Changing the way you sell requires changing your habits. Listen to some tips and hits on how to train your brain to do that. 

A lesson from my dad many decades ago: You need to figure out what your customers want, and they need to perceive you as someone with the knowledge they don’t have. If not, your meetings will only be about your products, they will control the meeting, and you will be out of their door in 5 minutes flat. Listen to this insightful episode to become a captain of change.

We cannot deny what buyers are really after; they miss information, and they want to verify their own information findings. If you cannot provide that service, buyers will go elsewhere. To stay ahead of your competition you need to ensure you help your stakeholders with their information challenge

As a salesperson, to Sell with the Buyer’s Perspective, what ability do you need to keep, improve, start or stop? There is a need for helpful, practical metrics that help both the seller and the coach with which abilities need improvement. Metrics matter.

The key to retention is continuously creating new value. Learn about three essential Loyalty Builders.

Research and situational knowledge are crucial to be prepared for any call. What is the next step to take your preparation to the next level?

Preparing a meeting in the new way of selling requires thinking like a customer; What would they like to discuss? What are they looking for in the meeting with you?

Listen to this story telling why salespeople, instead of focusing on closing the deal, are better off gaining small commitments from the buyer that lead to a bigger deal.

“How can you find insightful, valuable information while not being an expert in the prospect’s industry?” Find out how a simple exercise will get your customers'attention.

The thought process of – a separate Overcoming Objections step – is outdated and does not fit the new way of selling. Learn how to do this differently.