Episodes
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What's the best way to handle sales objections?
In this episode, Mark and Alex share their best experience and approaches to handling objections professionally, in a way that doesn't manipulate buyers into buying but instead seeks to add value to their thought process, and leaves both parties feeling good about it.
Useful for anyone selling or leading a sales team to get this sort of mindset across to your team.
Modern sales thinking for SME leaders.
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What makes a salesperson worth betting on?
In this first episode, Mark and Alex each bring their own list of the personality traits that predict who succeeds in sales, and compare notes for the first time.
They get into belief in cause, resilience under knockbacks, the discipline to do the unglamorous work, a real drive to learn, and the rapport that makes a buyer open up. Plus why your best people are rarely the ones chasing the money, and why the smartest person in the room is usually your customer.
Useful if you're hiring, moving people into sales, or auditing a team to see who would benefit from coaching.
Modern sales thinking for SME leaders.
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