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
Invest in Salespeople to Develop Their Human Skills with Andy Paul
Creating More with Less Makes Sense, But How? with Mike Rosenberg
PLG Strategies to Grow Users from the Bottom Up with Yaakov Carno
Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey
Recap and Coach: Make Buying Easier for Your Contact with Kevin "KD" Dorsey
Schedule and Commit: Get Buyers to Agree to an Action with Kevin "KD" Dorsey
Get What You Want by Giving Mobilizers What They Want with Kevin "KD" Dorsey
Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer
Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey
Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer
Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey
The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer
Ease the Pressure by Being Accurate, Not Optimistic with Charles Muhlbauer
4 Triggers That Tell Sellers to Stay with Charles Muhlbauer
A Roadmap to Gaining The Prospect’s Trust with Charles Muhlbauer
The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer
Grow Early Stage Startups Through Partnerships with Sean Paulseth
Tactics for Problem-Based Discovery with Kevin "KD" Dorsey
A Simple Comp Plan Makes Everyone Profit with Dan Goodman
Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Right About Now with Ryan Alford
The Marketing Secrets Show
The Agile Brand™ with Greg Kihlstrom
B2B Agility™ with Greg Kihlström
eCommerce Fastlane: Shopify Experts Share Strategies for Acquisition, Conversion, Retention | Grow Your Shopify Store with DTC Marketing Tips