From VP to AI Innovator: Brian Dietmeyer's Sales Journey

James White is joined by Brian Dietmeyer to explore the evolving landscape of sales, negotiation, and the integration of AI in training sales professionals. Brian emphasizes the importance of understanding buyer needs and the competitive landscape to navigate negotiations successfully. He shares insights from his extensive career, highlighting that success in sales comes from showing customers how to meet their needs with higher confidence and lower risk than alternatives. The conversation also delves into the shortcomings of traditional sales training models and how Brian's new venture, Close Strong, aims to provide continuous support and real-time assistance to sales teams. With a focus on empathy and curiosity, this discussion offers valuable strategies for sales professionals looking to adapt and thrive in a fast-changing environment.Takeaways: Buyers often leverage alternatives to negotiate better deals, making it crucial for sellers to understand these alternatives thoroughly. Success in sales is built on empathy, understanding customer needs, and presenting solutions that lower perceived risk. Sales training should focus on sustained learning rather than one-off events to ensure lasting skill retention. Negotiation strategies should emphasize how to meet customer needs better than alternatives, enhancing confidence in the solution offered. Being curious and diagnostic in sales conversations leads to deeper insights and stronger connections with potential clients. AI can play a critical role in ongoing sales support, providing real-time assistance and insights to sales representatives. If you would like to connect with Brian check out his LinkedIn profile: https://www.linkedin.com/in/brian-dietmeyer-5390052/And if you would like to find out more about Close Strong, you can find their website here: https://www.closestrong.ai/Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

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