Sales Philosophy with Mike Bosworth The Global Sales Leader Episode 45

The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship Coach

We are talking about what led to the invention of the consultative selling process that helped others companies copy the approach. Suppose we redefine selling as "facilitating the buying process". In that case, we can share a common objective with marketing people and eliminate the undesirable behaviours associated with salespeople - high pressure, product pushing regardless of buyer need, etc.

People love to buy but hate to feel "sold". Breakthroughs in neuroscience have determined that people don't make decisions solely based on logic; in fact, emotions play the dominant role in most decision-making processes.

What Great Salespeople Do gives you the tools and techniques to influence change and win more sales. Build better relationships and sell more effectively with a powerful sales story. "Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; in the best case, we can argue with the customer about numbers - purely a left-brain exercise that turns buyers off. This book explains a better way." (John Burke, group vice president, Oracle Corporation). "Forget music; a great story has the charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is

What Great Salespeople Do. A must-read for anyone seeking to influence another human being." (Mark Goulston, MD, author of the number one international bestseller Listen: Discover the Secret to Getting Through to Absolutely Anyone)

• Relax a buyer's scepticism while activating the part of their brain where trust is formed and connections are forged • Use the power of story to influence buyers to change • Make your ideas, beliefs, and experiences "storable" using a proven story structure •

Build a personal inventory of stories to use throughout your sales cycle • Tell your stories with authenticity and a genuine passion • Use empathic listening to get others to reveal themselves • Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers.

Jason Cooper Website: https://www.jasoncooper.io/ Im Jason Cooper.

My mission is to impact thousands of sales and business professionals to help them get what they want globally by transforming their ability to convert sales into revenue streams. Ima passionate tee about speaking with inspiring people who can give back and share their stories so that someone listening will gain knowledge or change what they do in their lives.

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