The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

For many salespeople, the journey to the decision maker is difficult enough that they don’t even know what to say once they get there! Do you have the strategy to move towards your desired outcome and close a deal? On today’s episode of The Sales Evangelist, Donald is joined by speaker, author, and coach Oscar Chavez to learn what to do once you’re over the guardwall. Why is this method important? Salespeople spend time with less influential people because they are easier to interact with, yet that salesperson ends up spinning wheels with they don’t make decisions. Another common problem: when they get to the executive, they hyper-focus on the pitch. The solution to these problems? Think over the guardwall. You spend time preparing what to say, but in actuality, you need to be in a position to listen. Listen as an executive explains their pain points, objectives, and KPIs. Once you understand those critical points, you then can go to non-decision makers and explain results that will directly benefit them a