There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others. Many people deem these assessments as helpful, both in personal and professional realms, but they can be truly invaluable when it comes to creating trust with your clients and building relationships with prospects. Steve Gavatorta, interviewed by John Golden, explores how to use these behavioral and value analysis tools to become a better salesperson, sales leader, or sales manager.
This expert sales interview explores:
- The importance of building trust in the sales process
- Learning about yourself to learn about your client
- Using your brain to make changes
Whatever you do, be it leadership, sales, management, or marketing, trust is the most foundational part of any relation. In sales, if your customers don’t trust you, they’re not going to open up and share their needs, and if they’re not sharing their needs, you can’t articulate the ways that your product or service can solve their needs, and you’re not going to be able to align relevant solutions.
Know Yourself, and Your Client:
Many people use-value and behavior assessments in order to understand themselves, but they can also be very helpful in getting to know your clients.
There are two important parts of the brain, the limbic system, and the cortex. The limbic system is where our emotions are. As babies, we function largely out of the limbic part of the brain, where our response to an adverse situation is going to be strictly emotional, and trigger a freeze, flight, or fight reaction.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.