Why We Should Try Harder for "Normal Conversations" - Scott Leese
Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and one of the most sought after people to help startups scale their sales organizations. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Scott puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales.
He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales and a highly sought-after consultant, advisor, leader, and sales trainer.
This conversation is how you make your sales process focused on having more real conversations, how you can find your own way to connect, and how to shift the typical messaging you use to make people believe there's a real person on the other end.
Summary:
Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can.
Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others.
We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales.
Key Moments:
2:30 - Why sales is about having a normal conversation. What that means. it's about the style and the skillsets required.
9:25 - Scott's story about how he first learned business and sales. How he started and learned sales on his own.
13:37 - A trick of coaching - Having reps give feedback to other reps and then how to get those people to admit to their weaknesses without being defensive.
23:30 - Why Scott's approach resonates with Founders and how he's had to say no to business at some points.
35:58 - How Scott thinks about deploying vulnerability to make it work
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