Curious about setting yourself apart in the sales industry? This episode emphasizes the golden rule of sales - active listening. Today on the podcast, we welcome Derek Baer - Vice President of Corporate Training, Kurlan & Associates. From his humble beginnings as a golf caddy to an international salesperson, Derek offers his insights into the art of selling. Let’s dive in!
 
Effective Listening and Differentiation in Sales (8:53) 
 
Derek, a former SDR turned outside salesperson, emphasizes how crucial it is to listen to prospects to understand their concerns and tailor the sales pitch accordingly. He shares the danger of having a pushy and indifferent attitude and stresses the importance of serving the customer's needs rather than just making a sale
 
Sales Management (16:43) 



Paul and Derek discuss how managers can be more helpful by micromanaging lesser and focusing more on values. They also talked about how managers shouldn't just act like rule enforcers but should understand what each salesperson needs and regularly check in with them. Instead of just caring about numbers and tasks, they share the importance of making sure everyone feels accountable and empowered and pointed out that having a positive and supportive relationship with salespeople is crucial for success.



The Threefold Road to Sales Success (40:30)


Paul and Derek delve into the threefold strategy adopted by thriving companies to tackle challenges in the sales profession. They emphasize the significance of instilling robust habits and sales methodologies in leaders and executives through comprehensive training. Additionally, the duo explores the integration of technology to actively support and reinforce these ingrained practices. Moreover, they shed light on the crucial aspect of recruiting and empowering talented individuals who possess the ability to create a positive impact for both customers and the overall success of the company.

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