Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself...

Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance.

In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers.

In this episode, you’ll learn:

- The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs.

- The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers.

- Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/

Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/

Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/

Jump into the conversation:

[02:14] The Role of Today's Salespeople in the Buyer's Journey

[05:19] Why Selling Is More Than Just Listening to Customers

[07:33] The Impact of a Negative View of Selling

[11:25] The 3 Key Conversations To Be Successful in Sales

[14:57] Selling Is a Noble Profession