In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Ian Richardson, Managing Partner at Richardson and Richardson Consulting.
Ian discusses the importance of empathy in sales. He believes that truly understanding someone involves being able to empathize with them and understand their feelings, fears, and desires. He also shares about the importance of having a process in sales.
Key Highlights include:
- Having empathy in relationships - 6:19
- Processes in sales - 10:50
- Communicating effectively with a buyer - 18:05
In addition, Ian provides suggestions and techniques. to ensure effective communication with buyers, such as the importance of asking questions to understand the buyer's definition of terms like "big problem."
Tune in to this episode of the Art and Science of Complex Sales Podcast with Ian to learn tips and tricks to ensure effective communication with buyers!