In the Arena Podcast with Anthony Iannarino | Sales | Marketing |Business Coaching | Sales Management | Teamwork | Success |Revenue |Profits
About This Show
If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at http://TheSalesBlog.com.
Most Recent Episode
Nigel Green on Listening Skills for Salespeople – Episode #90
When Anthony first saw Nigel Green’s article about developing listening skills for salespeople, he knew it was time to ask him to be a guest on In The Arena. Anthony and Nigel met long ago through a mutual acquaintance but it was that post that reminded Anthony how much Nigel has to share with salespeople about listening, sales effectiveness, and scaling a sales force. This conversation is a powerful demonstration of that. You’ll learn some of the most common things salespeople do wrong in sales calls instead of listening to their prospects, practical things you can do to improve your listening skills, and common mistakes made in scaling a sales team.
Everyone communicates, but few listen. It’s especially true in sales.
Listening is about understanding. Said that way it makes perfect sense why salespeople need to be among the most intentional listeners on the planet. It’s only as we listen that we are able to understand what our prospects truly need, which is the only way we can know if we have the solution to that need. Nigel Green has built a career in sales management and is the founder and CEO of Evergreen, a B2B sales consulting firm. He consults for companies needing to improve their sales teams and is a sales coach for executives eager to grow their business by making sales process improvements. His insights into the skill of listening point out things every salesperson needs to master, so pay close attention to what he shares in this conversation.
You won’t know what to offer a prospect if you don’t listen to what they need.
Nigel Green tells the story of a time in the early stages of his sales career when his manager gave him a gift - a performance improvement plan. His sales were lagging and he needed to identify his weaknesses and build them into strengths. He spent time with the top sales performers in his company, expecting to discover their magical formulas for sales pitches and perfect closes. He was disappointed because he learned neither. But what he did learn was invaluable to his future success: the top performers knew how to ask questions and truly listen to their prospects. That skillset makes all the difference on a number of levels. You can hear Nigel describe the importance and power of listening skills for salespeople, on this episode of In The Arena.
Why would top performers not be on a performance improvement plan?
As Nigel Green told the story of how he was