Sales Transformation #183 S2 Episode 52 - 15 Years in Mission Work to B2B Sales Leader Selling with Dignity with Harry Spaight
HIGHLIGHTS
01:36 Harry's early life as a missionary and how it all transitioned for him in sales
09:36 Jumped on in B2B sales despite not having any experience besides doing missionary work
13:40 Placing missionary principles into sales and how it worked for Harry
16:12 Treat others the way they want to be treated
24:50 What people expect on Harry's book as well as closing statements
QUOTES
10:34 "I will succeed with love. So here I was a missionary work was all about serving people, and I'm going to bring love into the world into the corporate environment."
14:55 "Simple things like, listen before you speak, would be one example, right? Showing that you had empathy. So, I would listen to others who would ask questions and It would be a question, response, next question."
15:28 "Sales conversations are, you know, people are so quick to look for the silver bullet or the perfect script, questions, or this is how you run discovery. And the reality is every person, every situation, every company, there are just too many things that are dynamic to have one size fits all in every situation."
19:11 "So a lot of sellers think 'oh I can only ask for referrals if somebody bought from me. That's not really true, if you do the right thing and you help people you can actually build people who want to help. Build an army who want to help you."
21:56 "People don't buy that anymore, that high pressure super urgent urgency close. And also it devalues you, the seller, your company, the solution or the product or service that you sell. And ultimately it just pisses prospects off."
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Learn more about Harry in the link below:
- LinkedIn - https://www.linkedin.com/in/harryspaight/
- Selling With Dignity - https://www.amazon.com/Selling-Dignity-Harry-Spaight/dp/1956353011
Learn more about Collin in the link below:
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