Living and Leading with Emotional Intelligence

Really Care for Them: Selling with Emotional Intelligence with Mareo McCracken

28 snips

Nov 16, 2022

Mareo McCracken, Chief Revenue Officer at Movemedical, shares his insights on how sales success stems from genuinely caring for customers. He argues that focusing too much on personal goals hinders the sales process. Mareo emphasizes the importance of empathy, active listening, and understanding client needs to build trust and foster deeper connections. He also discusses navigating fears during economic downturns and the value of emotional intelligence in sales. This approach, he believes, leads to happier customers and increased sales.

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INSIGHT

Treat People as Equals

Treat others as equals, not objects, in any interaction.
Placing one person's needs above another shifts objectification, harming relationships.

ADVICE

Flip Sales Relationship Order

Give business value first to build trust in sales relationships.
Let personal relationships develop naturally over time after trust is established.

ADVICE

Embrace Fear to Guide Buyers

Acknowledge and embrace fear in sales, then define and act despite it.
Help buyers understand fears and choices, guiding them to better decisions during uncertainty.

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Really Care for Them: Selling with Emotional Intelligence with Mareo McCracken

In this episode, Mareo discusses how salespeople can be more successful by caring for their customers and argues that salespeople often focus too much on themselves and their own goals and how that self-serving mindset can be detrimental to the sales process. Mareo suggests that salespeople should focus on providing value and care to their customers. This approach, he argues, will lead to more satisfied customers and, ultimately, more sales.

About Mareo McCracken:
Mareo is the Chief Revenue Officer at Movemedical, where he guides the sales, marketing, and customer success efforts. Prior to helping head his Med Tech SaaS company, Mareo was the top-performing salesperson at multiple companies in various industries.

Outside of family, reading, food, travel, and sports--driving organizational and individual growth are his passions. He loves finding meaning at the intersection of revenue, organizational health, and individual performance. Originally from Boise, Idaho, and having lived in London, Hong Kong, Yuma, New York, Scottsdale, Houston, and Provo, McCracken now resides with his wife and children in San Diego.

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Learn more about your host:
Brittney-Nichole Connor-Savarda

Brittney-Nichole's book: The EQ Deficiency

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