The Lazy CEO Podcast - Establishing Trust In a Selling Relationship
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- čas přidán 10. 09. 2024
- In this episode of The Lazy CEO Podcast, host Jim Schleckser delves into the prevalent issue executives, CEOs, and entrepreneurs face in generating sufficient revenue and establishing trust with clients. He is joined by Todd Duncan, a multiple-time New York Times bestselling author and renowned sales leader, who shares his expertise on these topics. Duncan emphasizes the paramount importance of trust in the sales process, highlighting that tension and suspicion can severely hinder successful business relationships. He advocates for a referral-based approach to business, which eliminates call reluctance and fosters excitement, allowing salespeople to focus on nurturing relationships rather than merely closing deals.
Duncan underscores the need for effective communication, advising sales professionals to talk less about themselves and their companies and more about addressing the client's needs. His research indicates that concise sales pitches can significantly boost conversion rates. Furthermore, he introduces the concept of emotional economics, where building an emotional connection with clients can lead to substantial increases in sales and gross margins. The principle of reciprocity, where providing value to clients encourages them to reciprocate with business, is also discussed.
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This episode is brought to you by The CEO Project.
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Our team of skilled advisors is comprised of current and former CEOs who have run both public and private sector companies across multiple industries.
With our experience and expertise, we guide hundreds of high-performing CEOs through a disciplined approach that resolves constraints and improves critical decisions.
The CEO Project has helped high-performing, large enterprise CEOs with annual revenues ranging from $20M to over $2 billion to drive growth and achieve optimal outcomes.
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