In this episode, Charles dives into the often misunderstood art of selling. He corrects the misconception that selling is just about having the right answers and emphasizes the importance of asking good questions to uncover real needs and concerns, leading to more impactful conversations.

He outlines a four-step sales strategy and go through relatable stories and practical advice, this episode guides listeners to improve their selling and communication skills.

Here's what you're in for:

02:21 The Biggest Myth in Selling

03:44 Why Questions Matter

04:32 Examples of Simple Questions

05:37 How Conditioning Affects Selling

08:06 Tips for Good Selling

12:42 Stories from Real Life and a Plan

19:40 Wrapping Up and Final Thoughts

About Charles

Charles Spence leads Discera, a leading recruitment firm specializing in the biopharma industry.

He graduated with a biomedical degree, has worked in hospitals (including translation work in Seoul, South Korea), and also spent years doing diabetes research. After doing research and travel, a career in business and science felt the most appropriate.

In 2023, Charles decided to launch his firm - Discera Search. A firm committed to solving the biggest talent needs of early clinical stage SME biotechs on the East Coast and DACH.

Connect with Charles:

LinkedIn: https://www.linkedin.com/in/charles-spence-clinical/

Website: https://www.discera-search.com/