Anatomy of a sales conversation - Procurement Special

What if transforming your sales approach could turn prospects into loyal clients without the pressure of chasing commissions?   Discover the groundbreaking sales philosophy at Esri, where Jay Hoffman, Key Account Manager, unveils a refreshing model that prioritises relationship-building and genuine problem-solving.   Forget the transactional mindset; we explore how adopting a consultative approach can turn sales professionals into trusted advisors who not only enhance customer relationships but also foster long-term trust.   Learn how Esri's mapping solutions empower clients to make informed decisions, and understand the critical role of persistence and consistent engagement throughout the customer journey.   Transparency isn't just a buzzword; it's a cornerstone of building trust.   Hear how open communication and honest dealings, even about internal challenges, can significantly impact client relationships.   With insights into handling tedious tasks like utility enterprise agreement renewals, we highlight how focusing on selling and prospecting can be more effective.   We also discuss how effective mentorship and ethical selling practices contribute to both personal fulfillment and professional success, guiding young professionals to align their careers with their passions and strengths through initiatives like the Young Professional Network.   Chapters: 00:00 - Building Relationships in Non-Commissioned Sales 16:12 - Building Trust Through Transparency 20:39 - Effective Mentorship and Ethical Selling   Links and Resources Connect with Jay  https://www.linkedin.com/in/jhoffman2112/   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://youtu.be/HxsQgdf4s94   Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

This live recording of Sales Today: Procurement Special goes back to fundamentals as Fred Copestake breaks down the anatomy of a great sales conversation so procurement professionals can spot the good ones, steer the wobbly ones, and borrow the best bits for their own internal selling.   With 25+ years in the field, three books (including Ethical Selling), and over 10,000 salespeople trained across 38 countries, Fred shares a practical, step-by-step structure you can use immediately - whether you're evaluating a supplier's approach or building support for your own initiatives. In this episode, you'll discover:  • Why objectives matter: set a primary and secondary outcome before the meeting, then signal preparedness with a short agenda. • "Ask before tell": why prescription without diagnosis is malpractice and how great sellers make it about you before talking about themselves. • Reading the room: tailoring style to personalities (analytical, amiable, driver, expressive) and how tools like DISC profiling can help you prepare. • AIDA done right: Attention → Interest → Desire → Action as a clean flow that mirrors how people think. • Strong openings: craft an attention-grabber (value proposition) that hooks into your world—industry issues, goals, and likely friction points. • High-gain questioning: use open, probing, and TED prompts ("Tell me… Explain… Describe…"), thoughtful hypotheticals, strategic summaries, and silence.  • Consultative depth: map current state vs desired state, then explore impact and consequences to build a compelling case for change. • From ask to tell: when to pivot from questions to a tailored response - not a boilerplate pitch - linked to the problems uncovered. • Progress checks: small "trial closes" to confirm fit and keep momentum without pressure.  • The Perfect Close (James Muir): "Does it make sense for us to… [next step]?"- an elegant, ethical way to agree the action or surface the right alternative.  • Internal use: how procurement can repurpose the same structure to win support for projects and decisions inside the business.   Expect straight-talking guidance, usable language patterns, and a simple framework you can run tomorrow- whether you're buying, selling, or building alignment across stakeholders.   Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.   Connect with Fred on Linkedin https://linktr.ee/fredcopestake

Jimmy Armitage, founder of Your Wavelength, joins me to unravel the complexities of recruiting sales professionals for technical industries.   This episode is full of insights for business owners navigating the intricate balance between technical expertise and sales prowess.   We dissect the fallacy of assuming every successful salesperson will thrive in any business environment, stressing the importance of aligning technical know-how with sales roles.   Jimmy sheds light on the benefits of training technically skilled employees in sales or recruiting individuals who possess both skill sets, offering guidance for overcoming the steep learning curves that often lead to failure.   We explore the unique challenges engineers face when shifting to sales roles, especially in sectors introducing new technologies like packaging machinery for potato chips.   By evaluating candidates through key pillars such as capability, environment fit, team fit, and motivation, we highlight how engineers can leverage their technical background while honing new sales skills.   Jimmy shares his views on the importance of motivation and natural communication abilities in managing the demands of field sales, such as international travel and client interactions.   We also discuss the value of transparency about product limitations to foster trust and connect with clients on a human level.   This episode wraps up by focusing on strategic hiring decisions, examining how structured planning and clear communication can maximise sales ROI and ensure new hires align with company goals.   Through this comprehensive approach, we aim to equip listeners with the tools to make informed and strategic hiring decisions that drive success.    Chapters: 00:00 - Technical Sales Recruiting Strategies 12:00 - Recruiting Engineers for Technical Sales 17:33 - Effective Sales Training and Hiring 28:49 - Maximising Sales ROI Through Strategic Hiring   Links and Resources   Connect with Jimmy  https://www.linkedin.com/in/jimmy-armitage-yourwavelength/ Website: https://yourwavelength.co.uk/   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://youtu.be/nKSwkayPvgs   Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Melissa Madian, the charismatic founder of TMM Enablement and the self-styled Chief Fabulous Officer, brings her vibrant personality to our latest podcast episode, where sales enablement meets storytelling magic.   Discover how Melissa's unique blend of humour and authenticity can redefine your sales approach and why infusing your true self into your professional persona isn't just acceptable - it's essential.   This episode challenges the traditional notion of professionalism, encouraging salespeople to find their voice and make meaningful connections through genuine, relatable narratives.   Melissa shares her customer-centric sales approach, where providing the right tools and training isn't just beneficial - it's transformative.   Learn how focusing on existing client relationships can be a goldmine for growth, and why solving customer problems rather than just pushing products is the secret to long-lasting success.   From first contact to nurturing long-term loyalty, this conversation highlights creating memorable customer experiences and highlights the overlooked power of exceptional service.   Rounding out our episode, we explore the art of making the customer the hero of their journey, with sales enablement strategies that empower sales teams to do just that.   Melissa shares insights on tackling performance dips,  addressing the importance of continuous skill enhancement and professional curiosity.   With a light-hearted close and an invitation to challenge your own sales strategies with our collaborative selling scorecard, this episode is packed with engaging content and actionable insights for anyone looking to elevate their sales game.    Chapters: 00:00 – Getting Salespeople Up to Speed 00:22 – How to Structure a Success Story 07:52 – What Is Sales Enablement? 08:55 – The Full Customer Lifecycle 12:48 – Sales with Service in Mind 16:26 – Context and the Role of Enablement 18:20 – Engineering Principles in Sales 25:15 – Why Stories Matter in Selling 33:09 – Melissa's Book: Enabler? I Hardly Know Her! 34:00 – Where to Find Melissa   Links and Resources Connect with Melissa  https://www.linkedin.com/in/melissamadian/ Website: https://melissamadian.com/ Buy the Book: Enabler? I Hardly Know Her!   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast_MelissaMadian    

You nailed the first step and got the meeting - now what? Most salespeople squander this critical opportunity by running a tired "Discovery Meeting" that serves only them.   Sales differentiation expert and contrarian, Lee Salz, is back as a guest for a third time to expose why the old ways are fundamentally broken and reveal the Consultation Mindset that must replace them.   Based on his new book, The First Meeting Differentiator, Lee shares a hard-hitting, practical framework for success.   Inside this episode, you will learn to kill your ego-centric "discovery" script, understand and actively combat the "Forgetting Curve," and leverage "Empathetic Expertise" to engage emotion (not just logic) in order to drive action.   Lee details the single most important question you must ask at the very end of the meeting to lock in the next steps. If you're tired of sending information only to be ghosted, this episode is the essential blueprint for creating genuine meaningful value that makes prospects want to partner with you.   In This Episode, We Discuss:   The conversation kicks off with a look at The Necessary Death of Discovery Meetings, revealing exactly why the typical focus on "what I need to ask" and "what I need to tell them" is an egocentric, value-less approach for the prospect.   This leads directly into The Doctor Analogy, showing how shifting to a Consultation Mindset ensures the client gains meaningful value - making the entire interaction worth their time, regardless of whether they ultimately buy your product.   Lee then delivers his Sales Contrarian Manifesto, arguing that "Sales is a numbers game" is the worst advice ever and explaining precisely why you should limit your prospecting to ensure you can personalise every interaction, valuing quality over quantity.   Following this, we look at how to Stop Suffering from the Sales EKG Effect, identifying the danger of believing "you're only as good as your last sale" and outlining the forward-looking focus you must have instead.   Next, Lee dives into the critical strategy of engaging both the Head & Heart through Empathetic Expertise, revealing how even the legal system uses emotion to drive decisions, and sharing a simple method for arousing your client's feelings to ensure the deal doesn't "fizzle out."   This emotional engagement is key to combatting The Forgetting Curve, as Lee explains how to use powerful stories, rather than boring features and benefits, to ensure your client remembers more than six minutes of your hour-long meeting.   As the conversation wraps up, Lee discusses The ONLY acceptable ending to a first meeting, detailing how to confidently close the consultation by asking the partner-focused question: "How did we do today?" and then immediately scheduling the next interaction.   The episode concludes by highlighting the crucial mental shift between the Sales Process vs. Buying Process, an insight that will make your entire career easier and more effective.   Chapters: 00:00 Introduction to Sales Differentiation 02:56 The Importance of the First Meeting 06:05 Challenging Traditional Sales Mindsets 08:53 The Consultation Mindset vs. Discovery Meetings 11:59 Understanding Value in Sales 15:00 Empathetic Expertise in Sales 18:14 The Power of Storytelling in Sales 20:58 Closing the Meeting Effectively 23:59 The Buying Process vs. Sales Process   Links and Resources   Download Chapter 1 (Free!): Get Lee's first chapter of The First Meeting Differentiator: www.firstmeetingbook.com   Download the Tip Sheet (Free!): Grab the guide on 10 Ways to Provide Meaningful Value in your first meeting:  www.meaningfulvalue.com   Lee's Website: Learn more about Lee and his work:  https://salesarchitects.com   The Book: The First Meeting Differentiator by Lee Salz is available wherever you purchase your books.   Connect with Lee LinkedIn: https://www.linkedin.com/in/leesalz/   Connect with Fred LinkedIn: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast   If you enjoyed this episode, please subscribe, rate, and share with a colleague

Sales expert Steve Radford sheds light on the intricacies of the modern sales landscape, drawing from a rich 25-year career in sales.   His book, "How To Sell," distills these years of experience into 50,000 meticulously curated words, and in this episode, we explore the art of conveying complex sales concepts with clarity and precision.   Listen as we uncover the nuances of achieving win-win outcomes by challenging assumptions and involving customers in the process, all while leveraging the power of AI to refine sales strategies.   Discover the ethical backbone of successful selling as we navigate a seven-step conversational sales process that prioritises customer satisfaction.   From planning and engaging to understanding needs and proposing solutions, this episode highlights the significance of aligning sales strategies with both organisational and individual metrics for success.   Our conversation delves into the personal touch required in B2B sales interactions, advocating for solutions that resonate on both company and personal levels.   We also touch on the foundational mindsets necessary for successful sales, exploring how ingrained ways of thinking underpin effective behaviours.   Despite the tendency for some to skip mindset training, we discuss its long-term benefits and the importance of aligning sales training with fundamental selling philosophies.     Chapters: 00:00 - Modern Sales Strategies and AI Utilisation 11:49 - The Art of Ethical Sales 21:40 - Foundational Mindsets in Sales 30:01 - Enhancing Sales Skills Through Collaboration   Links and Resources Connect with Steve: https://www.linkedin.com/in/realsteveradford/ Steve's Book:   https://greatersales.com/howtosell   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: http://bit.ly/3W7EAUi  

In this episode of Sales Today we explore the intricate world of sales in knowledge-intensive business services (KIBS) with our special guest, Diego Ramirez, who brings insights from his MBA journey at Warwick Business School.   We discuss the vital role of sellers in guiding customers toward informed decisions, especially in industries like consulting, law, accounting, technology, and creative sectors.    Diego shares his experiences and findings on the challenges these industries face amidst the rise of AI and new technologies, highlighting the need for a transformation in selling strategies.   Discover how KIBS operate like an onion with layers of knowledge, insight, and judgment, highlighting the importance of experience and expertise in mastering these services.   Listen in as we redefine sales approaches, focusing on the balance between methodologies and frameworks, and how aligning strategies with customer buying processes can boost effectiveness.   Discover the art, science, and engineering of sales, and learn about innovative ways to assess client readiness using matrices.   We also discuss the importance of recognising biases, addressing personal client goals, and fostering ethical selling that builds trust and long-term value.   Rewarding behaviours that nurture genuine relationships is key to sustainable success, and this episode provides insights into creating strong value propositions that meet client needs.   Chapters: 00:00 - Challenges in Sales for KIBS 12:33 - Refining Sales Approach and Value Proposition 27:44 - The Sales Approach Revolutionised   Links and Resources Connect with Diego:  https://www.linkedin.com/in/diegoramirezfigueroa/   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://youtu.be/4EJMtsiJwP8  

Ever wondered how to transform mundane cold emails into memorable interactions?   Discover how Marc McDougall, a savvy freelance web designer, has cracked the code with his unconventional video email outreach methods.   By personalising each message with a touch of creativity, including a whiteboard with the recipient's name, Marc shifts the focus from quantity to quality, turning generic emails into genuine conversations that stand out in a crowded inbox.   Curious about the quirks that can capture attention in sales emails?   Get ready for some laughs as we explore how offbeat subject lines like "I'm trapped with a squirrel" can bypass the usual business jargon and resonate on a human level.   In a world where professionalism often equates to formality, Marc shares his insights on why embracing humour and authenticity can lead to more engaging and successful interactions.   Plus, we discuss a daring, albeit risky, tactic of misspelling names to pique curiosity, showing that even the boldest moves require careful consideration.   Want to leverage YouTube for business growth? Learn from Marc's innovative ideas on using the platform as a dynamic lead-generation tool.   His proposed "Drunk Design" series exemplifies how educational content can entertain while building brand influence.   The episode closes with Marc's approachable charm, offering listeners avenues to connect with him and access more of his valuable insights on his website.   Whether you're in sales or just looking to spice up your communication, this episode promises a refreshing take on standing out and making meaningful connections.   Chapters: 00:00 - Unconventional Video Email Outreach Strategies 08:34 - Unconventional Sales Email Strategies 20:33 - Engaging Sales Outreach Strategies   Links and Resources Connect with Marc:  https://www.linkedin.com/in/marc-mcdougall/ Website: https://marcmcdougall.com/   Follow me: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://youtu.be/NuusuRdk180  

In this episode of The Sales Today Podcast I speak with Bryan Cassady, author of Generative Organization. His book looks at how people and AI can work better together inside a business. The central idea is not about "using" AI but learning how to partner with it in the same way you would with a colleague. Brian explains why many leaders feel let down by AI. The problem is not the technology itself but the way it is asked to work. Just as you wouldn't tell an intern to "go make a sale" without guidance, AI also needs clear direction and context. Treated in the right way, it becomes more like a smart team member or even a muse that can spark new ideas. We connect this way of thinking with sales practice. Just as salespeople partner with customers rather than trying to push them, the most effective approach with AI is to collaborate with it. Brian shares how this can change the way salespeople prepare, research, and build proposals. From shaping better questions, to testing different perspectives, to anticipating how different stakeholders might react, AI can raise the quality of every stage in the sales process. We also explore the importance of mindset. Seeing AI as a vending machine that spits out quick answers will keep you average. Seeing it as a thinking partner that helps you clarify objectives, test ideas, and prepare for real conversations is where the real value lies. Brian argues that AI can make everyone slightly above average, but it still takes excellent people to lead the process and ensure it is applied well. Towards the end, we link Brian's ideas to the VALUE framework for sales: Validate opportunities by checking if what you offer really matters to the customer Align your research and preparation with what drives their business Leverage better questions and sharper conversations Underpin your proposals with clear, customer-focused messages Evolve towards outcomes that prove real value This is a lively conversation that blends practical sales thinking with a new way of looking at technology. If you've ever wondered how to work with AI in a way that makes you stronger in front of your customers, this episode is worth your time.  --------- EPISODE CHAPTERS --------- (00:00) - Collaborating With AI in Sales (07:32) - Maximising Sales With AI Collaboration (12:03) - AI Collaboration in Sales Conversations (24:04) - Effective Sales Strategies With AI (31:17) - Evolving Sales Strategies With Collaboration   Connect with Bryan  https://www.linkedin.com/in/bryancassady/ Website: https://genorg.ai/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Uncover the secret to achieving consistent sales success by enhancing your emotional intelligence.   Join me, Fred Copestake, as I engage with James White, an experienced sales mentor and trainer, to explore how Daniel Goleman's five characteristics of emotional intelligence can revolutionise your sales approach.   James passionately advocates for listening over pitching and stresses the importance of truly understanding client needs to foster genuine connections. Our goal is to help you achieve consistent sales results, reduce stress, and enjoy a more balanced life.   We discuss how missing conversational cues can lead to lost opportunities, and how comparing human adaptability to AI highlights the need for a sophisticated understanding of tone.   While personality profiling tools like DISC can offer insights, James emphasises the critical importance of flexibility and self-awareness in real-time interactions to optimise engagement and success.   Empathy takes center stage as we discuss its transformative power in cultivating strong business relationships.   From small gestures like thank-you notes to understanding the evolving job landscape, we explore how empathy and emotional intelligence can set you apart as a trusted advisor, particularly in high-value service contexts.   Tune in to learn how these human skills will remain indispensable even as AI continues to advance, and discover how to harness them to elevate your sales strategy.       --------- EPISODE CHAPTERS --------- (00:00) - Importance of Emotional Intelligence in Sales (06:55) - Emotional Intelligence in Sales (19:13) - Empathy and Emotional Intelligence in Sales (28:40) - Qualification and Emotional Intelligence in Sales Connect with James: https://www.linkedin.com/in/jameswhitesales/ Website: https://www.jameswhite.business/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/8fH1ac2AYuo