Why The Increase In Technology Is NOT Helping Increase Win Rates
TheInquisitor Podcast with Marcus Cauchi · Marcus Cauchi, Sandler Training (South East)
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Show Notes
"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer.
Understanding who you are talking to creates an opening for them to want to understand you. A powerful opener for understanding is telling 2-way stories which inspire the other person to tell their story too. Setting the stage and understanding the back story is critical. 3 critical skills you have to develop to be effective in sales are:
- Learn to Facilitate
- Learn to Collaborate
- Learn how to Disagree
Abdicating the solving of our problems to technology has amplified our problems by masking them and letting them persist. So often, such decisions are made because no one unmasks the real problem at its cause.
In this lively discussion, Chris and I explore the power of #playbooks, #mapping the #customerjourney and much more.
Chris can be contacted via LinkedIn on https://www.linkedin.com/in/salesnerdo/
Twitter: salesnerdo
SalesStack.io #ShiftHappens on #Slack--
Book a 1 to 1 with me to explore how you can scaleup and achieve hypergrowth without hiring an army of mediocre salespeople or wasting a fortune on unproductive marketing or advertising - https://calendly.com/marcuscauchi/linkedin-discovery-call
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