Moving From Models to Mindset with John Reid #252

Ever read a book on sales, get excited and then put into action what you’ve read? Then to your surprise you find that it didn’t work out as planned. This is despite the fact that you followed the steps to the tee! Today’s guest believes it’s really about your mindset. John Reid, author of the book Moving from Models to Mindset, Rethinking the Sales Conversation believes we must have a mindset of Curiosity, Wondering, Discovering and Empathy. Once we do that, we’ll know what to do.

Sales Models

Many authors have created a model and process for successful selling. The authors are trying to make it easy for the readers to remember and apply the principles. However most salespeople are not that curious and fail to internalize the lessons. This is a mindset gap.

Too often sales training is based on a Sage on the Stage who has a cookie cutter model. The world has changed so much and most likely it will not be a perfect fit for your sales organization.

Lessons to Learn

Be genuinely curious, use that to drive your questions
Just have a point of view but realize it’s subjective. Be fascinated in your customers point of view
Customers want to talk about themselves, let them
You don’t need to close a sale today, you’re playing the long game
Persuade through involvement, get the buyers engaged

Take Action

Ask the following: What would you do if you were me in your position?

How To Find John Reid

John is easy to find online:

Website:www.jmreidgroup.com
Twitter: https://twitter.com/jmreidgroup
Facebook:www.facebook.com/jmreidgroup/
LinkedIn:https://www.linkedin.com/in/john-reid-a3007a2/

Email John for a copy of his book (only 10 copies) john @ jmreidgroup.com

Moving from Models to Mindsets: Rethinking the Sales Conversation

Selling Mindset

Listen to these episodes and learn more about the selling mindset.