Hello and welcome to the Sales Insights with Sarah podcast. In this episode, Sarah Downs talks about Einstein’s 59:1 Theory. Sarah was reading this recently and thought it related well to the sales process.
Don't ask questions for 59 minutes and only talk for 1 minute. But have a balance on real listening and questions vs pitching or talking about other things. To learn more about active listening read Sarah's article on "The Impact of Active Listening".
Article Link: https://www.linkedin.com/pulse/impact-active-listening-sarah-downs
In this podcast, Sarah will openly share the good, the bad, and the ugly of her entrepreneurial journey to date and also interview others to share their own sales insights.
♦️CONNECT WITH SARAH https://linktr.ee/SarahDowns
♦️KEY TAKEAWAYS:
Don't ask questions for 59 minutes and only talk for 1.
Have a balance on real listening and questions vs pitching or talking about other things.
When we listen to our client's problems we can quickly identify their pains which then help us to find a solution so much faster.
Spend more time on consultative selling techniques.
♦️ EPISODE QUOTES
"How well you define a problem determines how well you solve it."
"Sales professionals spend too much time talking about assumed solutions or about themselves and nowhere near enough time understanding the client's needs."
"Lack of questioning and listening will likely result in the wrong product or services being offered and could result in looking sales. "
♦️ABOUT THE HOST:
I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams. I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.
As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life. I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.
So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose….just what you need in Social Selling!
♦️ENJOY THIS EPISODE?
Sarah is on a mission to get Business Professionals around the world to share their Sales Insights. So how can you help us make a huge difference to the number of business and sales professionals we reach each month…..
Thank you in advance!