Problem Centric Selling: Why No One Gives a Shit About You or Your Company скачать в хорошем качестве

Problem Centric Selling: Why No One Gives a Shit About You or Your Company

Have you seen the emails, voice messages and LinkedIn messages we're leaving these days? Seriously, ask any buyer what he or she thinks about the messages coming out of sales and marketing and they'll tell you. It's crap! Why? Because sales and marketing teams are unknowingly obsessed with selling from their perspective. Creating messages filled with we, our, us, and I. They are overly product and company-centric. Buyers don't care! Buyers are selfishly motivated and understanding how to capitalize on that motivation is how you capture the attention of today's buyer inundated with constant sales pitches from all angles. 00:00 Introduction 01:06 Salespeople and Marketing Professionals 01:49 Introduction to Gap Selling 02:00 Social Media and Personal Branding 03:46 The Importance of Value in Sales 08:30 Common Sales Mistakes 12:03 Problem-Centric Selling 21:49 The Role of Change in Sales 22:08 The Role of Change Agents 22:24 Understanding the Need for Change 24:58 Diagnosing the Problem 26:26 The Power of Problem-Centric Marketing 28:06 Sales Techniques: Asking the Right Questions 29:38 The Importance of Understanding the Gap 33:09 Real-Life Sales Success Story 38:47 Handling Objections and Creating Urgency 42:03 Outro INBOUND's purpose is to provide the inspiration, education, and connections you need to transform your life and business. The INBOUND Studio provides year-round interviews with remarkable people. Learn about the annual event here: https://www.inbound.com/ Follow us on Social Media: Instagram:   / inbound   Facebook:   / theinboundstudio   Twitter:   / inbound