Join Levent and founder and principal consultant of Brindis, Fred Copestake as they discuss modern sales tactics and what it takes to be successful in sales in this episode of The Conquer New Markets podcast.
Learn the six elements of selling, how to adapt your sales process to other cultures, why salespeople need to master collaborative selling and how you can use the partnership mindset to increase your sales and grow your business through the power of PQ.
- Modern sales tactics can be categorised into three main areas. Busy - where salespeople are active but ineffective. Oldy worldy - where salespeople are deploying outdated techniques and tactics and muddled mindset - where the salesperson isn’t able to solve the client’s needs and is confused as to their role within the business.
- There’s a stigma attached to selling that can be overcome with a partnership mindset. Salespeople need to position themselves more as a collaborative selling, working together with a client to solve their problems and achieve their goals.
- There are six elements involved in selling. Trust between the salesperson and the client. a win-win orientation, agreeing on a mutual benefit, becoming interdependent with one another, displaying transparency, giving honest feedback to the client, being comfortable with change and always having a future focus.
- Sales people must become more customer-centric focus in on the problem the client is having and then find the product or service that will deliver that outcome. Sales people need to adopt a partnerships mindset by working together with clients.
“Sales people are change agents and the current status quo is the biggest challenge to that”
“There’s always a stigma attached to selling but without sales companies can’t do anything”
“You’ve got to set your first impressions before somebody even meets you”
“There’s been a big shift in selling in the past year and salespeople need to adapt but using the foundations of what it takes to be a good salesperson”
ABOUT THE HOST
Levent Yildizgoren, author of 'Good Business in any Language', is an award winning entrepreneur, localisation professional and a PRINCE2 qualified project manager.
ABOUT THE GUEST
Fred is Founder and Principal Consultant at Brindis. He is an experienced consultant specialising in the field of sales, leadership and performance. Always focusing on the desired outcomes, Fred’s approach sees him work with his clients to discover new and more powerful ways of how they can do business, build mutually beneficial relationships with their customers and increase revenue. Fred is also the author of Selling through partnerships.