Lead with value. Not with product. (with Michael Ærø, Partner at Implement Consulting Group)


Manage episode 282368379 series 2854492
By Jennifer Lund and CMO. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.
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
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You can connect with Jennifer on Linked In and Twitter @jenniferlund
You can connect with Michael Ærø on Linked In

12 episodes