Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.
In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.
Here are some of the topics covered in this episode:
- Tips on consultative selling and helping buyers make better decisions
- How to address your prospect’s perception of risk
- Ways to build your likeability
- The best time to approach buyers
About the Guest:
Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.
Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.
Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders
Check out Mike’s Bestseller “Virtual Selling” on Amazon – https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ
Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/ or email him at mschultz@raingroup.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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