Ingrid Maynard is on a mission to transform the sales profession to one synonymous with service, kindness and connection. She believes that sales can be a joyful, aspirational career path. Using techniques grounded in neuroscience and behavioural modelling, Ingrid created The Sales Doctor to show organisations precisely how.
How do organisations move beyond focussing on price and product?
With so much uncertainty in the market, salespeople need to understand real value from the customer’s perspectives, beyond product and price. Being able to uncover, communicate, deliver and measure value delivered through the customer’s measure of value is a skill that can be learnt.
It goes beyond simply “what to say” into the realm of “how I’m being” when I’m engaging customers. Am I asking better questions to help my customer clarify their priorities or quantify their challenges?
How can sales teams create the experience the customer wants?
Sales is about committing egocide. We need to find out from our customers what their definition is of a great experience. What is expected? What are the no go zones and deal breakers for your customer? How do things get done in their organisation? What will delight them? How is every aspect of the value chain delivering congruent customer experience? And importantly, am I checking in with my customer to determine a measure of value delivered?
How are you creating the sales revolution?
For so long sales has been a dirty word. It’s associated with being oily and pushy…about convincing and persuading. I’m creating a sales revolution where the word sales is synonymous with service, with kindness, with connection and being taken care of.
In reshaping the conversation and association people have with sales and salespeople, the experience for all gets consistently better. We have connected conversations that build trust and partnership. I think that’s revolutionary.
Why did you develop The Sales Doctor’s online courses?
Businesses can utilise these programs as stand-alone initiatives that give their teams a solid foundation in selling. For B2B industries, sales teams can undertake the training in their own time or with one another as content is on demand with resources to supplement their learning.
It means that if budget is an issue they don’t need to deny their sales people the input they need to be effective when selling in today’s complex landscape.
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