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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Dec 17, 2016

Joining me on this episode of Accelerate! is my friend Alen Mayer. Alen is a sales thought leader, CEO of North American Sales Training, and author of Selling For Introverts. Among the many topics that Alen and I discuss are how he learned to ask the right questions to prospects, how your mindset influences your selling behavior and the buying behavior of prospects, whether most sales professionals actually identify the right concerns of prospects, and how buyers expect to be engaged by sales reps.

 

KEY TAKEAWAYS

[1:17] Alen started his career selling excavators in Europe. Learn how he learned to ask the right questions to avoid the hard sell.

[4:28] What is unique about the Iceberg Sales Model?

[7:48] What three beliefs influence the motivation of a sales professional?

[8:11] How do you uncover the state of mind, values, and personal buying criteria of your prospects?

[11:40] What do sales managers need to understand about their individual reps?

[13:24] Little changes below the surface make big changes above the surface.

[14:45] How can a manager help a sales team uncover their clients’ state of mind, values, and criteria?

[18:47] What kinds of questions uncover the emotions behind client statements?

[23:00] What mindset and tactics does a sales rep need?

[24:57] Beliefs can be challenged, and they will be defended, but they can be changed through personal engagement.

[29:15] Is it more productive to treat clients as types, or as individuals?

MORE ABOUT ALEN MAYER

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson to sell a technical product?
I have taught sales skills to technical people. For the salespeople, I would rather that a salesperson have a technical person in the room, than to try to teach them the technology.

One non-business book every salesperson should read?

Think and Grow Rich, by Napoleon Hill.

CONTACT ALEN MAYER

Website: www.AlenMayer.com

Google: Iceberg Sales Model

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