Accelerate Podcast with Andy Paul
August 22, 2016

How to Coach Your Prospects To Make Better Decisions. With Jeffrey Lipsius. #233

Jeffrey Lipsius is the President and Founder of Selling To The Point. He is the author of an interesting new book called, Selling to the Point: Because The Information Age Demands a New Way to Sell. In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps. Among the many topics we explore are the important steps sales reps can take to increase their influence with their prospects and how reps can become a “decision coach” to help customers make better purchase decisions.

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More about Jeffrey Lipsius

What’s your most powerful sales attribute?

Asking questions.

Who is your sales role model?
Timothy Gallwey, author of The Inner Game.

What music is on your playlist right now?
My favorite band is Yes.

What’s one book that every salesperson should read?
Power Questions by Ded C

Contact Jeffrey Lipsius

Contact Jeffrey:

Website: www.sellingtothepoint.com

Email: JeffL@sellingtothepoint.com

Sponsors

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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