Creating Clarity As A Sales Process With Hamish Knox

On this episode of the Story Engine Podcast, we're talking with Hamish Knox. Hamish is a sales expert from The Sandler Group. He discusses the unique Sandler approach to sales, which focuses on gathering information rather than giving it, and how this can transform client relationships. Hamish shares transformative client stories that highlight the shift from metrics-oriented sales to relationship-focused interactions. The conversation also covers common sales myths, the role of accountability, and the significance of supporting clients as whole human beings. 

In This Episode

• Creating clarity through storytelling is essential in sales.
• Sandler's approach emphasizes buyer safety and effective communication.
• Salespeople should focus on gathering information, not just giving it.
• Building relationships is more important than metrics in sales.
• Time management can improve significantly with accountability practices.
• Supporting clients as whole human beings enhances relationships.
• Effective communication requires clarity and ownership of messages.
• Sales is a non-linear process that requires adaptability.
• Transforming a metrics-oriented mindset can lead to better outcomes.
• Creating clarity in communication is a leader's primary responsibility.

We Discuss

03:59 Understanding Sandler's Approach to Sales 06:39 The Importance of Human Connection in Sales 09:44 Transformative Client Stories 12:52 Gathering vs. Giving Information in Sales 15:49 Overcoming Common Sales Myths 18:42 The Role of Accountability in Sales 21:32 Supporting Clients as Whole Human Beings 24:38 Creating Clarity in Communication