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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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Apr 4, 2021

My next guest of Scale Your Sales Podcast works internationally as a sales transformation consultant, conference speaker and seminar leader in the areas of sales and negotiation performance. He’s the bestselling author of five books, has worked in over thirty countries with a client list that includes some of the world’s largest and most successful companies. He is also the co-founder of the UK’s leading sales podcast “The Sales Chat Show”. Welcome to Scale Your Sales podcast, Simon Hazeldine.

00:00 Why you must redefine the sales profession in the post-pandemic.

01:44 Why with the pandemic we have to adapt to the new reality of the virtual environment?

04:49 What are the advantages of the virtual environment.

07:17 Why in virtual negotiations, negotiators that conduct five minutes of small talk achieved better business results.

09:51 Why we need to redefine the notion of professional?

11:10 How starting with the customer then talk about how you may be able to help them is critical.

15:19 Why some people think that salespeople do not add value.

16:20 Why it is much easier to sell to customers who know you, trust you and are comfortable with your value.

19:47 Find out the 3 options are available to facilitate the decision-making process.

22:06 Do you show respect for the buyer’s and Customer’s time?

25:30 End