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"HOW YOU SELL IS MORE IMPORTANT THAN WHAT YOU SELL"

In this excerpt from the latest episode of 'The Outside Sales' podcast series hosted by Steve Benson, CEO Badger, his guest John Smibert, explains why "How we sell is more important than what we sell".

John explains "How we sell is what essentially wins the business - and the way to sell should be to create value for the customer in every interaction without talking about our product".

In the FULL PODCAST EPISODE (see links below), John talks about the challenges businesses face when selling complex B2B deals and how his recently published sales novel, The Wentworth Prospect, shows how to progress sale from beginning to end in a very engaging story.

Here are some of the topics covered in this episode:

How to get our 'selling intent' focused on helping the customer
Why people don't want to buy an product - they want to buy an outcome
The importance of aligning with the buying journey
How larger organizations identify a need and progress to a decision
How to conduct a consultative conversation with the customer
How to help the customer on their thinking journey
The best strategy for outside salespeople to get past potential gatekeepers
Tips for getting past or working with a gatekeeper
How salespeople can lower their client’s perceived risk

LISTEN TO THE FULL PODCAST AT ONE OF THESE CHANNELS:

Badger Website: rebrand.ly/c7aglnu
Podbean: rebrand.ly/ik44ccz
iTunes: rebrand.ly/39akzj2
Stitcher: rebrand.ly/tmxrd8a
YouTube: rebrand.ly/mvsn8kw