The topic of emotion in the sales process is critical, no matter who you are or what your mindset is. This week on INSIDE Inside Sales, Darryl is once again joined by respected keynote speaker and Sales Development rockstar, Randy Riemersma.
Darryl and Randy discuss how often sales professionals only engage their rational mindsets during the sales process, forgetting entirely about the emotional side. They also talk about how simply being empathetic to the needs of your prospect will make them more receptive to what you have to say, as well as how connecting human-to-human will create greater trust and engagement. Learn how to have a radical impact on your success through using an engaging emotional process on this episode of INSIDE Inside Sales!
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Which tactics do you employ during the discovery stage? Do you use a framework? Do you steamroll your prospects with a script? Are your ears trained to pick out the pain points or opportunities in their responses, and do you jump on them at the first opportunity? If so, you may be in danger of acting too quickly and are jeopardizing your chances of closing the deal.
In this episode of INSIDE Inside Sales, Darryl speaks with Randy Riemersma, the highly respected and expert sales trainer, who is also President of Span the Chasm. Darryl and Randy discuss the ways to use the discovery stage to your advantage. They also talk about how you can improve your chances of making the sale by keying in on the right hooks to target, as well as ways to avoid making mistakes that will end the discovery stage prematurely. This and much more, only on this episode of INSIDE Inside Sales!
About Darryl's guest:
Randy created Span the Chasm with the mission of driving sustainable sales growth by improving the sales teams of small and mid-size companies, primarily in the technology services sector. He’s a seasoned Sales Ninja, with 31 years of success in Sales and Product Management, Consulting and Training.
Connect with him on LinkedIn or Twitter
INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanilaSoft is the sponsor for INSIDE Inside Sales.