In this episode of Enterprise Sales Development podcast, we speak with Harry Spaight, a keynote speaker, coach and author of “Selling with Dignity: Your Formula for Life-Changing Sales Results.” Harry talks about his book and the inspiration behind it. He talks about issues that are important in the sales space and why it’s important to understand the buyer and view the “gatekeepers” along the way as human. He also discusses why you should use dignity, respect and humility in your sales approach.
WHAT YOU’LL LEARN
His book, “Selling with Dignity: Your Formula for Life-Changing Sales Results,” and what inspired him to write it
Why he’s the anti-salesperson who made a living in sales
Why you should lead with service and understand the buyer
How to use humility in your sales approach
QUOTES
“I feel that even those who are the pushy ‘It’s all about me,’ if you adapt or adopt a little of this thinking about serving others and providing value for them, then those people would be more inclined to listen to you instead of ghosting you.” -Harry Spaight [05:16]
“It’s part of how we hire. It’s part of what we think. We think of the thick skin, get past the no, but buyers today don’t want any of that. They’re making their own decisions and they’re dealing with sales at the last minute, looking for an answer to that problem that they already figured out a lot of times. And they don’t need some pushy salesperson to say, ‘No, you’re wrong. I know more about this than you do, so you need to listen to me.’” -Harry Spaight [09:05]
“It’s the same problem everywhere. Whether you’re selling a $5,000 product or a $5 million dollar product, I’m told it’s the same.” -Harry Spaight [19:51]
“If you just swallow the pride and let go of the ego and just say to people, ‘Show me. Show me how you want to buy. Show me how you want to talk to salespeople. Show me what you like.’ And just accept the instruction and do it.” -Harry Spaight [34:32]
“If you can ask ‘How can I serve?’ every time you’re talking to a person, a whole new world opens up of opportunities.” -Harry Spaight [47:51]
TIMESTAMPS
[00:01] Intro
[00:25] This week’s guest: Harry Spaight
[01:48] Inspiration behind his book
[04:14] The idea of service
[07:31] Why do people make this mistake?
[12:48] Eric’s perspective from the buy side
[20:01] Understanding the buyer
[27:08] Assistants as a two-way street
[33:41] Humility in the approach
[38:51] Become like a therapist at times
[46:31] How to contact Harry and/or buy his book
RESOURCES
Habit 2: Begin With the End in Mind by Stephen R. Covey
“Selling with Dignity: Your Formula for Life-Changing Sales Results” by Harry Spaight
CONNECT
Harry Spaight’s website
Harry Spaight on LinkedIn
Harry Spaight on Twitter
Harry Spaight on Instagram
Sales Made Easy podcast
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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