Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships.

In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors.

In this episode, you’ll learn:

The importance of active listening in understanding customer needs and concerns to provide tailored solutions.

How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers.

The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers.

Jump into the conversation:

[00:00] Introduction to Mental Selling

[01:56] Moving Beyond the Tell-Sell Paradigm

[06:36] Value Trumps Access

[09:15] Listening To Understand

[13:44] The Neuroscience of Selling

[21:17] Mitigating Risk and Fear in Sales

[24:11] The Art of Consultative Selling

[28:05] Shifting Accountability

About the guest:

John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing.

Resources:

John on LinkedIn: https://www.linkedin.com/in/john-crowder/

Connect with the host:

Will Milano on LinkedIn: www.linkedin.com/in/willmilano/

Learn more about Integrity Solutions: www.integritysolutions.com/