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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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  2. #264 Richard Harris - Why the Buyer's Experience Matters More than the Journey in Sales

#264 Richard Harris - Why the Buyer's Experience Matters More than the Journey in Sales

Oct 21, 2024

In this weeks’ Scale Your Sales Podcast episode, my guest is Richard Harris.

Richard Harris, Author the Seller’s Journey, teaching sales reps how to earn the right to ask questions, which questions to ask and when.

In today’s episode of Scale Your Sales podcast, Richard discusses the evolving sales landscape, focusing on essential skills like coachability, teamwork, and handling disagreements. He shares innovative interview techniques and challenges assumptions about sales roles, highlighting how introverts often excel. They also explore the impact of AI on sales education and the ongoing importance of human interaction.

Welcome to Scale Your Sales Podcast, Richard Harris.

 

 

Timestamps:

00:00 AI accelerates sales and product knowledge education.

06:12 AI supplements training; human connection remains essential.

08:00 Success relies on mindset, coachability, and implicit skills.

11:14 Learning effective sales techniques through interview questions.

15:55 Bottom performers extroverted; top performers introverted.

18:37 Handling objections through professional disagreements and coachability.

22:35 Buyer’s experience navigates a seller's journey.

25:05 People now comfortably make large online purchases.

28:25 Identify sceptics to improve client experience.

30:37 Activating LinkedIn notifications to follow updates.

 

 

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Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

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