In this episode Bryn and Steve start out by discussing whatis the new financial quarter or year for many sales organisations and the current economic uncertainty, which will no doubt create some challenges formany sellers. 

Steve shares some insights from Todd Caponi’s book ‘TheTransparency Sale’ and why sellers giving their own products or services the ‘5 star review’ might not be the best tactic.

Moving on to main theme they discuss the reasons why mostsales deals are lost – and it’s not necessarily due to price or the competition.

In particular the conversation focuses on customer’s reservations to change and provides practical tips on how sellers need to tip the scales in their favour.

Finally, Bryn gets on his soapbox about ‘End of Quarter’discounting.

In this episode Bryn and Steve discuss the importance ofbeing bolder and braver as salespeople. 

In particular there is a focus on the idea of challenging customers around what it is they actually need and the difference between being a true Transformational Seller and an order taker.

The conversation includes examples of where they have pushed back on customer requests, to ensure that the right outcomes were achieved for the customer.

They also provide some tips on how to position those allimportant ‘difficult questions’.

The episode kicks off with their experiences from the pastweek:  Bryn’s observations from reviewing a sales team in action and Steve describes being on the receiving end of a ‘Wolf of Wall St’ style cold call!

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In this first episode of Transformational Selling, BrynThompson and Steve Lowndes sit down to discuss the 3 core pillars of Transformational Selling: 

Focus on Outcomes - Leverage Expertise - Foster Collaboration.

They share with their thinking around what each of these mean and provide tips and practical actions that sellers can incorporate into their day to day sales activity.

They have some forthright views on what questions you should be asking customers and why you shouldn’t be sending out proposals and quotations and Bryn has a rant about the saying “…they could sell ice to the Eskimos”.