The Selling Podcast

PARTNERSHIP SKILLS AND COLLABORATIVE SELLING WITH FRED COPESTAKE

December 30, 2020 Mike Williams and Scott Schlofman Season 1 Episode 35
The Selling Podcast
PARTNERSHIP SKILLS AND COLLABORATIVE SELLING WITH FRED COPESTAKE
Chapters
The Selling Podcast
PARTNERSHIP SKILLS AND COLLABORATIVE SELLING WITH FRED COPESTAKE
Dec 30, 2020 Season 1 Episode 35
Mike Williams and Scott Schlofman

In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of "Selling Through Partnering Skills." He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add.

Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework:

  • Validate - How to check fit for doing business
  • Align - How we can work together                                                
  • Leverage - How to make a sales approach                                     
  • Underpin - How to present, prove and agree
  • Evolve - How to develop the business    

Fred shares the steps to move sales through the this framework. Buyers have more information and likely know what they are looking for in a solution. How does the modern day seller work in that environment? Fred explains how this is done by putting the buyer as the hero and working with the customer... in other words, collaborative selling!

Connect with Fred on  LinkedIn Profile (and mention The Selling Podcast when you conncect!):
https://www.linkedin.com/in/fredcopestake/

Fred Copestake's Materials (Podcast, Books, etc)
https://linktr.ee/fredcopestake

Follow us, Like us, and Mention us on all the social media sights! Join the conversation. Thanks!

Show Notes

In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of "Selling Through Partnering Skills." He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add.

Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework:

  • Validate - How to check fit for doing business
  • Align - How we can work together                                                
  • Leverage - How to make a sales approach                                     
  • Underpin - How to present, prove and agree
  • Evolve - How to develop the business    

Fred shares the steps to move sales through the this framework. Buyers have more information and likely know what they are looking for in a solution. How does the modern day seller work in that environment? Fred explains how this is done by putting the buyer as the hero and working with the customer... in other words, collaborative selling!

Connect with Fred on  LinkedIn Profile (and mention The Selling Podcast when you conncect!):
https://www.linkedin.com/in/fredcopestake/

Fred Copestake's Materials (Podcast, Books, etc)
https://linktr.ee/fredcopestake

Follow us, Like us, and Mention us on all the social media sights! Join the conversation. Thanks!