#sandler #sandlerworldwide Are you looking to up your sales game?  In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.   In today's tech-driven world, it's easy to get lost in a sea of AI and tech tools. But Colin reminds us that the key to success is tailoring the sales process to the individual customer based on their personality and what they care about. He shares valuable insights on how to build a connection with customers, from prospecting to negotiating and closing.   So if you're ready to take your sales game to the next level, make sure to join this episode!   Timestamps:   0:00:18 - Selling to the Person and Not the Persona with Colin Mitchell 0:02:23 - The Power of Human Selling in the Age of AI 0:04:14 - Exploring the Benefits of AI for Sales Teams 0:08:02 - Exploring the Benefits of Technology in the Sales Process 0:13:57 - Leveraging AI and Human Instincts 0:20:56 - Selling to the Person, Not the Persona 0:22:44 - Applying Sales Methodology Differently to Every Call 0:24:46 - Succeeding at Selling to the Person, Not the Persona    Key Highlights:    Human salespeople are most valuable in tailoring the sales process to the individual customer, not just a general persona.   Technology should be leveraged at different stages of the sales process, depending on the specific use case. This can include early prospecting, marketing automation, conversational intelligence, and follow-up and closing tactics.   Use technology to enhance the sales process, not replace it entirely. AI can be used to read scripts, but human judgment is still valuable in sales.     =========================================   SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

How to Succeed at Selling to the Person not the Persona

The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com for more information.

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In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and Carol discussed effective communication strategies for de-escalating conflict.  Join us as we delve into the significance of leveraging champions in intricate sales scenarios. Discover how champions go beyond mere support, investing their political capital for your cause. Explore the art of nurturing profound connections with champions through meaningful, personal gestures. Uncover the secrets to building lasting relationships that transcend the ordinary.  Timestamp  00:10 Leveraging internal champions for complex sales, avoiding common mistakes, and identifying potential champions. 08:32 RFP process, champions, and sales process with a focus on enterprise sales and triangulating the truth. 13:29 Leveraging champions in sales meetings for effective communication and decision-making. 18:17 Building relationships and finding solutions with a champion in a competitive RFP situation. 21:56 Sales techniques for large deals, including handling detractors.   Key Takeaways    Leveraging champions is essential in complex sales deals with multiple stakeholders.   A champion is someone who not only supports you but also invests their political capital on your behalf.   Techniques like pre-proposal meetings and passing the baton of power can help leverage champions effectively.   Triangulating the truth by meeting with different stakeholders and understanding their personal motivations is crucial.   Building deep-rooted relationships and doing things that are significant, personal, and unexpected can strengthen the bond with champions.     ========================================= SUBSCRIBE:  https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature;=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

How to Succeed at Leveraging Your Champions with John Rosso

In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and  effective communication strategies for de-escalating conflict.  Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills! Timestamp  0:11 De-escalating conflicts and managing difficult conversations. 6:09 How to handle customer complaints in sales conversations. 12:01 How to approach conflicts and negotiations by understanding the other party's goals and reframing questions to find mutually beneficial solutions. 19:38 Escalation and de-escalation of conflicts, with a focus on communication and preparation. 23:01 De-escalating conflicts through active listening and empathy. 31:29 Conflict management strategies with Carol Bowser.   Key Takeaways    Conflict can be de-escalated by reframing complaints as requests and understanding the underlying needs and goals of the other party.   Creating a collaborative and problem-solving mindset can help find workable solutions and build long-term relationships.   Using the word "yet" instead of "but" can balance both sides of the conversation and prevent escalation.   Acknowledging valid points and reflecting on the significance of the information shared can help de-escalate emotional intensity.   Remaining calm, cool, and collected during conversations can create a safe space for open dialogue and problem-solving.   ========================================= SUBSCRIBE:  https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature;=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

How to Succeed in De-escalating Conflict with Carol Bowser

In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points. Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.   Timestamp  0:13 Selling technology and ROI conversations with Sandler trainer. 3:51 ROI conversations in sales, myths, and misconceptions. 7:53 Sales techniques, including identifying pain points and demonstrating value. 12:40 Sales techniques, ROI, and budgeting for software and sales training. 17:23 ROI calculations and cost savings strategies for businesses. 20:56 Sales training, personal pain, and success definition.   Key Takeaways    The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.   ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.   It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.   Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.   Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.   ========================================= SUBSCRIBE:  https://www.youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f   Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

How to Succeed at Having ROI Conversations with Rich Chiarello

In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity. Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success. Timestamp: 0:12 Influencing people, focusing on liking and knowing the person. 4:23 Principles of influence, including liking, reciprocity, authority, and social proof. 9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies. 13:22 Building trust and credibility in business through likability, self-orientation, and reframing. 18:13 Sales psychology and principles with Brian Ahearn.   Key takeaways    Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.   Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.   Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.   Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.   The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.   Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.   ========================================= SUBSCRIBE:  https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

How to Succeed at Influencing People with Brian Ahearn

In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines. Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress.  Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation. Timestamp  0:13 Reducing stress in sales with a special guest from Pressure Free Living. 1:09 Stress management and its misconceptions. 6:04 Stress response and its impact on sales performance. 10:34 Triggers for fight or flight response and its impact on body functions. 15:26 Managing stress and improving mental performance through self-awareness and training. 19:37 Productivity tools and mindset shifts for sales professionals. 23:58 Public speaking, stress management, and leadership. 29:36 Overcoming stage fright and achieving success in sales. Key Takeaways    Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones.   Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones.   Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment.   Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales.   Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.     ========================================= SUBSCRIBE:  https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

How to Succeed at Selling to the Person not the Persona

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