A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business, and a salesperson’s success depends upon the decision making of others. Salespeople must learn to pay more attention to the buyer’s decision performance than their own sales performance, for in the end it’s that decision that’s going to close the sale…or not.
Join sales trainer, consultant and author Jeffrey Lipsius, along with our hosts John Golden and Martha Neumeister, as we explore this vital topic.
Recorded on 3rd August 2017 9am PST
- What exactly do you mean by “Customer Decision Performance” and why do you think it’s so important?
- If the decision process is internal, how can salespeople influence it?
- Are there any prerequisites that customers must have before they buy?
is President of Selling To The Point®-Sales Training and Consulting. Jeffrey has been training salespeople for over 30 years. His award-winning book, “Selling To The Point,” teaches salespeople to address a challenging new sales environment by being their customer’s “decision-coach”. Salespeople trained by Jeffrey have cumulatively sold over 2 Billion dollars worth of product.
John is the Amazon Best Selling Author of “Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories.” He recently published his second book “Social Upheaval: How to Win at Social Selling.” A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO at Pipeliner CRM.
Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.
SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.
SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.