Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach.

Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series.

In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/

Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/

Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/

In this episode, you’ll learn:

The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations.

The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers.

The significance of approaching every sales interaction with a sincere intention to add value to customers.

Jump into the conversation:

[01:12] Listening People into Buying

[03:49] Selling Requires Discipline

[06:23] Navigating Complex Sales

[12:41] Adding Value vs. Values-Based Selling in Sales

[15:32] The Power of Confidence

[16:30] The Art of Pre-Call Planning