Respect The Rest To Ace Your Sales with Kim Orlesky

HIGHLIGHTS

Focus on helping people, not closing the sale

The person who asks the questions owns the conversation

Focus on the pain of uncertainty: expectations vs reality

Create rapport before the meeting

Virtual selling needs to be more detail-oriented

The Great Resignation: Addressing burnout in sales teams

Ask more emotional questions to connect with clients

Success is the freedom to do anything, whenever and however you want

QUOTES

Kim: “Stop focusing on the sale. Focus on helping people. Like connect with them, just meet with them.” 

Jordan: "It comes back to this point of you're a busy human, let me take time off your plate and let me understand if there's any need, if there's any pain there that we can actually help with and solve. And let me then present the specific cases versus the 20-page deck that may be totally pointless."

Kim: "Virtual selling takes more discipline, not less. Your process needs to be established. It needs to be documented and written down. And it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did."

Kim: "The idea of ‘Respect the Rest.’ Like when I'm on vacation, I don't want my team to be working nor do I want to work. And so I instill upon them that, like, I don't see that as a hero move. I see that as selfishness. And so I'm like, no, if you're on your vacation, be on your vacation."

You can learn more about Kim in the links below.

• LinkedIn - https://www.linkedin.com/in/kimorlesky/
• Book - https://www.amazon.com/Sell-More-Faster-Premium-Solution/dp/0998890529
• Website - https://www.koadvantage.com/

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

• LinkedIn - https://www.linkedin.com/in/jordanbenjamin/
• Website - http://mycoreos.com/
• Podcast - https://www.mycoreos.com/podcast
• Email - Jordan@MyCoreOS.com
• Twitter - https://twitter.com/jbenj09