Best Of Sales Skills Podcast
The 6️⃣ Fundamentals of Sales Know-How 📈 Ian Cartwright
Jun 12, 2022
Sales coach Ian Cartwright discusses the 6 fundamentals of sales know-how, including positioning as a trusted advisor, asking the right questions, overcoming slumps, and career advice. They also touch on the challenges of scaling revenue, understanding customer needs, and the importance of authenticity. The podcast concludes by discussing the benefits of a VIP sales mail, overcoming challenges in sales during COVID, and the value of helping rather than selling.
29:19
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Quick takeaways
- Position yourself as a trusted advisor to clients and avoid being weighed down by sales targets.
- Analyze your customer base to identify opportunities for growth and offer additional products or services that meet customer needs.
Deep dives
The Six Fundamentals of Sales No-Hair
Ian Cartwright, a sales coach from New Zealand, discusses his newly released book, 'The Six Fundamentals of Sales No Hair', which offers practical advice for sales professionals. He emphasizes the importance of positioning oneself as a trusted advisor to clients and avoiding the pressure of sales targets. Cartwright suggests asking insightful questions to understand customer needs and focuses on helping customers solve problems rather than solely selling products. He also highlights the value of analyzing existing customer base and identifying white spaces to expand sales opportunities. The goal is to maximize revenue from current customers while also pursuing new business.
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