The Art of the Question: What MedTech Sales Can Learn from Listening

Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations.

In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs.

What we discuss in the episode:

• How AI and digital tools impact the evolution of sales
• The role of sales as more than just a conveyor of information, but as a critical thinker who provides value
• The power of active listening and thoughtful questioning
• Tactics to enhance your sales approach
• The profound impact of human skills in an increasingly automated world

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Listen to Sell
• Integrity Solutions

Social Media:

• Connect with Derek on LinkedIn
• Connect with Mike on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn