Ever wondered how to prepare for a sales pitch without going down the rabbit hole of 'analysis by paralysis'? Join us as we explore the world of sales with Alison Fell, Practice Partner of SalesStar UK. Alison is a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors.
The Importance of Preparation in Sales (0:10)
We explore the lessons Alison has learned in her long and varied career in sales so far - from medical devices to recruitment - and how effective communication and understanding your customer's pain points can be key to success. We also discuss the rigor that's needed for consultative selling, and how product knowledge and understanding your customer have to go hand-in-hand.
Becoming a Trusted Advisor (14:25)
We discuss the importance of understanding the prospect's pain points and having effective communication, as well as the need to research and gain more insight into the customer before trying to sell a product. We also explore the idea of analysis by paralysis and how to effectively prepare for a conversation without overdoing it. Finally, we emphasize the importance of listening and understanding the decision-making process, as well as the necessity of role-playing before talking with prospects.
Sales Training and Growth Strategies (25:14)
Alison shares her insights on how to work with CEOs to help them understand the strategies for a successful sales team and how to use the nine step pathway to analyze the sales team. She also emphasizes the importance of preparation and self-development for sales professionals. Lastly, she shares her LinkedIn page to provide further resources and guidance.
From the medical devices industry to recruitment, Alison sheds light on key strategies that have contributed to her success, including the need for in-depth product knowledge and the ability to understand your customer's pain points.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.