11 min
Use Empathy and Tact to Start Listening More - Tom Slocum - Revenue Today - Episode # 024 Revenue Today
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- Business
We are joined by one of the leading members of RevGenius! Tom Slocum is the VP of Sales at TrainYo, a Strategic Advisor at Outplay, and previously the Program Director of RevGenius. Today, he talks about having a change of mindset from talking and trying to win the prospect over to listening more to them instead.
Takeaways
Use empathy and tact in your conversations to dive deeper with them and become a resource.
People want to have an emotional experience with you instead of being sold on features and benefits.
Empower your reps to become help people and not salespeople to have longer-lasting customers
Quote of the Show
"Sales is the only game where winning could cause you to lose. Because you're trying to win over your prospect, making you appear insensitive to their values and incapable of meeting their needs. Because you're trying to win them over. If you're selling, you're doing it wrong." - Tom Slocum
Connect with Tom in the links below:
LinkedIn: https://www.linkedin.com/in/tomslocum/
Twitter: https://twitter.com/Tommy_Slocum
Website: https://www.trainyo.com/
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube: https://youtu.be/6KEho9RSaHs
We are joined by one of the leading members of RevGenius! Tom Slocum is the VP of Sales at TrainYo, a Strategic Advisor at Outplay, and previously the Program Director of RevGenius. Today, he talks about having a change of mindset from talking and trying to win the prospect over to listening more to them instead.
Takeaways
Use empathy and tact in your conversations to dive deeper with them and become a resource.
People want to have an emotional experience with you instead of being sold on features and benefits.
Empower your reps to become help people and not salespeople to have longer-lasting customers
Quote of the Show
"Sales is the only game where winning could cause you to lose. Because you're trying to win over your prospect, making you appear insensitive to their values and incapable of meeting their needs. Because you're trying to win them over. If you're selling, you're doing it wrong." - Tom Slocum
Connect with Tom in the links below:
LinkedIn: https://www.linkedin.com/in/tomslocum/
Twitter: https://twitter.com/Tommy_Slocum
Website: https://www.trainyo.com/
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube: https://youtu.be/6KEho9RSaHs
11 min