Summary: Demanding buyers expect more from sellers. But what? Our preliminary research shows that sellers are more successful when they replace stereotypical sales behaviors with leadership behaviors. As a leader, you’ll align your actions with your behaviors. You’ll inspire your buyers instead of merely pitching them. You’ll challenge them and collaboratively co-create insights. You’ll encourage them to try new things and celebrate successes together. Best of all, you won't feel "icky" about selling. Learn more about this movement and how you can modify your behaviors to be more successful in connecting with buyers and closing more sales. Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company. She speaks and writes about the Stop Selling & Start Leading movement and offers sales training, coaching and consulting as well as leadership development programs. She is certified as an executive and sales coach by the ICF and is a Certified Master of The Leadership Challenge®. Deb has worked in every sector and in 14 countries to build leadership capacity, team effectiveness and sales productivity with a “people first” approach. Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.
