September 16, 2022

A Conversation with Scott Roy and Roy Whitten

45 minutes

Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople.

HIGHLIGHTS

Selling multimillion deals in London is the same as selling seeds in Cambodia

DQ: Selling is not about persuading, it's about raising decision intelligence

Transform management so selling becomes more about behavior change

QUOTES

Decision intelligence defined - Roy: "This view of selling that it's fundamentally about convincing people to buy, that is one of the reasons that things aren't working. And this is why we've developed decision intelligence selling that what DQ selling is about is not trying to convince the customer to buy, it is leading the customer to improve their decision intelligence, their DQ, so that they can make the best possible decision for their business."

The fundamentals of transforming people - Roy: "If you're going to really transform somebody, you've got to go after 3 things: their attitude, their competence, and the way they execute. And you've got to do it in a holistic fashion and it starts with transforming and giving people the ability to literally recognize their mindset and shift it. Not wait for it to shift, but shift it themselves. That is part of the magic sauce."

Change the way people manage to change the way sellers sell - Scott: "Managers can screw things up faster for a sales team than the management coach can get to them to help fix it. Managers, with one email or one one-to-one conversation or the way they set targets or the way they jerk people around in targets or they can do more damage in 5 minutes than 1 attitude coach just can't be there to fix it. So we think what's needed is a transformation in management."

Find out more about Scott and Roy in the links below:

LinkedIn (Scott): https://www.linkedin.com/in/scottaroy/

LinkedIn (Roy): https://www.linkedin.com/in/roywhitten/

Website: https://www.wrpartnership.com/

Email: [email protected]

Amazon book link: https://www.amazon.com/Decision-Intelligence-Selling-Transform-People/dp/1952654068