Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process?
This shift in focus is at the core of my conversation with Josh Braun, someone who, if you work in sales and spend any time on LinkedIn you will have heard of.
Josh and I breakdown what it means to truly understand how buyers buy, and what this can do to your sales skills. We dive into understanding why prospects buy, and why they don't buy, and revisit a topic we've touched on in previous episodes - the jobs to be done framework.
In the episode we discuss:
[+] Why old fashioned approaches to sales persist
[+] How sales people can reduce the tendency to use those approaches
[+] Practical tips for using LinkedIn to develop your own authentic voice
[+] Why Josh agreed to coach an 11 year old to make cold calls
[+] We discuss what the real job of a milkshake at breakfast is.
[+] I try to avoid an awkward discussion about firearms......
I want to invite you to a webinar I'm hosting - Recordings Into Revenue, where myself and our head of sales will be sharing our Recordings Into Revenue Framework - and how you can unlock the hidden gold locked away in your sales call recordings.
To reserve your spot visit https://www.refract.ai/webinar