This episode of the Live Better Sell Better Podcast features Sam Schaut, Corporate Sales Manager at Sharebite. A standout customer experience begins with the salesperson, the prospect's first touchpoint with you. The tone is key and Sam highlights that how you say something is just as important as what you say.
Tone sets the mood for the entire sales interaction, so salespeople must find an authentic tone that resonates. Sam discusses some inherent qualities of an authentic salesperson based on Danny Meyer's principles in Setting the Table, and how a consistent framework and process reps can rely on is central to a great customer experience.
HIGHLIGHT QUOTES
Danny Meyer's Excellence Reflex or core emotional skills - Sam: "The first is optimistic warmth, the second is intelligence, but the way that he defines intelligence I would more closely relate to natural curiosity. The third one is empathy, the fourth one is self-awareness and integrity, and then the fifth one which is sort of the title of the book is the way that he defines work ethic which is people who care enough to take great care and pride in setting the table beautifully each time."
The best salespeople find key business insight for prospects - Sam: "People talk a lot about a consultative sales process or being a "trusted advisor". I think that gets conflated a lot for being the opposite of an "old-school seller". Like it's this big departure, but in my opinion, every great seller I've ever talked to at any age, at any time, with any amount of technology, they all do that. They're all finding a key business insight that either the prospect didn't know about, or they knew about but no one's been talking about it."
You can find out more about Sam in the links below:
Live Better. Sell Better. is sponsored by our proud partner:
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com
Scaling Success with George Leith!
From the NFL to SDR to Sales Leader with Ernest Owusu
Sales Video Mastery with Tyler Lessard
Why Range beats Specialization with Dejuan Brown
Playing the 'Long Game' with Larry Long!
Let's talk about growth baby! With Ralph Barsi
What's your LEGACY with Galem Girmay
Your Personal Call Coaching Wingman with Shruti Kapoor
The SDR Defender with Nikky Ivey
Speaking confidently in a virtual world with Ravi RajaniQ
Growing Pains with Josh Roth
Culture Matters with Marcus Knight
Swinging for the Fences with Brandon Roberts
Collaboration to Sales Domination with Erynn Bell
Putting the Sass into SaaS with Gabrielle Blackwell
Sales is easy... PEOPLE are complex with Mike Lever
Executive Hiring and Firing with THE Amy Volas
Discovery Deep Dive with Charles Muhlbauer
Become a Sales Ninja with Marcus Chan
The Realest Sales Trainer in the Game with John Barrows
Create your
podcast in
minutes
It is Free
The Power of Storytelling
The Marketing Secrets Show
Liberty Spenders
The Influence Factor by The Influencer Marketing Factory
Do This, NOT That: Marketing Tips with Jay Schwedelson l Presented By Marigold