How can you stay “others focused” genuinely make it about them tobuild trust, empathy and a strong relationship. Why do so many struggle with this?Mark Birch, Founder of Enterprise Sales Forum, Community builder, Author of Community in a box, Tech entrepreneur and presently Start up Advisor at AWS joins us on the podcast, #100daysofsalesMark is no stranger to building community,  The Enterprise Sales Forum, a global community of over 25,000 B2B sales professionals,  share relevant ideas, grow professionally and learn from successful sales practitioners. We discuss how being “others focused” helps build trust, empathize with our clients and show our genuine desire to help. As well as  many choose to remain in the comfort zone and stay “me focused”.Avoid pushing a solution that may not fit. Open dialogue to unleash trust is a difficult skill, listen to Mark's tips to work through this. Frame the right questions, don't be afraid of how and what questions. Tap in to your existing customer base as a starting point, a "test bed" for messaging, qualifying and discovery questions to provide more certainty for you and your customer.Move away from pitching the idea and co-develop, invite them to take ownership of the solution. We discuss the importance of knowing your ICP and beyond that a solid understanding of your Buyer Persona. We can further drill down and get more clarity in to their role, motivations, influencers, personal goals etc. leading to a more relevant, personalized and timely message.Qualification questions, focus on sweet spot, more direct path towards customer success.Deliverables, what can you put in to practice immediately?1) Understand industry inside out – what do your prospects care about?2) Motivation Matrix Framework to visualize what people care about; words, phrases, focus on communication. 3) Mindset to want to change and desire to achieve something big, even when it's beyond your grasp. Commit to learning and practicing over time, dedicate time to self improvement and skill development. Connect with Mark on LinkedIn at Start up Mark, https://www.linkedin.com/in/startupmark/join Enterprise Sales forum newsletter entreprisesales.substack.comhttps://www.community-in-a-box.com/For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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