Oct 31, 2024
Ethical selling: Help prospects identify as your customer
Martin Stellar, author of "Sales for Nice People," joins me to share his unique perspective on aligning sales practices with personal values, leading to genuine success.
Drawing on 30 years of experience in understanding human nature and psychology, Martin reveals how his journey from a monastery to a tailoring business taught him that quality alone isn't enough for sales success.
Emphasising that sales can be an act of service, Martin encourages entrepreneurs to embrace their integrity and transform their approach to selling.
We address how focusing on serving others can overcome the challenges of traditional sales mindsets and result in fulfilling and profitable outcomes.
We also explore the refreshing concept of collaborative and ethical selling, highlighting the "same-side selling" approach where buyers and sellers act as partners rather than opponents.
Martin explains how fostering authentic interactions energises buyers, allowing them to naturally gain confidence in their decisions.
By embracing a non-linear sales framework centered on listening and understanding the buyer's journey, we redefine the traditional focus on closing deals.
Instead, we highlight opening opportunities and facilitating personal growth for both buyer and seller, underscoring how serving others can lead to transformational sales experiences.
-------- EPISODE CHAPTERS ---------
(00:34) Modern Sales Techniques for Nice People
(05:18) Perceptions of Sales and Entitlement
(14:22) Same-Side Selling Dynamic in Sales
(18:27) Let Buyers Decide, Avoid Over-Enthusiasm
(23:49) Trust-Building Sales Conversations
(26:23) Understanding Buyer Transformation
(29:46) Building Trust Through Permission-Based Sales
Connect with Martin
LinkedIn: https://www.linkedin.com/in/martinstellar/
Website: https://martinstellar.com/
Website: https://salesflowcoach.app/
Get Martin’s Book: https://martinstellar.com/book/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube