Nov 29, 2022
“The only reason that people are averse to the concept of being in sales is they think of it as a transaction. But if you have the mindset of helping customers achieve their mission, then the possibilities are endless.” -Fred Diamond
Sales is more than a transaction.
It is one of the most important aspects of any business— it's how you make sure that every customer who walks through your doors has what they need to succeed. It takes the right mix of empathy for your customer's situation and the ability to understand what they need in order to help them make better decisions than they would have made otherwise. And it takes an understanding of what motivates each person you're speaking with.
In this episode, Daniel interviews Fred Diamond, the host and producer of the award-winning Sales Game Changers Podcast and co-founder of the Institute for Excellence in Sales (IES).
Listen in as Daniel and Fred discuss the key difference between a salesperson and a sales professional, why sales is hard, why many people think of sales negatively, the role of confidence and skill in making successful sales, what it means to W.A.I.T., and the importance of listening to our customers and showing up prepared.
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Episode Highlights:
03:38 Why is Sales Hard?
07:35 3 Characteristics of a Great Sales Person
11:32 Salesperson vs Sales Professional
15:02 W-A–I-T
19:10 Sales is About Solving Problems
24:26 Don’t Keep Yourself a Secret
28:16 Learn to Listen
34:32 Sales is About Providing Value