In How To Become A Rainmaker, by Jeffrey J. Fox, the author talks about the need to sell money rather than products or services. You are not selling medical devices, stocks, software, technology, services, etc. If you are doing it right, you are selling MONEY. What Fox is saying is to sell value instead of widgets. Dan, in this new episode, uses this as the launching point for this eye opening episode where he details the steps Sales Reps need to take to effectively sell value. Dan walks us through a new report by the RAIN group which states that nearly 60% of buyers find meetings with sales people useless. There are 5 key areas to where sales reps and sales leaders need to focus and improve to adequately grow in 2019:
1. Sell With Value
2. Train and Coach
3. Grow Existing Accounts
4. Improve Sales Management Effectiveness
5. Improve Time Management(e.g spend more time selling, man!)
Turn on your CarPlay and listen now! 🚗