Today's topic is humanity in sales. At this time of automation and technology, how human is your sales process? How do you connect with humans and genuinely care about solving their problems? Effective selling starts with understanding human needs, acknowledging their circumstances, not just our needs, and our scripts. And if we can meet those very human needs, at every point in the sales conversation, we are going to be forming better prospect relationships, and ultimately having better sales outcomes. Give your prospects the autonomy at every stage of the conversation, make them feel that they're free to say no, they're free to say they're not interested. If someone is not psychologically or emotionally in a place where they're ready to buy, we as sellers, it's our job to prime them.

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Mary Grothe

Jordana Zeldin

In this episode, let's talk through the journey from sales rep to sales leader. Often the top sales rep gets put into a management role and the expectation is they should just be able to turn every other performer into a top rep in the newsflash. One of the missteps is understanding how to put ourselves in other people's shoes. Invest in the salesperson as a person, you will notice that they will do far above what is expected of them. That shift from sales rep to sales leader takes time. Anytime you're stepping into that sales leadership role, there's the empathetic approach of identifying who your salespeople are, slow down, empower your people to sell at the highest level, help them identify their blind spots and areas of opportunity. 

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Mary Grothe

Not all women are set up the same way in their current professional environments where they have several top performers on their team or female executives, or those that are modeling it for them and paving the way for them. Diversity and perspective are very powerful. If you don't have a model or a mentor that will help shape your belief systems, don't put yourself in a box. Seek out the next step in your careers and build a business plan that outlines your bare goals. Join sales communities like Women in Sales Club or Thursday Night Sales.

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Mary Grothe

Alexine Mudawar

As a salesperson, how do you avoid discounting? How do you close a sale without offering discounts? Having the right sales strategy is critical in closing a deal. Make sure that your prospect understands the value that you provide, convince them to make an investment on getting your product or service because it meets their needs and fixes their problems. Stop sounding like you are discountable. Salespeople lack the PCE: Passion, Conviction, Enthusiasm. Price is only an issue in the absence of value.

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Mary Grothe

In this episode, we are joined by Steve Parry, President of Sales Productivity Consultants as we deep dive into sales coaching and why most sales coaching doesn't work. If you're having a cycle of turnover with your reps, they're not hitting the number, and it's something prevalent in your organization, Steve can walk you through the process and help you identify where the gaps might be. Learn effective techniques to successfully coach your sales team. 

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Mary Grothe

Steve Parry

One of the greatest talents of salespeople is how they present, how engaging they are, how well they're able to create conversation and discovery, identify problems, and then how they translate the answers they get into, and how they can solve that person's needs. Sets up your salesperson to be able to shine in their element, let them come to work, go through your onboarding and training and understand your product and service your company's story. They're going to be at that comfort level when they're through training. Be a good communicator, and let them set up the roleplay scenario.

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Mary Grothe

Today, we have brought on Aleasha Bahr to talk about sales for introverts and ambiverts. We've seen problems with corporate making everybody do the exact same process, even though everybody isn't exactly the same and they don't care so much about the quality of client results. Learn more about her sales strategy specialized for introverts and how to sell more with a sales approach that's customized to introvert salespeoples' strengths. 

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Mary Grothe

Aleasha Bahr