Customer-Centric Selling to Close More Deals with Carole Mahoney

<p dir="ltr">With a decade of experience as an author, speaker, coach, and trainer, <strong>Carole Mahoney</strong> helps entrepreneurs, founders, and salespeople grow their businesses with a collaborative and science-based sales formula.</p> <p dir="ltr">In this episode, Carole shares how to make an engaging and collaborative sales conversation that makes your potential buyers feel valued and heard. In doing so, you transform your sales conversations into positive and fruitful interactions.</p> <p><strong> </strong></p> <p dir="ltr"><strong>What you will learn from this episode:</strong></p> <ul> <li dir="ltr" role="presentation">Learn about this exercise called 'Questions and Periods Game', how to go about it and how it works with your clients</li> <li dir="ltr" role="presentation">Discover the step-by-step process of doing the 'Questions and Periods Game' through a role play demonstration of Carole and Mark</li> <li dir="ltr" role="presentation">Find out the essential principles you need to know about the art of selling</li> </ul> <p><strong> </strong></p> <p dir="ltr"><strong>"Selling isn't something we do to other people. It's something we do with them. And I think that's a fundamental shift that we need to start making in sales."</strong></p> <p dir="ltr"><em>- Carole Mahoney</em></p> <p><strong> </strong></p> <p dir="ltr"><strong>Topics Covered:</strong></p> <p dir="ltr">01:17 - Synopsis of her book 'Buyer First'</p> <p dir="ltr">03:34 - The best way to look at sales</p> <p dir="ltr">06:03 - Carole coaching Mark on sales</p> <p dir="ltr">11:57 - A sales conversation role play between Mark and Carole</p> <p dir="ltr">16:05 -What is the 'Question and Periods Game' that she used to throw phenomenal questions at Mark?</p> <p dir="ltr">20:30 - How to do the sales call without having to 'sell you' but to 'help you'</p> <p dir="ltr">22:55 - Carole's valuable thoughts on Mark's sales technique</p> <p dir="ltr">26:18 - How to handle a reply to a client's question at the end of the sales call, 'What do you think the