Saudade is the Missing Element in Sales

#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining.

Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose they're sick. Dig deeper and understand why they're in need of help. Offer a glimmer of hope - a better future.

We don't pull our punches, get right down to what is wrong with prospecting, sales, selling, management, leadership.

Chris makes the point that "We're on the third generation of sales manager who doesn't know how to prospect"

We identify why amateur salespeople get kicked out of prospects businesses. We uncover why buyers really buy and what salespeople are responsible for establishing if they want to have any hope of making the sale, hitting quota without burning through relationships and working yourself into an early grave.

We explore service, sales ethics, why sales is a force for good. Plenty of banter between two grizzled old sales veterans who have earned their experience through the acquisition of plenty of scar tissue

Email: chris@vardakreuz.com

Twitter: VardaKreuz

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