In this episode of 'Persuading for Profits', Brent Hoodenpyle interviews sales trainer Don Lazzari, who shares his journey into sales, the importance of mentorship, and the challenges of transitioning from a salesperson to a sales manager. They discuss the significance of sales training, building a trusting sales culture, and the role of metrics in performance. Lazzari emphasizes the art of questioning in sales and how credibility is built through insightful inquiries, ultimately leading to successful sales strategies. In this conversation, Brent Hoodenpyle and Don Lazzari delve into the intricacies of sales, particularly focusing on the entrepreneurial aspect of selling. They discuss the importance of understanding customer needs, the role of effective messaging, and the significance of storytelling in sales. Lazzari shares insights from his book, emphasizing the need for sales professionals to distill their messages to core points and the value of iteration in refining those messages. The discussion also highlights the importance of role-playing and coaching in sales training, as well as the need for sales managers to adapt their motivational strategies to individual team members. You can also watch the full episode here.

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