{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Mental Selling: The Sales Performance Podcast","title":"The Power of Listening in Sales - Part 1 in Mental Selling’s Listen to Sell Series","html":"","width":"100%","height":180,"duration":1119,"description":"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... \n\nMike 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. \n\nIn 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. \n\nIn this episode, you’ll learn: \n\n- The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs.\n- The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers.\n- Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs.\n\nResources:\n\nLISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ \nMike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ \nDerek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ \n\nJump into the conversation:\n\n[02:14] The Role of Today's Salespeople in the Buyer's Journey\n[05:19] Why Selling Is More Than Just Listening to Customers...","thumbnail_url":"https://img.transistorcdn.com/wTmvIBGIIFBLd-87ghmJdY0pgprKsP8jtboZQggUaf8/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNzQ5/ZDgzYmVjYzM1ZDli/ZTIzNTlkYzg1YTBi/ZTQ0Yy5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}