Review: Paul Kenny's Building Sales

Notes:

• Love your inner Sales person?
• Sales is sharing story with customer?
• Dialogue: reach a mature understanding of what the client values most
• Quality of Dialogues = Quality of Customer Acquisition
• Dialogue builds rapport: if the perceived value is almost similar, people buy from the person you like the most.
• To get the customer to reflect their unique needs to you
• You cannot tell your way into a solution (you need this, that, etc)
• Perception of your product matters to customer
• Knows the Customer's DNA: Drivers (Ego, Security, Ease, etc), Needs (Function, Scalibility, etc), Aspirations (Project, Team, Personal)
• Better Dialogue: Selfless Questioning, Listen (don't assume, non-judgemental)
• Don't allow sales person to focus on monetary reward only (tie them to growth, customer happiness, feedback, etc)
• Hire the person who asks the most interesting questions. Don't hire Franks (hot-shot salesperson at big companies)