{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Selling What's Possible","title":"Great Problem Solvers Win by Shaping Decisions ","html":"","width":"100%","height":180,"duration":2014,"description":"In this episode of Selling What’s Possible, host Dave Irwin and guest Dave Brock dive into why traditional, product-pushing sales methods no longer resonate with today’s buyers. They discuss how most customers complete the majority of their buying cycle on their own—and why sales teams must engage earlier by understanding and solving customer problems. Dave Brock explains how adopting a “business focused selling” mindset, including using customer focus and problem focus questionnaires, not only builds trust but also dramatically improves win rates, shortens buying cycles, and increases deal sizes. Real-world examples and actionable advice offer account executives a roadmap to transform from transactional sellers into strategic problem solvers.\nGuest:\nDavid Brock, Author “Sales Manager Survival Guide”, CEO at Partners in Excellence \nhttps://www.linkedin.com/in/davebrock/\nhttps://partnersinexcellenceblog.com/\nKey takeaways:\n\nChanging Buyer Behavior:\nOver 80% of buyers prefer a “rep-free” buying environment.\nCustomers now navigate most of the buying process on their own. \nEarly Engagement & Pre-Intent:\nThe importance of engaging before solution selection.\nIntercepting the buying process early to shape outcomes. \nBusiness Focused Selling:\nTransitioning from a product-pitch mindset to a problem-solving approach.\nBuilding trust by understanding customer challenges and industry metrics. \nSales Transformation & Metrics:\nDoubling win rates, reducing “no decision” outcomes by 25%, and cutting buying cycles by 30–40%.\nReal-world examples demonstrating dramatic increases in average deal size. \nTools & Tactics:\nUsing customer focus and problem focus questionnaires to build business acumen.\nLeveraging modern tools (e.g., AI like ChatGPT) to simulate customer conversations. ","thumbnail_url":"https://img.transistorcdn.com/FPQrOeCCaBusfIgc9jhMHxn4hvWZR7Do1Qs95B4B83o/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNjdk/M2JiYjViYjZkNjNi/ODlhOTE0MDg5ZjU3/Yjg1ZC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}