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#106 Mike Bosworth, NY Times Best Selling Author: Solution Sales, Customer Centric Selling, and StoryTellers
Manage episode 364122024 series 3343815
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Key Takeaways from Mike:
- Human beings hate being told 'what they need to do.'
- Most salespeople prematurely elaborate.
- Discovery Resistance is preventing good salespeople from connecting with, and building trust with their prospects.
- Peer curiosity is the first step in a buy cycle, and
- Peer envy is the number one B2B emotional buying reason.
See and Review and Read His Books: Mike Bosworth Books on Sales
Mike's Books:
Book 1: Solution Selling
Book 2: Customer Centric Selling
Highlights of the Conversation with Mike Bosworth and David Rosen
[00:07:16] "Most Great Salespeople are Intuitive... They Do NOT Follow a Model"
[00:09:56] The One Minute Story...and they invite you in!
[00:11:06] Through my Sales Approach (Stories), I Sold More in 5 Months than Anyone, in History had sold in One (1) Year!
[00:13:54] Sales Secrets - Storytelling Creates Peer Envy!
[00:14:44] Discovery Confirms and Scopes the Problems
[00:18:40] Bosworth - Three Pieces of a Startup are Needed!
[00:20:08] Microsoft Example in the "Chasm"
[00:23:13] Ill bet that >50% of those new better mousetraps were a solution, looking for a problem...
[00:24:34] 90% of our Customers Purchased Our Software without a Live Demo
[00:26:44] 1. Solution Selling - Intelligent Discovery Approach
[00:27:55] II. Customer Centric Selling - Easier to Have a Stranger Share a Goal than Pain
[00:30:22] III. Story Seekers - Discovery Resistance is the #1 Problem Sales People Face... and its not their Fault!
[00:34:09] Bosworth: Each Salesperson Needs Three Distinct Stories!
[00:36:23] Three Stories: Hero Stories - Personal Stories - Company Stories
[00:39:20] Shifting Sales Cultures and Behavior Examples
[00:39:38] Best Sales People Diagnose and then Offer a Solution...
[00:41:00] Sales Tip: Be Careful of Jumping to Conclusions That You Know What the Prospect Needs to Do!
[00:43:50] Rosen: The Thing that Separates Success from Failure are the People Issues!
[00:44:23] Accidental Team Building - Workshop Story
[00:50:24] Bosworth – Key Attributes of Successful Leaders - Authenticity and Vulnerability!
[00:51:17] The Hardest Thing in Selling is Connecting with Strangers!
[00:53:10] Mike Bosworth Rule in Teaching People to Connect... Vulnerability and Go First!
[00:54:26] Bosworth: The Number One Problem of CEOs is Not Managing Silos
[00:56:01] Bosworth - Transformation Requires that People Leave their Comfort Zones and Get Out Into Their Learning Zones
[00:56:40] Rosen - What do you make of a CEO that Doesn't Want to Lead Culture?
[00:58:24] The Meaning and Value of Balanced Leadership
[01:05:07] Mike's Book Pick #1: Naked Sales by Ashley Welch & Justin Jones
[01:05:29] Mike's Book Pick #2 - Sell Without Selling Out! by Andy Paul
[01:05:59] Bosworth Final Thoughts to Business Owners and Executives
[01:06:33] We Want to Empower People to Solve Problems... Not sell an "It"
[01:06:51] Buying Visions are Emotional
10 episod
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