In this episode, Brian Dietmeyer talks with Carrie Welles about transforming the sales conversation by introducing techniques like signaling and validation early in the sales cycle. They explore how these strategies can preemptively address common buyer tactics and shift the negotiation away from price alone, thereby adding value to the sales process. This insightful discussion is packed with practical advice, backed by research and real-world examples, making it a must-listen for sales professionals looking to enhance their negotiation skills and sales effectiveness.
Timestamps:
00:18 - Introduction to changing the sales conversation early.
01:21 - Explanation of signaling and validation in sales.
02:46 - Discussion on the importance of providing value during discovery.
05:47 - Detailed breakdown of the signaling technique.
09:17 - Differentiating signaling from validating and their applications.
11:03 - The science behind content-embedded questions.
13:51 - Real-life case study on effective use of signaling and validation.
14:48 - Conclusion and final thoughts on the episode's topics.
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