In this segment, Erin shares a personal anecdote about the challenges she faced as a mother who wanted her daughter to attend a specific dance class but couldn't due to logistical constraints. This experience serves as a stepping stone to discuss the importance of understanding your customers' needs, constraints, and priorities when making sales.
Erin emphasizes the significance of empathizing with potential customers and offering creative solutions to address their challenges. Sales is not just a transaction; it's about forming authentic connections and building lasting relationships.
Sales is a much broader concept than simply convincing someone to buy your product or service. Erin believes in a holistic approach to sales, where conversations are grounded in authenticity and honesty. By considering the customer's perspective, priorities, and context, sales conversations become more meaningful and fruitful in the long run.
Erin shares her biggest pet peeve in sales: encountering salespeople who fail to listen to their customers' needs and desires. Active listening is a key skill in sales, allowing you to truly understand your customer's situation and tailor your offerings to suit their requirements.
To become a better listener, Erin advises slowing down during conversations and being willing to say, "I don't understand." By seeking genuine understanding and alignment with the customer, you can build trust and credibility.
Throughout her career, Erin has encountered various challenges and learned valuable lessons. One of her top tips for success in sales is preparation. Knowing your product, target market, and objectives beforehand empowers you to navigate sales conversations confidently.
Erin also cautions against getting stuck in "motion" rather than taking action. To thrive in sales, you must embrace vulnerability, which can feel daunting. Networking is an excellent practice space for honing your conversation skills and gaining clarity about your offerings.
In closing, Erin reiterates the importance of networking as a starting point for sales success. Women have much to offer in this field, and through authentic conversations, they can make a significant impact on their businesses and communities.
Don't miss this incredible episode filled with valuable insights and practical tips to revolutionize your sales approach. For more empowering content, be sure to follow the Giant Builders podcast and connect with Erin Thompson to embark on your journey to sales excellence.
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00:00 - Introduction
01:45 - Erin's Background and Journey into Sales
06:29 - The Power of Authentic Conversations in Sales
10:14 - Building Relationships and Trust in Sales
14:25 - Common Sales Misconceptions
17:59 - Aligning Sales with Your Core Values
20:06 - The Role of Spirituality in Sales
24:53 - Understanding Customer Needs and Constraints
26:55 - Broadening the Perspective of Sales
27:34 - The Importance of Listening in Sales
29:59 - Tips for Becoming a Better Listener
31:03 - Mistakes to Avoid in Sales
33:01 - The Significance of Preparation in Sales
39:08 - Networking as a Stepping Stone to Sales Success
40:16 - Closing Remarks and Call to Action
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