Apprentice
- 24:09 The Impact of Media Experience on Sales
- 30:53 Mastering the New Way of Selling in a Rapidly Changing World
- 40:32 The Role of AI in Sales: Finding the Balance
Guest’s Website: https://gailkasper.com/
Guest’s Social Media Links: https://linktr.ee/GAILKASPER
Resources and Links: