The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling with a servant’s heart. In today’s episode of The Sales Evangelist, Donald is joined by Jim Doyle to discuss why this is so important. What exactly is the term “selling with a servant’s heart?” It is being obsessed with the customer outcome. It’s more than a win-win because if it’s right for the customer, it’s right. A short term might not be in the seller’s best interest if it means the customer wins in the long term. You’re here to serve, not to sell. This should be the default mentality of salespeople. As you embrace it, you’ll see more success with this mentality. A servant’s heart can help overcome objections. One of his book chapters is, “ask a million questions.” Salespeople are taught to answer questions without focusing on uncovering the seller’s needs. Instead, an in-depth conversation is needed to understand their situation thoroughly. A transactional seller is likely to hear more objections than a diagnosis-based seller. Objections are likely tied back to a lack of information, and that lack of data results from the three-question qualification process. Selling is the process of taking away the buyer’s risk. As a seller, make the leap of faith as small as possible. And how you approach the sale is what reduces risk. Mitigating risk overcomes objections and is leads to more sales. Especially in the corporate setting, the decision needs to help both the company and the specific buyer. Help the buyer feel comfortable and aware of the process to reduce their likelihood of objections. Teach, not sell. As a seller, explain how and why your solution will work for the buyer rather than simply explaining why they should buy it. Focus on being a solution provider, which means entering a meeting being clear on your intentions, questions, and process. Jim’s final takeaway? Everything you give is given to you in return. So, focus on making a difference in the world for positivity to come back to you. Connect with Jim on LinkedIn and find Jim’s book “Selling with a Servant Heart” on Amazon. This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like...

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