
The Selling Podcast
Do you want to grow your business? Looking for more sales? Trying to add new leads to your pipeline?
Mike and Scott are two experienced sales professionals with over 50 years of selling experience (and many airline and hotel points!) sharing a common goal: Sell better, Live better, and most of all...Enjoy more!
They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts with some special guests who provide even more (and deeper) insights along the way!
Join the conversation! Email Mike (mike@thesellingpodcast.com) or Scott (scott@thesellingpodcast.com) and let them know what's on your mind!
The Selling Podcast
PARTNERSHIP SKILLS AND COLLABORATIVE SELLING WITH FRED COPESTAKE
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
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Scott Schlofman
Mike Williams - Cell 801-635-7773
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