Accelerate Podcast with Andy Paul
November 24, 2015

On Accelerate! Now: Episode 39 with Elinor Stutz. Customers Don’t Care What You Know, But Want To Know That You Care

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results. In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you’ve been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with them on their buyer’s journey. You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

 

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More about Elinor Stutz

The one book every salesperson should read?
Think and Grow Rich by Napoleon Hill.

What's the most powerful sales tool in your arsenal?
Twitter app

Who is your sales role model?
Napoleon Hill

what's the favorite music that you listen to psych yourself up for a sales call?
Motown

Contact Elinor Stutz

Contact Elinor:

Website: http://www.smoothsale.net

Sponsors

ConnectAndSell:

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Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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