Episode Details

What is a definition of a good salesperson? In this week’s episode, our guest is Fred Diamond. He is the host and producer of the Sales Game Changers Podcast and is the co-founder of the Institute for Excellence in Sales (IES). He is also an advocate for Lyme disease treatment and is a frequent article contributor to LymeDisease.org. His books, “Love, Hope, Lyme” and “Insights for Sales Game Changers” will hit bookshelves on in July.

In this conversation, we are reminded of the virtues a salesperson must have in order to become successful - a deep understanding of the customers’ needs, the company’s offers, and perceiving sales as a profession than simply a task to accomplish the quota. Fred Diamond also touches on the idea that it takes time for a salesperson to build trust with their customers. Listen closely as we discuss diversity in sales, how to create a successful sales process, and what makes a good salesperson in today’s world.

Listen and enjoy!

[00:01 - 09:08] Opening Segment

• Fred on cultivating his passion for sales
• • Working in high-tech marketing
  • Realizing the importance of salespeople 
  • The urgent need for support in sales success
• Check out Sales Game Changers

[09:09 - 21:55] What it Takes to Be a Great Salesperson

• Defining a good salesperson
• • Believe in the company and understand– 
  • • Customer needs
    • The product
    • Sales as a profession
• How the little things matter
• • Realize that your offers may not be the right solution
  • Display proactiveness and show up as a partner for the clients
  • Building trust requires more than a couple of phone calls

[21:56 - 40:42] Tips for Better Performance from Sales People

• Fred’s advice on establishing relationships with clients
• • People need solutions from people they trust
  • There is no need to play ballgames, just honest answers
  • Put yourself in the head of the customer
• How introverts can outsell you
• • They think about the needs of the customers
  • They know that they need to engage with people

[40:43 - 46:10] Closing Segment

• The effects of world events on people’s lives
• Learn more about Fred with the Rapid Fire Questions!

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