Jeffrey Lipsius Interviewed on “Accelerate Sales” Podcast

In this podcast, Jeffrey Lipsius and Andy Paul talk about selling mindfully and how it can improve salesperson performance. Jeffrey describes ways salespeople can be less distracted and more customer-aware while selling. The interview covers aspects of selling that aren’t commonly discussed during traditional sales training conversations.

#mindfulselling #mindfulness #sales

Jeff Lipsius Interviewed on B2B Growth Podcast


How to Lead the Unspoken Sales Conversation Between You and Your Customer

I had a Great conversation about Selling To The point with Jonny Green! We talked about how salespeople can learn to coach customers to make better buying decisions. This is one of the best ways to build rapport with customers. The main reason customers want to speak with salespeople is because they believe it will help them make a better buying decision. Traditional sales training puts a lot of emphasis on improving the salesperson’s selling performance. Hardly any time is spent on developing the customer’s buying performance. Jonathan and I had a great exchange about this on the podcast.

#sales #salestraining

The Difference Between Theory and Results

Unicorn  If I ask as salesperson, “What’s more important, theory or results”? They would all say “results”. However, this isn’t what I always observe in the field. For example, salespeople rely on the use of selling points. Selling points are “theory”. Salespeople need to realize they won’t know how receptive their prospect will be to hearing those selling points until the actual selling conversation takes place. The best-derived selling points are useless when presented to unreceptive customers. The selling interaction would look more like an “intervention” than a sale.

This problem is alleviated when salespeople are the learners rather than the teachers (“Selling To The Point’s Law” #7). Salespeople first need to learn their customer’s preferences and priorities. This new awareness empowers salespeople to respond by modifying presentations for maximum receptivity and results.

#sales #results #sellingtothepoint

Mindful Selling interview with Jeffrey Lipsius

In this post, Nicole Jansen interviews me about how selling mindfully improves salesperson performance. I describe what mindful selling is, and how salespeople can try it out. When salespeople are more mindful they become more aware. Their powers of observation sharpen, enabling them to respond more appropriately to their customer’s decision process.

Salespeople need to be learners as well as teachers. Salesperson learning isn’t just limited to product training given at the home office. A substantial amount of learning happens during customer interactions. Observant salespeople learn more quickly what assistance their customers need for completing the buying process.


Sam Ball Reviews Selling To The Point!


Selling to the point was written by Jeffrey Lipsius and published this year. Jeffrey contacted me on twitter and asked me to review this book for him. When I’m asked to review books by the authors themselves I never know what to expect, I think I expect them to be bad because I usually read fantastic books (at least in my opinion) and struggle to see them living up to my normal expectations. Continue reading

Sustainable Selling is a “Win-Win”



Sustainable SellingCan you recall an instance when you bought a product that ended up in a landfill because it wasn’t what you really wanted? Now, think back to the decision-point of your purchase. What could a salesperson have said to you, at that moment, which would have helped you make a better decision? This is what I call “Sustainable Selling.” Sustainable selling is when salespeople employ selling skills to elevate the quality of their customer’s buying decisions.

Sustainable selling is as much in the salesperson’s best interest as the customer’s. Salespeople experience less resistance from customers who know their salesperson’s commitment is to help them make better purchasing decisions. Salespeople and customers work together as a team when they share this common goal.

It’s nice when salespeople help customers make more eco-friendly buying decisions. However, sustainable selling isn’t “sustainable” unless eco-friendly decisions endure beyond the salesperson’s visit. Within the definition of sustainability is the consideration of long-term impacts. If a higher quality buying decision always requires the presence of a salesperson then it’s not truly sustainable. Most buying choices happen without salespeople being present. Sustainable selling perpetuates when it impacts the customer’s decision-making rather than just the salesperson’s selling.

The ranks of customers who prefer to make eco-friendly choices have been swelling recently. Well-intentioned customers, however, may still fall short. An important first step toward sustainable selling is to make sure that customers who want to make eco-friendly choices are successful. For example, a well intentioned customer may decide to switch to rechargeable batteries. Since the batteries are for a second home he hardly lives in, their power drains before being put to use. The customer experiences the batteries to be dead when he needs them. He eventually throws them out, contributing to toxic waste. The problem was a lack of clarity during the customer’s decision making. Speaking with a knowledgeable salesperson wouldn’t have necessarily helped, unless the customer had told the salesperson about his objective for buying the batteries. He needed to specifically say they’re for a second house and won’t be used very much. The customer possesses this essential piece of information for making the best decision, not the salesperson.

If we think more deeply about the learning piece in this example, however, something else emerges. The customer may have in fact learned a valuable lesson about more clearly expressing objectives to salespeople, and if this indeed happened, then the batteries didn’t go to total waste. The buying experience was sustainable because similar mistakes will be avoided in the future. The customer will make better quality decisions going forward. The long-term benefit for the environment may be better than if the customer hadn’t had the battery experience.

For eco-friendly decision making to be truly sustainable, on all levels, salespeople must change. They need to become as cognizant of their customer’s decision process as they are about their own selling. This isn’t what’s happens now. Salespeople are trained to present products as if they know in advance why customers are going to buy them. Then they try to persuade customers to think the same way. Decision-making quality takes a back seat. This is short sighted because buying decisions obtained that way aren’t sustainable. Salespeople lose out in the long run when they don’t help customers make the best decision for that customer. Customers discover other products more suitable for their needs. They’ll eventually find a competitor’s product they’re more satisfied with.

Few things directly impact our quality of life more than the quality of our decisions. When salespeople help customers improve with this fundamental skill, sales relationships become truly sustainable.