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Learning To Listen - Debra Senra - B2B EQ - Episode #16
This week on B2B EQ we’re featuring an exceptional guest who balances growing both the bottom line and her team. She’s a skiller leader who is equally proficient in sales practices as she is dad jokes. Joining the show this episode is VP of Sales and Client Experience at ThreeFlow, Debra Senra! Listen along to host Tim Harris and Debra as they dive into a captivating conversation about the importance of active listening in sales, the need for adaptability in changing buying personas, and how to cultivate a culture of respect when teaching soft skills.
Takeaways:
- Listening is a crucial sales skill, but it goes beyond just hearing what a person is saying. Active listening means paying attention to what they are saying, and absorbing the information rather than trying to plan your response.
- While playing a game of golf and charming your prospect used to be a reliable strategy, it isn’t as effective anymore. As buying personas have shifted and become more diverse, many buyers are finding that style of selling off putting. Sales reps need to adapt.
- To teach soft skills, you need to make the learner feel respected. Assume they have positive intent in demonstrating that skill. Instead of accusing them of not listening, provide some ways they can better display their listening.
- To make clients sure you are listening to them, you need to establish a space where it is obvious you are listening. Using verbal cues, sharing some personal insights, and ignoring distractions are great ways to build that environment.
- If your main sales strategy is having a lot at the top of the funnel, your true problem is a lack of conversion. Instead of overloading the top, focus on increasing the percentage of deals that close, and the size of those deals.
- When you hire, you need to hire for EQ. Start with a plan that details the important soft and hard skills to identify in interviews. When you get to the interview stage, a candidate who asks genuine questions and is conversational has the signs of high EQ.
- For buyers, the problems they are trying to solve are complex and can be overwhelming, preventing them from seeing the solution. As a sales rep, a focus on simple solutions is an antidote to a complex problem.
Quote of the Show:
- “The absence of being listened to is obvious, the presence of being listened to is harder to establish.” - Debra Senra
Links:
- LinkedIn: https://www.linkedin.com/in/debrasenra/
- Website: https://www.threeflow.com/
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
View all episodes
This week on B2B EQ we’re featuring an exceptional guest who balances growing both the bottom line and her team. She’s a skiller leader who is equally proficient in sales practices as she is dad jokes. Joining the show this episode is VP of Sales and Client Experience at ThreeFlow, Debra Senra! Listen along to host Tim Harris and Debra as they dive into a captivating conversation about the importance of active listening in sales, the need for adaptability in changing buying personas, and how to cultivate a culture of respect when teaching soft skills.
Takeaways:
- Listening is a crucial sales skill, but it goes beyond just hearing what a person is saying. Active listening means paying attention to what they are saying, and absorbing the information rather than trying to plan your response.
- While playing a game of golf and charming your prospect used to be a reliable strategy, it isn’t as effective anymore. As buying personas have shifted and become more diverse, many buyers are finding that style of selling off putting. Sales reps need to adapt.
- To teach soft skills, you need to make the learner feel respected. Assume they have positive intent in demonstrating that skill. Instead of accusing them of not listening, provide some ways they can better display their listening.
- To make clients sure you are listening to them, you need to establish a space where it is obvious you are listening. Using verbal cues, sharing some personal insights, and ignoring distractions are great ways to build that environment.
- If your main sales strategy is having a lot at the top of the funnel, your true problem is a lack of conversion. Instead of overloading the top, focus on increasing the percentage of deals that close, and the size of those deals.
- When you hire, you need to hire for EQ. Start with a plan that details the important soft and hard skills to identify in interviews. When you get to the interview stage, a candidate who asks genuine questions and is conversational has the signs of high EQ.
- For buyers, the problems they are trying to solve are complex and can be overwhelming, preventing them from seeing the solution. As a sales rep, a focus on simple solutions is an antidote to a complex problem.
Quote of the Show:
- “The absence of being listened to is obvious, the presence of being listened to is harder to establish.” - Debra Senra
Links:
- LinkedIn: https://www.linkedin.com/in/debrasenra/
- Website: https://www.threeflow.com/
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