30 min listen
Episode 39: Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz
Episode 39: Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz
ratings:
Length:
33 minutes
Released:
Nov 24, 2015
Format:
Podcast episode
Description
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!).
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!).
Released:
Nov 24, 2015
Format:
Podcast episode
Titles in the series (100)
Episode 1: Sales Best Practices in Prospecting, with Mike Weinberg, best-selling author of "New Sales. Simplified.": In this episode, Mike shares some of his key recommendations for disciplined prospecting and why there's a huge need for greater specialization in sales roles. by Sales Strategy & Enablement by Revenue.io