In this episode of  Sales [UN]Training, Kelly Riggs is talking about language. Why is there a disconnect that happens so often between salespeople and a buyer?  Kelly puts it simply. The majority of salespeople are taught the language of product, not the language of the customer. Drawing parallels between communicating in a foreign country and effective sales strategies, he argues for a customer immersion approach. This method involves understanding and speaking the language of business to better relate to customers' needs, and challenges, ultimately leading to more successful sales outcomes. He also gives some practical tips for sales training and the importance of aligning sales language with customers' daily challenges.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions