Helping Relationships: Understanding the Buyers Point of View

In today’s episode of Aligned, our host Sean talks with the Sales Evangelist, Donald Kelly, to discuss late stage sales and explore the best practice of building frictionless buyer journeys and understanding the buyers point of view. 

Helping relationships

• The goal is to continue to inspire the prospect to make change. Give them the ability to make a commitment. 
• Consultative selling is taking off the salesperson hat and becoming a consultant to your prospect - become good at problem-finding and solving problems. A transactional salesperson pushes on closing and focuses on features, benefits and price. 

Guided help

• People need a guide, but if you don’t trust your guide it won’t work. 
• Good sales and marketing is about helping other people achieve their goals. If you see sales and marketing as manipulation then this idea won’t work for you. 
• Donald has found massive success in sharing free information and being a guided help to those around him. 
• Don’t be afraid to give people value through providing free information. 
• There is a whole world of guided help that is another marketing channel. 

Tune in to our past episode with Donald discussing reward behaviors on Spotify or Apple Podcasts, and connect with Donald on LinkedIn or at thesalesevaneglist.com for more information and content. To learn more about the transtheoretical theory of behavioral change check out this link.

This episode is sponsored in part by FitzMartin’s Sales and Marketing Alignment:

Why does proper sales and marketing alignment result in a 32% average lift in revenue? Because a unified company centered around its prospects can’t help but thrive.

FitzMartin’s Sales and Marketing Alignment program will analyze your current sales and marketing structure to deliver a plan based on the needs of your prospects, bringing you increased revenue, expansion opportunities, and (above all) a unified front when communicating with prospects. 

To set your company up for success, visit fitzmartin.com/solutions to discover how to unify your sales and marketing for the best results. 

This episode is sponsored in part by Fitzmartin’s Organization and Culture Alignment:

Company culture and retention are directly connected. After all, if you fail to build good company culture, you fail to retain top talent. At FitzMartin, we help leaders like you raise their NPS scores from the low 60s to the high 80s (and, more importantly, present a plan to help you do the same.)

Create your company culture based on a shared mission to attract and retain top talent. Visit fitzmartin.com/solutions to learn more.