Oct 29 2024 44 mins 1
Join us for a discussion about improving the sales process for you and the people you lead. John Meese is the author of Serve to Sell. One of my favorite parts of the interview is hearing the questions that John uses on a sales call. Such powerful questions that will alter how you approach a sales call.
You can join the 5 Day Proactive Feedback Challenge to build a feedback systems that improves your team and company's systems.
Highlights from the interview:
1. Shifting from a sales mindset to a service mindset
John shares how he struggled with the pressure and failure of traditional sales calls, which led him to reframe them as "serve calls" focused on genuinely helping the client rather than just making a sale. He explains how this shift in mindset was a key starting point for developing his serve to sell framework.
2. The six-step serve to sell framework
John outlines the six steps of his serve to sell framework: 1) Relationship, 2) Results, 3) Roadblocks, 4) Resources, 5) Recap, and 6) Recommendation. He explains how each step is designed to deeply understand the client's needs and position the solution as a natural fit, rather than a hard sell.
3. Emphasizing the importance of listening and empathy
John stresses the importance of truly listening to the client, asking open-ended questions, and providing space for them to share what matters most. He explains how this empathetic approach builds trust and makes the client feel genuinely cared for, rather than just being sold to.
4. Capturing client success stories as social proof
John discusses the value of systematically collecting client success stories and testimonials, as this social proof helps demonstrate the real-world impact of the solutions being offered. He shares an example of how he uses automated emails to gather these stories.
You can learn more about John Meese over at Serve to Sell. You can also check out his book Serve to Sell (Amazon Link).
As always, if you have any questions or want to submit a guest for the podcast that you think would be amazing, just reach out to me on the Systematic Leader website, and I’ll do my best to get them on. If you enjoy the interview, please take 30 seconds to rate the Systematic Leader podcast on your favorite platform. Thanks!
