This week’s episode features Anthony Garcia, keynote speaker, author of Catapulting Commissions, and host of the podcast with the same name. The seller's role is to bridge the gap between the buyer's problem and the solution. In B2B sales, this likely connects buyers with solutions to time, money, and productivity.
Even in a future where sales jobs are automated, those that do not have one key factor: sellers inspire confidence in buyers. And for sales leaders, know that empathy is the number one trait you need to combat the great resignation; so sell your vision!
Reframe "always be closing" to "always be prospecting"
Defining value and solving the problem of time, money, and productivity
Sellers inspire confidence in the buyer journey
For sales leaders: Empathy is the key to success
Embrace uncomfortable conversations for growth
Anthony: “If I'm in the entry portion of my sales process, the value is, does my prospect acknowledge they have a problem? Can they quantify that problem? And do they understand how that problem is impacting them, their life, their business?
Anthony: "Empathy is going to be the key to success for everything right now. Can I empathize with my employees on what they're experiencing right now? Can I come to them from a point of saying, okay, I understand."