What if the secret to closing more deals is as simple as understanding what your customer really wants? 

This week, Mark is joined by Karl Becker, the founder of Improving Sales Performance, and author of such influential books as Iceberg Selling, Set Up To Win, and Sales and Marketing Alignment.

A seasoned expert in forging meaningful client relationships, Karl explains the benefits to seeing beyond the obvious in sales. He walks us through the best practices of iceberg selling, a technique based on the understanding that, for every person, company, and situation, you can only see 10% of what's really going on. 

So if you’re ready to not just meet your sales goals but also really connect with your clients, Karl's insights are exactly what you’re looking for.

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

• The five best practices for “iceberg” selling

• The table stakes for a salesperson

• How sales is like being a guide

• Four mindsets to set you up for success

• How probing deeper can uncover the real issues/opportunities

• Switching between an introverted and extroverted communication approach

• How open-ended questions engage clients help you understand their perspectives better

• Ways to gain access to the 90% of information that is below the surface

• The significance of listening actively and empathetically

• Karl’s favourite “conversation-starter” question

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