Episode 210 – Moving from Sales Defense to Offense (NE Distribution Keynote)
Most salespeople in our industry struggle because they don’t have a clear process to follow when they’re working with customers. This results in them wandering from feature to feature before leaving the customer with the vague instructions of “so let me know when you’re ready.”
For today’s episode, Tim shares a keynote address that he gave in the summer of 2023 in New Hampshire about how to take control of the sales process and move from playing defense to intentional and methodical offense.
In this episode, you’ll learn:
- How to use the seven steps of the sales process to give a clear path to your customers.
- Why most salespeople struggle to call customers to action—and what to do about it.
- Why taking the time to understand your customer’s problem is the key to everything that follows.
To wrap up our series on the seven steps in the sales process, this keynote will help you put all of the pieces together that we’ve been building over these last eight weeks. Don’t miss out on what having a specific sales process will do for your company. Start putting this into practice today and watch what happens to your team’s morale—and their results!