Episode 117: Centering the Customers' Needs

Predictable Prospecting's Podcast

It may be possible to use manipulative sales techniques to sell people things that they don’t really want or need. But do you really want to do that, and is it really a good strategy in the long run? Today’s guest talks about the importance of centering the customer’s needs, even if that means passing up an immediate sale, and how that strategy can pay off in the long run.

Andrew Priestly is a business coach, chairman of the Children’s Trust, a publisher, and an author. In today’s episode, he talks about his background in teaching and then real estate sales, his psychology training, and how all of that got him to where he is today. Listen to the episode to hear what Andrew say about sales tactics, the impact of the internet, the importance of personal relationships, and his new book that features contributions from experts in the sales field.

Episode Highlights:

• Andrew’s background in real estate sales
• How Andrew started researching sales tactics and where they came from
• How the internet has affected the sales world
• The impact of Facebook
• The importance of personal conversations in selling
• Andrew’s book
• How Andrew went about getting contributors for his book
• The feedback Andrew is getting from his book’s readers
• The psychology of sales
• Why Andrew believes in the using sales tactics responsibly
• Why building relationships matters in sales

Resources:

Andrew Priestly

Sales Genius 1: 20 top sales professionals share their sales secrets