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Stop Selling Start Leading with Deb Calvert #84
In this episode we welcome back Deb Calvert, best selling author, keynote speaker and founder of People First Productivity Solutions. Deb has recently been working in both the sales and leadership domains. Through that work she’s noticed an increasing need for cross-over between the two. She’s also observed when sales professionals take a leadership position when working with prospects, they are far more successful. Deb and I chat about how sales professionals need to Stop Selling & Start Leading.
Key Ideas
- Stop selling
- Use questions that cause the buyer to pause and consider
- Be curious
- Look for organic moments to ask thoughtful and probing questions
- Don’t assume you know what they want
- Ask if anything has changed since you last spoke
- Demand generation of interest
- Differentiate through leadership – start leading
Dialogic Conversation
Dialogue that creates a euphoric response. Buyers appreciate a positive experience when purchasing. Most dread being “sold to”. It’s the sellers responsibility to elicit a euphoric response.
Deb Calvert Links
Episode 26
Deb Calvert Bio
Books
Sales Training, Sales Coaching, Sales Consulting
Selling With Confidence is the online self-paced sales course that teaches you how to ….
- Be Yourself
- Add Value
- Make Sales
Go here and see how you can start selling with confidence today