Are your assumptions about your customer base holding you back?

This week Mark is joined by Carole Mahoney, author of Buyer First: Grow Your Business with Collaborative Selling, and the founder of Unbound Growth, to talk about how asking the right questions can make you a better salesperson. They also discuss how active listening is crucial for identifying clients' underlying challenges and objectives and review six sales mindsets that may be keeping you from selling more.

Here are some of the topics Mark and Carole discuss in this episode:

• Why successful sales are built on the foundation of deeply understanding and addressing customer needs

• How collaboration with clients leads to more innovative and fitting solutions

• How educating clients is a key strategy for building trust and establishing long-term partnerships

• Why actively listening and asking open-ended questions are essential skills for uncovering the true needs of clients

• How adapting sales approaches to focus on problem-solving and value creation enhances customer satisfaction and loyalty.

• The role empathy plays in understanding and meeting client needs

• The six mindsets that impact sales techniques

• How the “IKEA effect” leads to more sales

• How shutting up can help you win more deals

• The three questions you need a “yes” to before you close a deal

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