On this special episode of B2B EQ, we’ve compiled some highlights from past episodes around the topic of creating confidence in your buyers. Having a strong relationship where your buyer views you as a trusted partner is a crucial part of today’s sales landscape. In this episode we’ll show you how with clips from from Richard Harris: Founder of The Harris Consulting Group, Cassandra Anderson: VP of Revenue Operations at Drips, Ali Rastiello: VP of RevOps at Health Catalyst, and Kasey Stinson: VP of Sales Enablement & Product Marketing at Co-op Solutions. We hope you enjoy this episode!

Takeaways:

• You’re going to ask questions on a sales call, but you don’t want it to be an interrogation. You need to earn the right to ask questions by establishing the parameters, creating a good space for conversation, and giving your customer space to ask questions back.
• In today’s market, buyers are more educated, know the problem they are facing, and are actively looking for a solution. Sellers need to step up and hear past what customers are saying to identify the pain, to apply the right solution.
• Gathering info is crucial in sales, but it needs to be the right info. Instead of asking questions to check them off, focus on learning about their business objectives, the things they are struggling with, and how you can be of service.
• Building genuine connections and emotional rapport with clients is crucial in effective buying and selling, as it leads to easier business transactions and positive partnerships. Your people are your organization’s most valuable assets.

Links:

Connect with Richard:

• LinkedIn: https://www.linkedin.com/in/rharris415/
• Twitter: https://twitter.com/rharris415
• Company Website: https://theharrisconsultinggroup.com/
• Podcast: https://www.surfandsales.com/the-surf-sales-podcast
• Podcast: https://theharrisconsultinggroup.com/sales-rants-podcast/
• Book: https://www.amazon.com/Owning-Your-Job-Search-application-ebook/dp/B08TQHBVQF
• Episode: https://www.uniphore.com/podcasts/b2b-eq-podcast/?wchannelid=j4n6scbg66&wvideoid=za5a0owyav

Connect with Cassandra:

• Twitter: https://twitter.com/Cass8775
• LinkedIn: https://www.linkedin.com/in/thecassandraexperience/
• Website: https://drips.com/
• Episode: https://www.uniphore.com/podcasts/b2b-eq-podcast/?wchannelid=j4n6scbg66&wvideoid=t6fjz5r4cj

Connect with Ali:

• Twitter: https://twitter.com/Diva_Ali
• LinkedIn: https://www.linkedin.com/in/alirastiello/
• Website: https://www.healthcatalyst.com/
• Personal Website: https://www.alirastiello.com/#about-me
• Episode: https://www.uniphore.com/podcasts/b2b-eq-podcast/?wchannelid=j4n6scbg66&wvideoid=o6eaksapg6

Connect with Kasey:

• LinkedIn: https://www.linkedin.com/in/kasey-stinson-ab1b8210/
• Website: https://www.coop.org/
• Episode: https://www.uniphore.com/podcasts/b2b-eq-podcast/?wchannelid=j4n6scbg66&wvideoid=580e64qlz1

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M