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Lead with value. Not with product. (with Michael Ærø, Partner at Implement Consulting Group)
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Michael Æro with Implement Consulting Group in Denmark, is “Sales Whisperer” to high performance sales companies such as Microsoft, Visma and Mastercard.
In his work with companies of all sizes, he sees all too many are focused on selling product features than selling value. When you walk into a meeting to only talk about product, people blank out.
In this episode, we talk about:
- Creating a foundation for trust even in virtual meetings
- What role empathy plays in sales relationship
- Why you can't teach an old dog new tricks when it comes to value-based selling
- Why women are better than men in consultative sales and what can men learn from women
- The skills that the modern sales person needs - active listening, empathy, and a higher purpose
- How asking the right questions have a more positive effect than what you say
Liked this episode? Be sure to hit subscribe in your favorite podcast player and share the pod. :)
You can connect with Jennifer on Linked In and Twitter @jenniferlund
You can connect with Michael Ærø on Linked In
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