Selling To The Elephant In The Room Episode 64 The Global Sales Leader Podcast with Mark Gouston With Your Host Jason Cooper

The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship Coach

Welcome to this special episode of the Global Sales Leader podcast with my Guest Mark Goulson. Originally a UCLA professor of psychiatry for over 25 years, and a former FBI and police hostage negotiation trainer, Dr Mark Goulston’s expertise has been forged and proven in the crucible of real-life, high-stakes situations. He is the author or co-author of nine books with his book, “Just Listen,” being translated into twenty-eight languages and becoming the top seller Welcome to the Global Sales Leader Podcast with Mark Goulston and your host Jason Cooper. In this episode, the hosts share valuable insights and strategies for successful sales, with a particular focus on understanding and connecting with customers on a deeper level. One of the key themes they explore is the importance of addressing the elephant in the room. Sales professionals often encounter underlying concerns or objections from customers that are not voiced directly. These can range from budget constraints to scepticism about the product or service being offered. By addressing these concerns head-on, salespeople can build trust and credibility with their customers and ultimately close more deals. Mark Goulston suggests using a hypothetical scenario to help customers visualize the potential benefits of the product or service being offered. For example, in a B2B context, a salesperson could ask a customer about their confidence level in receiving the biggest possible raise and promotion at their next performance review. By getting the customer to think about their success and how the product or service could contribute to it, the salesperson can shift the focus away from the sale itself and towards the customer's goals. In a B2C context, a similar approach can be used, but with a focus on the customer's personal needs and desires. A salesperson could ask a customer how excited they will be to have purchased a car from their dealership in a few months. By helping the customer visualize the joy and satisfaction they will experience from the purchase, the salesperson can create a positive association with the product and build trust with the customer. The hosts also emphasize the importance of pivoting away from the sale itself and towards the customer's success. By offering resources and connections that could help the customer achieve their goals, salespeople can demonstrate their commitment to the customer's success and build a relationship that goes beyond a simple transaction. Overall, this episode of the Global Sales Leader Podcast provides valuable insights and strategies for anyone looking to improve their sales skills and connect with customers on a deeper level. By addressing the elephant in the room and focusing on the customer's success, salespeople can build trust and credibility and ultimately close more deals. Jason Cooper is a dynamic and motivated individual on a mission to positively impact the lives of sales and business professionals around the world. With his expertise in sales conversion and revenue generation, Jason aims to help thousands of individuals unlock their potential and achieve their goals. Through his engaging and motivational speaking style, Jason has garnered a dedicated following of sales and business professionals who look to him for guidance and inspiration. Whether you are a seasoned sales executive or just starting in your career, Jason's mission is to help you develop the skills and strategies you need to succeed in today's competitive business landscape. So if you are looking to take your sales game to the next level, subscribe to Jason's YouTube channel today, like his videos, and join the conversation in the comments. With Jason's guidance and support, you can transform your ability to convert sales into revenue streams and achieve your goals. ✅Itune:- https://apple.co/3isbI6p ✅Spotify https://spoti.fi/3x9ahxK ✅YouTube https://bit.ly/3pyeVCh ✅www jasoncooper.io ✅[e-mail]