Is decision-making as a buyer really as easy as it seems?

Today, I address the challenges buyers face in our VUCA world—Volatility, Uncertainty, Complexity, and Ambiguity.

This episode is a leg of our journey through the ethical selling terrain, inspired by my book "Ethical Selling." We're diving into how sales professionals can step away from the shadows of fear-based tactics and embrace a more enlightened approach that builds trust and empowers customers.

Think of us as guides on a hike, illuminating the way with clarity and confidence, leaving the ultimate choice to our customers.

In this discussion, I highlight the pivotal role of the ethical seller in crafting a secure and informed buying experience.

We'll explore the importance of giving customers the right information to make confident decisions, free from the pressures of manipulation.

The goal is to differentiate as a modern, professional salesperson by simplifying complexities and fostering long-term relationships built on trust.

Tune in to learn how to become a sense-maker in the sales process, guiding clients through options without making the choice for them, and ensuring that decisions are not just momentary but lasting and fulfilling.

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

Ever wondered why the price conversation dominates your sales meetings?

In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.

Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market.

I share actionable strategies to help you become a partner in your customer's journey, rather than just another vendor.

Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.

Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.

I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.

It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.

Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.

Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can transform business interactions.

Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.

I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.

This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.

This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.

By being detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.

Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.

I share insights on the importance of truly focusing on what customers say - and what they don’t say—using the two-to-one communication ratio.

By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

What happens when the discipline of an endurance athlete meets the dynamic world of sales?

Join me as I sit down with Jakob Thusgaard, founder of YourSales, who shares his journey from sporty ambitions to actionable habits, fuelled by revelations from "Atomic Habits."

Discover how he transformed his fitness routine by setting realistic goals and celebrating small victories, and how these principles can revolutionise your approach to sales.

Our conversation unpacks the power of consistent, incremental progress and the parallels between personal growth and professional achievements in sales.

As sales roles continue to evolve, Jakob and I address the implications of specialised roles like sales development representatives and account executives.

We delve into the potential pitfalls of compartmentalisation and emphasise the strength found in mastering the full sales funnel independently.

Through personal anecdotes, we reflect on the narratives we create about our roles and remind early-stage salespeople about the risks of rushing promotions before they’re ready.

Our insights aim to cultivate self-awareness and prepare sales professionals for sustainable success.

Finally, we explore why loving the core activity of your profession can make all the difference.

We discuss how passion for the craft, not just the product, fuels long-term success and ethical practice.

By finding purpose in both the exciting and mundane aspects of sales, professionals can achieve greater happiness and integrity in their careers.

Listen in as we underscore the importance of alignment and integrity, offering a roadmap for lasting fulfilment in the sales field.

Connect with Us:

Guest:

Jakob Thusgaard - https://www.linkedin.com/in/thusgaard/

Website: https://yoursales.com/

Host: Fred Copestake - https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/1mkLqLCErCM

Veteran sales coach and founder of Human Aligned Selling, Steve Myers, joins us for a transformative conversation on the evolution of sales strategies over his impressive 42-year career.

With Steve's invaluable insights, we explore how the internet and technology have shifted the salesperson's role from a product-focused expert to a master of human connection.

Our discussion underscores the enduring significance of emotional intelligence in sales success, stressing that while product knowledge is essential, the ability to connect personally with clients is the key differentiator in today's marketplace.

We also tackle the intriguing topic of AI in sales, highlighting its limitations in building trust and fostering genuine relationships.

We dive into the transition from feature-based to solution-based selling, illustrating how truly understanding clients' emotional and behavioural needs can be a game-changer.

Sharing personal experiences, we discuss practical tools like NLP and improv that can enhance communication skills, pushing sales professionals to continually learn and adapt to maintain their edge in this competitive field.

Our conversation takes a thoughtful turn as we examine the concept of equal business stature in client interactions.

We emphasise the importance of creating partnerships where both parties appreciate each other's time and expertise, encouraging salespeople to shift their mindset from subservient to collaborative.

Loved this episode? Take a moment to rate and review the podcast. Don't forget to check out the Collaborative Selling Scorecard (link below) to see how your sales approach measures up in today's ever-changing environment!

-------- EPISODE CHAPTERS ---------

(00:00) - The Evolution of Sales Strategies

(15:09) - Building Emotional Connections in Sales

(30:53) - Establishing Equal Business Stature in Sales

Connect with Steve - https://www.linkedin.com/in/stevemyers0/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/iwclMvo_i3Q

Welcome to the Sales Today podcast.

In this special episode, I’m celebrating the launch of my third book, Ethical Selling.

Listen in as I talk about the natural progression from collaborative and hybrid selling to an ethical approach that balances the needs of customers, companies, and sales professionals.

I address why ethical selling is the future, bust myths about it being "too hard" or "too soft," and provide actionable insights into implementing it in your sales practice.

Along the way, discover the ethical model and how its principles can elevate your sales game to create a win-win-win scenario.

I also introduce the Institute of Ethical Selling, a new initiative to certify and support ethical sales professionals worldwide.

What You’ll Learn in This Episode:

• Why ethical selling is becoming essential for success.
• How the ethical model works alongside existing sales methodologies.
• Practical strategies for empathetic communication, transparency, and building trust.
• Insights into the Institute of Ethical Selling and how it supports sales professionals.
• My personal journey in sales and how it shaped my passion for ethical practices.

Links and Resources:

• Buy my Book: Ethical Selling on Amazon

• Collaborative Selling Scorecard: Take the Free Assessment

• Connect with Fred: LinkedIn Profile

• Watch this episode: Watch on YouTube