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Leslie Venetz is a founder of the Sales Team Builder consulting company. She has been awarded the title of “Head of Sales” three times. Leslie is passionate about transforming sales into an inclusive and respected profession.
Looking back on the sales process a decade ago, it consisted of email copies, proposals that had a lot of data. Moreover, it was a lot of sellers talking “at” their prospects, and even included cringy old-school manipulative sales tactics.
Leaving all of this behind us, where it rightly belongs, today sellers should try to lean into curiosity, empathy, and challenges that their prospects are trying to resolve. In short, sellers should try to “partner” with their prospects to help them in the buying process rather than try to sell.
Now this could mean that the buyers may not always become your customer. However, the satisfaction of getting to do your job exceptionally will make us the guiding light for the buyers by helping them to make the best possible choice for themselves or their company.