Morris Sims | Changing With The Times— The Sales Process Post-Pandemic

On this week’s episode of Conversational Selling, we speak with special guest Morris Sims. Morris had a fantastic career at New York Life Insurance, eventually becoming the Chief Learning Officer for sales, and heading a training department responsible for training over 80,000 agents and managers. He has since gone on to become an instructor at The American College and President of Sims Training and Consulting.

“In my opinion, the real impact is on how we communicate with one another. Sitting across the table from each other probably isn't gonna happen as much as it did once, in the olden days, prior to COVID-19, but the sales process itself has not changed, in my opinion. We still have to approach people, we still have to help them figure out what it is they want and need, and then show them solutions for that and help them make a decision. That's the sales process— it always has been and always will be,” says Morris about the pandemic’s impact on the sales process.

We chat about the pandemic’s impact on the sales process, as well as:

• His insights on sales training

• What elements make a salesperson effective

• The future of selling and what makes him optimistic

• The importance of asking questions, and what kinds of questions a salesperson should ask