Sales Today

Todd is a Transpaerncy Nerd, Sales & Science Amalgamator and a Sales Historian so this conversation had plenty of potential... which it certainly fulfilled.

After discussing how much of the modern thinking about selling isn't really that new, the talk turned to 'leading with a flaw'.

Behavioural science shows that we can reduce the brain's resistance to ideas by proactively discussing the things we aren't so good at.

The opposite of pretending to be perfect and what many would think sales is all about.

Managing expectations and helping customers make the right decision is at the heart of collaboration.

What can you be more honest about with customers?

Learn more at https://linktr.ee/fredcopestake

Podcast sponsored by Remaster Media.

Harry and Larry talk about leading customers. That Salespeople are change agents and should think and act as such by challenging the status quo. They know that customers want to do things differently and that it is not always easy for them. They appreciate that the more comfortable they are with change themselves, the easier it it to help customers manage their changes. They talk about change as an opportunity. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

In this episode, Harry and Larry reflect on how opportunity management is different to account management, but that there are plenty of similarities. They talk about how it focuses on a specific project or an identified chance to win business and that it is all about information. They see how it is understanding what they know and what they don't know and that by recognise that there are things they need to understand better, they can take steps to find out and make better decisions. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. In this episode, Harry and Larry discuss the essentials for success. These include understanding and selling benefits, prospecting, managing sales calls, writing proposals and presenting live. These activities are still fundamentally the basis for good, solid selling. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry talk about expanding relationships and reach as what they do as professional salespeople. They discuss how expanding a relationship is about starting off on a project, working on some initial opportunities and delivering on those by ensuring the customer enjoys the success they are seeking. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry talk about value selling having been around for a while. However, that does not make it any less important today. As salespeople, they know they must understand what value is but talk about how they can't really know what value is until they work out what it means to the customer. Once this is established, they can share insights and ways of working that are going to help. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry discuss how virtual selling and the associated skills are important for they way they need to work. They talk about how they can operate using the tools and the techniques offered by modern technology. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Matthew talks about how 'being a good guy' makes sense in modern selling. He shares his simple yet highly effective SPC (strategy, people, competition) approach, and discusses how being mission-driven helps avoid being drawn into the day-to-day dramas that can become distracting for salespeople. By avoiding this, better focus can be given to the things that make a difference - including building relationships that add value. Is he right that salespeople perform better when they have a more defined personal life plan? Learn more at https://linktr.ee/fredcopestake

What is your relationship with money? This can have a huge impact on how you present your prices to customers. As a business coach with a special interest in pricing, Robin encourages people to think about what money means to them - as it affects how they talk about it to customers. He shares strategies to help salespeople become more comfortable with commercial conversations. Developing a better understanding about money helps to make a more frictionless experience for buyer and seller alike. Will you get out of your comfort zone? Learn more at https://linktr.ee/fredcopestake #sales #success #finance #tech

Jason refers to sales as a 'science experiment'. Not surprising with a former career tagging sharks. Now he helps sales professionals move from order taker to quota breaker by using an approach grounded in empathy and transparency. He speaks about the importance of managing comfort zones and ensuring customers are safe at all times. By assuming the role of a guide rather than wantng to be the centre of attention, salespeople can be more far more effective.

Learn more at https://linktr.ee/fredcopestake and head to jasoncutter.com !