Medical Sales Accelerator

The Art of the Question: What MedTech Sales Can Learn from Listening


Listen Later

Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations.

In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs.

What we discuss in the episode:

  • How AI and digital tools impact the evolution of sales
  • The role of sales as more than just a conveyor of information, but as a critical thinker who provides value
  • The power of active listening and thoughtful questioning
  • Tactics to enhance your sales approach
  • The profound impact of human skills in an increasingly automated world

Resources from this episode: 

  • Get the free MedTech Talk Tracks for Action
  • Alpha Sophia
  • Listen to Sell
  • Integrity Solutions

Social Media:

  • Connect with Derek on LinkedIn
  • Connect with Mike on LinkedIn
  • Connect with Zed on LinkedIn
  • Connect with Clark on LinkedIn
...more
View all episodesView all episodes
Download on the App Store

Medical Sales AcceleratorBy Zed Williamson

  • 4.9
  • 4.9
  • 4.9
  • 4.9
  • 4.9

4.9

84 ratings


More shows like Medical Sales Accelerator

View all
The Advanced Selling Podcast by Bill Caskey and Bryan Neale: B2B Sales Trainers

The Advanced Selling Podcast

350 Listeners

Sales Gravy: Jeb Blount by Jeb Blount

Sales Gravy: Jeb Blount

575 Listeners

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. by Brian Burns

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

1,120 Listeners

The Joe Rogan Experience by Joe Rogan

The Joe Rogan Experience

225,779 Listeners

BiggerPockets Real Estate Podcast by BiggerPockets

BiggerPockets Real Estate Podcast

16,772 Listeners

REAL AF with Andy Frisella by Andy Frisella #100to0

REAL AF with Andy Frisella

32,599 Listeners

This Past Weekend w/ Theo Von by Theo Von

This Past Weekend w/ Theo Von

27,137 Listeners

Sales Logic - Selling Strategies That Work by Sales Logic Podcast

Sales Logic - Selling Strategies That Work

60 Listeners

30 Minutes to President's Club | No-Nonsense Sales by Armand Farrokh & Nick Cegelski

30 Minutes to President's Club | No-Nonsense Sales

393 Listeners

The Medical Sales Podcast by Samuel

The Medical Sales Podcast

111 Listeners

SmartLess by Jason Bateman, Sean Hayes, Will Arnett

SmartLess

57,458 Listeners

Huberman Lab by Scicomm Media

Huberman Lab

28,598 Listeners

Morning Wire by The Daily Wire

Morning Wire

26,479 Listeners

The Ultimate Human with Gary Brecka by Gary Brecka

The Ultimate Human with Gary Brecka

3,105 Listeners