Selling Insight with Stephen Timme and Melody Astley #394

Salespeople know that they have minimal time to catch an E-level’s interest in a product. Unfortunately sellers often lead with a product’s benefits, features, and bells and whistles without taking the time to analyze what might be important to the executive they are pitching to. in this episode Stephen Timme and Melody Astley of FinListics discuss importance of understanding the needs and desires that motivate E-levels to buy. With selling insight, you can frame a persuasive pitch mapping products to buyer desires.

Buyer Driven Selling Insight

The buying journey has changed with a SaaS based economy. According to Melody since there are so many stakeholders, sellers need to understand how they think. In their book they found 70% of buyers believe the sellers don’t know their business. They have higher expectations when buying.

Stephen and Melody have created a 7-step selling framework.

- Find out the primary buyer goal
- Know what’s going on in the industry
- Look the financial KPIs executives focus on
- Map the metrics to your solution benefits
- Understand specific goals of stakeholders
- Give insights value solution will bring to the organization with business cases.

Take Action Today

Adopt an executive mindset by learning how executive buyers think. Build credibility by developing financially driven points of view (don’t worry, you don’t need an MBA for this). Communicate with impact by speaking your buyer’s language enable your sales force to understand the industry they are selling in.

First tell them how, then how much. Get into the numbers later.

How To Find FinListics

To find Dr. Stephen Timme and Melody Astley of FinListics:

- Finlistic Solutions website
- Stephen on LinkedIn
- Melody on LinkedIn
- Find the book here Insight Led Selling

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Thank Our Sponsor Habanero Media

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques.

Pushy sales doesn’t work! The key is to build trust over time. What tools do we use? LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

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Listening Options

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