Sales skills are a part of life. Doug and Graham talk about some important points related to selling and sales skills to help everybody achieve more.

YouTube Video of Episode: https://youtu.be/wVBFRVDDMd8

Doug's business specializes in partnering with companies and non-profits to capture overhead cost savings without layoffs to fund growth and strengthen financial results.

Schedule time with Doug to talk about your business at www.MeetDoug.Biz

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[Music]

[Introduction]

Welcome to the terminal value Podcast where each episode provides in depth insight about the long term value of companies and ideas in our current world. Your host for this podcast is Doug Utberg, the founder and principal consultant for Business of Life, LLC.

Doug: Welcome, everybody. We have Graham Phelps on the line. Graham is from the United Kingdom. And he has one of the coolest accents I have ever heard. He actually works with me as an expense reduction analyst to help companies not just cut their cost, but really optimize their cost structure. So it's more than just negotiating low contracts. But it's really about making sure to monitor all those processes, so that nobody gets any sneaky costs slipped in on by the vendors, our grant, how are you doing?

Graham: Oh, wow. Thank you, Doug. I'm very well, and thanks for the flattery compliment. Get you everywhere with me? Absolutely. Pleasure to be here. Very good to take, take this time an opportunity to share some ideas with your listeners. 

Doug: Absolutely. And so Graham is a very humble guy, but he is actually a, he's exceptional at sales, training. And grant, one things I'd love to do would be if you could share some of your insights about what makes people succeed in sales, because he's actually far more experienced. And he looks I'm not going to give away your age grant. But some of his stories will. But he this man has a wealth of experience and wanted to share some of that with our viewers and listeners.

Graham: Okay, well, I suppose one of the things that I've learned most in the last 10 15 years is a realization that the more you try and sell things to people, the less they want to buy from you. And, and also that your role as a salesperson, when I started, no, 30 40 years ago, there was no internet, it was brochures, and what you could find out from asking around, but you know, 15 minutes before you turn up on the screen, they've gone through your website, they've googled your company, your product, they know more about you than you do, for goodness sake, right. So you've got to add value in a different way. Today, it's not just about knowledge and information. And you have to take that role as a consultant, and you have to go in and do a diagnostic of where you can help them and identify they're not just physical needs, but their emotional and psychological thought process of how they make a decision for your product or service. And that's when choosing a new accountant or choosing where to buy a sandwich at lunchtime.

Doug: I mean, I think that's, that's actually really profound, just because what it fundamentally means is that the model for sales is probably in the midst of shifting, you know, because of course, right, you know, you'll you get a lot of people who like to play around on social media who say that, you know, calling is dead. I don't think calling is ever going to be dead. But I think the way that people close sales are really going to be shifting over the next few years.

Graham: Yeah.

Doug: That's, that's just something that I find completely intriguing. Just because, of...