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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Jan 9, 2021

My next guest on Scale Your sales Show is Peri Shawn the award-winning author Sell More with Sales Coaching. You may have read some of her articles in Selling Power,, Entrepreneur, Inc., and Forbes. Peri teaches and coaches sales VPs and their teams on how to leverage the neuroscience of buying to increase sales and improve the client experience.

00:00 Referrals Get Short Term Results and Long Term Exponential Growth.

02:49 Rather that pivot: Being responsive means there is a dynamic in which you are doing it.

06:06 How stressed an individual is, impacts their buying choices.

07:13 Multiple studies indicate that people have a good portion of their buying decision already complete.

08:39 Assess how far along will they be in their buying-decision, by the time you have that conversation?

10:35 Salespeople are stepping on buyer decision and convincing them in some ways not to buy.

13:06 Knowing what is important to buyers - gives you a starting point.

15:42 Giving buyers space to think.

16:24 Most salespeople go into the meeting thinking they need to be talking.

17:00 Sales presence: understanding what's going on for the client and their decision making that's happening in their brain.

18:20 We can only deal with 4 sentences and one question at a time.

18:58 Incremental improvement: getting better day by day.

19:40 Referral will get you results in the short term and it has exponential growth in the business.

20:45 Every referral you get, you get two more referrals.

23:00 Desert island, Peri would take a computer.

End 24:16

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