Collaborate with Prospects to Increase Win Rates w/ Dave Stein and Steve Andersen [Episode 329]

Among the many topics that Dave, Steve, and I discuss are how to (not) control the sale, which activities support the sales process and create a higher probability of success, and what kind of sales behaviors do today’s buyers require from successful salespeople?

Joining me on this episode of Accelerate! are my guests Dave Stein and Steve Andersen, co-authors of a new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World.

KEY TAKEAWAYS

Dave and Steve tell of their varied backgrounds. Each started in music, but found a more sure path in enterprise.

Who is Steve’s all-time favorite guitarist, and how did he influence Steve for change?

Most sales reps focus on the window of a single sales opportunity. But if the salesperson waits until ‘there’s meat on the table,’ it’s almost always too late for that sale.

What kinds of activities have a high probability of setting sales teams up for ongoing success in complex sales?

Do customers want to be coerced and controlled? How do you move sales teams off this paradigm?

What are some ways to collaborate with a customer, to engage the customer cooperatively, in discovery of need?

What traits should you look for, as you hire for sales?

What does Andy consider to be a great second question for every rep to ask — and is it on-script?

What matters most to customers?

What is a ‘value chain’?

What is the advantage of being the first vendor to have visioning discussions with a prospect?

MORE ABOUT DAVE STEIN AND STEVE ANDERSEN

Dave, what’s your most powerful sales attribute?

Wisdom and experience.

Steve, what’s your most powerful sales attribute?

Credibility, and being able to bring insights and actionable awareness to clients.

Dave, who is your sales role model?

Steve Andersen!

Steve, who is your sales role model?

Dave Stein. People buy Dave Stein because, not just of what he knows, but the person that he is.

Dave, what’s one book that every salesperson should read?

Power Base Selling: Secrets of an Ivy League Street Fighter,

by Jim Holden.

Steve, what’s one book that every salesperson should read?

Good to Great: Why Some Companies Make the Leap… And Others Don’t, by Jim Collins.

Dave, what music is on your playlist right now?

Freddie Hubbard, Maynard Ferguson, Wynton Marsalis, Roy Hargrove, Arturo Sandoval — brash, screaming, passionate trumpet playing.

Steve, what music is on your playlist right now?

Jazz, The Blue Note Sessions, some really nice Carolina Beach Music: The Tams, The Showmen, Willy “Tea” Taylor, The Impressions.