Communication styles your sellers are going to need
We heard the stat before about how the number one thing that buyers want from sellers is active listening skills. But it's the last thing that managers are looking for.?
Unfortunately, a lot of the hiring that happens today is very subjective.
We have a specific type of person in mind and what we think they need to do to be good in the role. However, we don't always consider what our buyers need from our sellers.
For instance: Will your seller be working directly with C-suite executives? Then, they have to be able to tell a business case story. They must be able to crush resistance from the stubborn CEOs and C-level executives facing many risks.
Here are a few mindsets and skill sets, and aptitudes that you can measure to determine:
Start with your buyer profile, then align it with your ideal seller profile.
Another thing that I recommend to those who are hiring is to use an objective sales-specific assessment. You want to determine if those sellers you will be interviewing have the skills to succeed in the role.
You don't want to try and fit a square peg into a round hole based on your own subjective biases and assumptions of how successful someone might be. Instead, you're using science and data to find the right fit for yourself and your buyers.
________________________
UPCOMING EVENTS:
TOMORROW:?
#BuyerFirst Ask Me Anything Live Stream with guest Brent Keltner
??How do authentic conversations improve the buyer and customer journey? Bring your questions about success formulas around the?#salesprocess tomorrow!
领英推荐
September 6-9: Inbound 2022
I'm excited to be among powerful speakers such as Barack Obama, Viola Davis, and Dr. Jane Goodall at #Inbound22! Don't miss it!
9.8.22 AA-ISP salesDisrupted
This conference won't teach theory; we're here to disrupt the status quo by focusing on results. Join me & AA-ISP in Boston for #salesDisrupted powered by B2B DecisionLabs
________________________
SUGGESTED READ: Waiting for your cat to bark? by Jeffrey & Brian Eisenberg.
??If you liked this post, please comment and share this with someone!
?????
FROM OUR CLIENTS:
Carole Mahoney emcee’d the annual AA-ISP Leadership Summit this week in Chicago. She was simply outstanding! She was funny, relevant and hosted several panels sharing her own expertise along the way. She was always engaging with the audience and fit perfectly into the AA-ISP culture and mission. She was so good that we already asked Carole to consider emceeing next year! She’s a superstar! - Bob Perkins, Founder & ChairmanFounder & Chairman AA-ISP