In today's digital marketplace, the traditional art of salesmanship is evolving but remains more crucial than ever. On a recent episode of our podcast, Mike Esterday, co-author of "Listen to Sell," explores the essential elements of successful selling which include mindset, customer engagement, and the power of active listening.
The Noble Profession of Sales
Mike Esterday emphasizes that sales is a noble profession crucial for guiding consumers through the complex marketplace. He elaborates on three critical types of conversations in sales: engaging with customers, the salesperson's internal beliefs, and discussions between sales teams and their managers. These dialogues are pivotal in cultivating a salesperson’s success, often more so than product knowledge alone.
Synergy Between Sales and Customer Service
Esterday also highlights the integration of customer service within the sales process as a fundamental strategy for business growth. He references the Harvard Service Profit Chain study, illustrating how a strong service culture enhances profitability and fosters long-term customer relationships.
Customer-Centric Sales Approach
The podcast delves into the importance of a customer-centric approach, where true sales professionals focus on understanding and meeting the needs of their customers. This approach not only builds trust but also establishes lasting relationships.
The Importance of Self-Reflection
Self-reflection is another theme Esterday touches upon, encouraging salespeople to engage in positive internal dialogues. This practice helps align their personal goals with their professional efforts, increasing overall effectiveness.
Resources for Sales Excellence
In conclusion, Mike Esterday offers valuable resources and insights from his book "Listen to Sell," designed to help sales professionals refine their strategies and leadership skills. The book serves as a comprehensive guide for anyone aspiring to excel in sales by fostering meaningful connections and deeply listening to their clients.
As the sales landscape continues to shift, embracing these principles can significantly benefit sales professionals, business owners, and leaders aiming to enhance their organizations through genuine customer engagement.
Mike Esterday
With forty years of experience in sales, recruiting, and management roles, Mike Esterday is a sought-after coach, speaker, and leader in sales management and training. He is a founding partner and CEO of Integrity Solution, a past board member of ISA, the global Association of Learning Providers, and a contributing member of the Forbes Business Council. Most recently, Mike has co-authored the new book Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
Learn more online:
https://www.integritysolutions.com/about/meet-our-team/mike-esterday/
