The Win Rate Podcast with Andy Paul How to Use Context and Understanding to Win Your Next Sale
Welcome back to The Win Rate Podcast! Today Andy welcomes two incredible guests, Mark Hunter, (the Sales Hunter), renowned sales speaker, consultant, and author. And Jeff Bajorek, Chief Revenue Officer at Orases. sales trainer, and advisor for B2B sales leaders.
The group kicks off the conversation talking about the importance of realizing that every customer feels that they and their company are unique, and discuss the best way to exhibit both your depth of experience and your ability to connect personally to close deals. They talk about the inherent tension in sales conversations and how casting a wide net can dilute the context and effectiveness of each prospect. They explore the fear that salespeople may have in creating the appropriate tension and the misconceptions that often surround the sales process.
Mark and Jeff share their insights on the importance of qualifying leads and creating relationships with customers that build trust, remove risk, and make clients feel safe with you. Andy agrees and remarks that while AI will be able to emulate many things, there are these human elements that are irreplaceable. They challenge the notion that every lead should be moved to close and they all agree that an overcrowded pipeline is a leading cause of low win rates (Even though there is often pressure to keep filling your pipeline).
Mark, Jeff, and Andy all bring insightful personal experiences from their deep sales experience to this episode. Most of it boils down to some simple things. Be patient enough to educate and often re-educate your customer, be open, be human, be curious, and be likable.
Connect with Jeff and Mark on LInkedIn
Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!
Thank you to our sponsors -