On November 3rd, Jeffrey Lipsius will be presenting Selling To The Point at the AA-ISP’s (American Association of Inside Sales Professionals) International Unite Conference in Las Vegas.
AA-ISP is an organization dedicated exclusively to the profession of Inside Sales, the AA-ISP offers the international inside Sales community a wealth of resources to help raise the bar on the professionalism and performance within the sales community. The AA-ISP offers valuable services to help Frontline Sales Reps, Managers, Directors, VP’s and Senior Executives. improve their skills and performance.
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
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.
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
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.