Jim Irving is no stranger to sales, a 3 time author with over 43 years in B2B selling with a number of industry leading tech organizations. He is well versed in what strong sales people are doing well and where there is room for improvement.
Starting his sales career in Scotland, he now runs Merit Consulting based in Belfast, N. Ireland.
Join us as Jim and I discuss the fundamentals of sales and what we can do to bring them back. From sales process, mindset, leadership, discovery and much more. Get your pen and paper ready, this one is noteworthy.
00:51 Welcoming Jim
03:10 Importance of the Sales Process
07:10 Connecting with Customers: Going with the Flow of Conversation and Building Relationships
10:01 “Shame on You, Sales Leader!”
12:07 Detaching from the Outcome
16:01 Psychology of Selling, H2H (Human to Human)
19:55 Pass-offs and Buyer Impact
23:40 Misunderstandings and the Importance of Live Discussions
26:02 Coming Up Against a Machine & LinkedIn
29:42 “WMT” (Which Means That)
33:00 Value
36:07 Discovery
38:28 Research and Discovery: What You’re Doing Right
44:14 Dance In The Moment
48:24 Disarming and Vulnerability
51:22 Looking at the Positives and Believing In Yourself
53:25 Flipping the Lens
58:15 Get In Touch with Jim!
LinkedIn: Jim Irving
https://b2bsellingguidebook.com/index.html
Amazon: Jim Irving
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