Bizcast: Bits about books – In Conversation with Liz Wendling, Author, The Heart of Authentic Selling
- Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her most recent is The Heart of Authentic Selling. Liz understands the sales challenges that professionals face when selling in today’s competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline.
- It’s not WHAT you sell, it’s HOW you sell that matters. People are buying how you treat them- they don’t care about your marketing. People can tell when you are coming from the heart as opposed to making a quick sale. They can tell when you are interested in connecting human to human and wanting to solve their pain.
- The competitive environment, quota pressures and other imperatives push sales people to be forceful or manipulative in trying to garner a quick sale, even if these play out in subtle forms. But customers are smart enough to figure out such overtures and machinations. Such tactics do not work. Instead they produce negative results.
- The right approach is to treat every prospect with respect, have an honest conversation to understand their problem, and try to solve their issues. If the prospect says ‘no’, that refusal to engage must be respected as well.
These and more insights in this new episode of Bits About Books with Liz Wendling
Run time – 39.43 mins.