In this the 43rd episode in David´s CALM leadership series he looks at the role influence plays in strategic selling. He shares the details of the highly effective sales model he has used to land numerous big and complex sales across various industries. Buying decisions that involved several decision-makers all of whom had different priorities and agendas.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Regardless of what you are selling, you have to move the buyer emotionally to make that sale.
• You need to understand what the customer needs and why. It enables you to make an initial sale and retain them for the future.
• Taking a strategic approach to sales gives you a record and audit trail from which you can learn.
• Strategic sales methods are especially important for complex sales where multiple people participate in the purchasing decision.
• Understand who in an organization is going to make the sales decision.
• Minimise the uncertainty a cold call can cause.

BEST MOMENTS

‘Make sure that when you win a customer, you retain that customer.’

‘Whatever got you to where you are today. May not be sufficient to keep you there.’

‘Selling today is about thinking acting and being that professional problem solver.’

‘Understand who are the parties with influence in this buying decision. ’

EPISODE RESOURCES

The Miller Heiman Strategic Sales Model - https://qwilr.com/blog/miller-heiman-sales-process/

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live