Jim Doyle | Overcoming Objections With A Servant's Heart

The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling with a servant’s heart. In today’s episode of The Sales Evangelist, Donald is joined by Jim Doyle to discuss why this is so important.

What exactly is the term “selling with a servant’s heart?”

• It is being obsessed with the customer outcome. It’s more than a win-win because if it’s right for the customer, it’s right.
• A short term might not be in the seller’s best interest if it means the customer wins in the long term.
• You’re here to serve, not to sell.  This should be the default mentality of salespeople. As you embrace it, you’ll see more success with this mentality.

A servant’s heart can help overcome objections.

• One of his book chapters is, “ask a million questions.” Salespeople are taught to answer questions without focusing on uncovering the seller’s needs. Instead, an in-depth conversation is needed to understand their situation thoroughly.
• A transactional seller is likely to hear more objections than a diagnosis-based seller.
• Objections are likely tied back to a lack of information, and that lack of data results from the three-question qualification process.
• Selling is the process of taking away the buyer’s risk. As a seller, make the leap of faith as small as possible. And how you approach the sale is what reduces risk.

Mitigating risk overcomes objections and is leads to more sales.

• Especially in the corporate setting, the decision needs to help both the company and the specific buyer.
• Help the buyer feel comfortable and aware of the process to reduce their likelihood of objections.

Teach, not sell.

• As a seller, explain how and why your solution will work for the buyer rather than simply explaining why they should buy it.
• Focus on being a solution provider, which means entering a meeting being clear on your intentions, questions, and process.

Jim’s final takeaway? Everything you give is given to you in return. So, focus on making a difference in the world for positivity to come back to you. Connect with Jim on LinkedIn and find Jim’s book “Selling with a Servant Heart” on Amazon. 

This episode is brought to you in part by LinkedIn Sales Navigator.

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This episode is brought to you in part by Skipio.

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This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

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Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.