How do you approach your prospects as a sales rep?

Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them?

In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales. 

Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges.

Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever!

Embracing the Role of Salesperson

• Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions about salespeople being perceived as "slimy." 
• However, through his journey, he discovered a new perspective under the mentorship of Ford Harding, a renowned figure in the realm of sales. 
• Harding's insight that "sales is the highest form of consulting" profoundly impacted Jim's perception and approach, leading him to embrace the role of a salesperson with pride.

Challenges in Building Peer Relationships

• Donald and Jim delve into the concept of establishing peer relationships in sales, highlighting the significance of approaching clients as equals from the outset. 
• They discuss the pitfalls of appearing desperate or subservient, emphasizing the detrimental impact on sales dynamics and the importance of target audience selection.

The Power of Understanding Problems

• An essential facet that surfaces in the conversation is the emphasis on understanding the client's problems. Jim stresses the power of active listening and asking pertinent questions to grasp the client's challenges. 
• Sales professionals can establish trust and foster valuable long-term relationships by aligning with clients and demonstrating a deep understanding of their predicaments.

Curiosity is a Key Trait for Sales Professionals

• Drawing from his extensive experience, Jim underscores the pivotal role of curiosity in sales professionals. He shares a notable interview tactic for identifying individuals with inherent curiosity, a trait essential for successful sales endeavors. 
• The conversation highlights the benefits of fostering an environment where curiosity thrives, equipping sales teams with the ability to ask relevant questions and engage in meaningful dialogues with clients.

Role Play: Demonstrating Peer Engagement

• The episode culminates with a role-play exercise, portraying a sales scenario where Jim, as the seller, engages Donald, the executive buyer. 
• Through this simulated interaction, Jim exemplifies the art of engaging as a peer, strategies for eliciting pertinent information, and navigating the client's concerns with empathy and understanding, ultimately fostering a collaborative relationship.

The episode offers a wealth of knowledge and actionable insights for sales professionals at all levels. Jim Vaselopulos' expertise shines through, providing a roadmap for fostering peer relationships, understanding client needs, and driving successful sales engagements.

Listen to the full episode for never-before-heard strategies to revolutionize your approach to sales and transform client relationships forever!

"But when it's a business discussion, and you talk to someone as a business peer, talking about the real problems they're having, not what they asked you for, not what they want, but what they need. And that is really when you can make great strides." - Jim Vaselopulos.

Resources

Businesswisdom.com 

Jim Vaselopulos on LinkedIn

“Clarity: Business Wisdom to Work Less and Achieve More,” by Jim Vaselopulos

The Leadership Podcast

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.