Pocket Sized Pep Talks

Satisfaction Selling: Going To Where The Problem Is NOT

Episode Summary

Most salespeople are trained to probe for problems—but what if that approach is fundamentally flawed? By shifting from a limiting, problem-centric mindset to a positive, opportunity-driven conversation, sales professionals can build trust faster, close deals more effectively, and create long-term customer advocates. Author and CEO Henrik Wenøe, along with author and thought leader Dr. Joseph Riggio join Rob, and get ready, because these two authors are challenging conventional sales wisdom and presenting a fresh, powerful alternative that has the potential to transform both sales success and customer relationships.

Episode Notes

In this Pocket Sized Pep Talk, you'll learn:

• Right out of the gate we get into the neuroscience behind this because I’m a guy who has been basically trained to create trust, and earn the right to probe for problems.  You'll hear their responses!
• How focusing on problems potentially limit a salesperson’s success and the customer’s experience.
• Some common misconceptions about what drives a customer to make a buying decision.
• Evidence that supports the idea that sales professionals achieve better results when they apply this approach.
• How these authors discovered this approach, and what inspired them to develop it further.
• Changes sales teams experience when they adopt this method as their core sales philosophy.

To learn more about these guests:

Henrik Wenøe -https://www.linkedin.com/in/henrikwenoe/

Dr. Joseph Riggio -https://www.linkedin.com/in/josephriggio/