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This episode of the Sales Transformation Podcast with Collin Mitchell features Bryan Whittington, Founder at ebs/growth. Bryan starts the show by sharing his previous life as a pilot, stumbling upon sales, and falling in love with it.
He shares some of his top strategies, including questioning strategies, and the importance of asking challenging questions to uncover the root cause of the issue you're trying to solve.
Core requirements here for sellers include acting assertively and confidently while navigating these questions and deploying active listening. Another very important piece is to not dismiss prospects who can't afford you.
Some of the best referrals come from prospects who believe in your product or service. Another reason to leave conversations like this on a positive note is that these non-paying clients may very well become paying customers in the future if you provide them with a memorable sales process.
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HIGHLIGHTS
01:14 Starting as a pilot and loving the sales process
03:25 Sandler Training: Questioning strategies vs pitching
09:01 Mindset: Listen, be curious, and understand from a client's perspective
13:33 Assertiveness is directly proportional to your prospecting activities
18:34 Respect prospects who can't afford you for the qualified referrals
21:57 Using sales development practices in hiring candidates
25:12 Prospecting on LinkedIn is the best channel
26:06 Connect with Bryan
QUOTES
06:14 "It goes to the act of listening. Radical listening skills, I think, is the other reason that we don't do it, is because we don't listen well enough to be able to feed off of what was just said and dig down deeply there."
09:46 "It all comes down to listening, framing that, summing it up, getting that that's right, to then have the permission to jointly move on down the path."
15:44 "Just don't go too quick to pricing and then get them in the pipeline and then chase their tail for the next 6 months trying to get the thing closed because when you're saying yes to doing that, you're saying no to doing other things."
18:13 "What resources will you have? What value can you bring that, when timing is right, you are the person that stood out because they're going to buy you and the sales process that you took them to, more so than your price or even your service offering."
22:55 "What we've found is that sales development is no different than recruiting. It just has different names to it.
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Learn more about Bryan in the links below:
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!