Joining me on this episode of Accelerate! is my guest Paul Cherry. Paul is President of Performance Based Results, LLC, the author of Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, and has a new book coming up called, The Closer: Be The Successful Sales Pro, Steal the Lead, Seal the Deal. Among the many topics that Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.
On Accelerate! Now: Episode 93 with Nancy Bleeke. Conversations That Sell: A Collaborative Approach to Sales That Wins
In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including:
- Why all sales calls are not conversations; but should be.
- How collaborative selling is different from, and more effective than, consultative selling
- The expertise you require to become a collaborative seller
- How to use collaboration to create proposals that win
- How to use sales conversations to uncover the true buying motivations that influence your customer’s decisions.
If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
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!).