"Prospects have their walls up. We need to bring those walls down before we can have the human to human conversation."
- Hamish Knox
On this episode of The Pivotal Leader Gina Trimaco interviewed Hamish Knox, who plays an important role in Sandler's worldwide organization and is a recognized business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David Sandler, Knox informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential. He heads a Sandler training center in Calgary.
Podcast Topics Include:
- How to overcome the word "decision" in the selling process
- How to go right to the top of the selection making chain
- Sales and cold calls advice from Hamish: Why it's so important to stay present and to always remember that it's never about you
- Hamish's point of view on accountability, especially as it relates to your sales team
- Strategies for implementing an effective and sustainable accountability program
- On accountability:"The leader has to go first."
- How to create a leadership mentality in 20 minutes
- Why Hamish is known as the 'behavior guy'
- The sales role: "need to have" versus "nice to have" behaviors
- How to change behaviors and why "mom always wins"
- Tips for leaders to understand the feelings, personal goals and motivation of their team members
- Hamish explains Sandler's "cookbook" philosophy
- Hamish's perspective on our rising workforce and their interpersonal skills
FULL SHOW NOTES
