49 min listen
Be Intentional and Listen to Win Relationships with Casey Jacox
Be Intentional and Listen to Win Relationships with Casey Jacox
ratings:
Length:
11 minutes
Released:
Mar 24, 2023
Format:
Podcast episode
Description
Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal, join KD in this throwback episode of the Live Better Sell Better podcast. Building relationships is the heart of sales. But how do you do it? Casey gives us quick tips on being intentional, listening rather than hearing, using TED-based questions, and making the meeting about the prospect, not the seller.HIGHLIGHT QUOTESSellers must always think about these 4 questions - Casey: "One of my mentors in my career taught me four great questions to ask or to be thinking about which is, do I understand the problems in my industry? What problems exist? Do I understand what problems I solve? Do I understand how I solve them better or differently than my competition? And do I understand my proof?"TED-based questions - Casey: "It's called TED-based questions: Tell me, explain, describe. And it's not just the first level, like, hey, you know, tell me one thing that's going right in the world, Mr/Mrs. Client and one thing you might change, and once they give you something and you say, tell me more, tell me more about that. Describe why that's important to you. Explain what you like to see differently, but give them space to answer."You can find out more about Casey in the links below:LinkedIn: https://www.linkedin.com/in/caseyjacox/Website: https://www.caseyjacox.com/Amazon book link: https://www.amazon.com/gp/product/B088T289BZ/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com
Released:
Mar 24, 2023
Format:
Podcast episode
Titles in the series (100)
Swinging for the Fences with Brandon Roberts: Guest: Brandon Roberts LI:https://www.linkedin.com/in/brandon-roberts-sales-growth/ Topic: From Triple AAA Baseball to Big League Selling Quick Intro: We are going to knock it out of the park today, and this is only the first of probably 50 baseball puns I’ll use on today’s episode. I am so excited to be chatting with Brandon Roberts, a former professional baseball player he has made the shift over to major league selling and scaling. He has used his background in baseball, applied the same mindset and skills to help scale one of the most successful sales dev. 2 exits, one IPO and hundreds of millions in revenue. He knows his stuff! His approach to selling, coaching and scaling is sure to help you strike out less, and hit more HR’s and I can’t wait to dive in. Brandon welcome to the show! Short and Sweet/Set the stage Why the shift from baseball to sales? Educate us on the similarities. Core Questions How should teams approach prac by Live Better. Sell Better.