In the 13th episode of our ‘SaaS expert interview’ series, Matt Milligan chats with sales enablement expert Aaron Evans. Aaron is ranked as one of the world’s top sales enablement influencers, and as such he’s able to provide direct, comprehensive management strategies, and shed light on a whole host of intricate sales engagement processes. Matt and Aaron run through topics at breakneck speed, so if it’s a detailed sales education you’re after, this is not one to miss.
In this show we talk about qualification: (Koala-fication)
Why we need it
What methodology we should use
How to do it.
What questions to ask.
How to ask them.
What is the most important skill for a Sales Manager to have in this modern day of selling? Coaching, the answer is coaching. Why is that and what can be gained from utilising a coaching mindset in every situation with your team?
Aaron Evans boasts 13 years of sales enablement, coaching and hands-on training experience in multinational, corporate, and start-up business environments.
In today’s episode of the Salesman Podcast, Aaron describes how we can use NLP and neuro-semantics to change our beliefs, our thought patterns, and our buyer’s beliefs to improve sales performance.
Let’s talk sales enablement with Aaron Evans on this sales influence podcast. Sales enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.
In today’s conversation Aaron and I dig into the topic of qualification. It’s a subject that gets a lot of lip service but overall qualification is not performed very well by sellers. If I’m working with a sales team or seller on a lost deal review, I start with discovery and qualification. because that is where most of the problems start. We get into why Aaron likes the “Why Buy Analysis.” And how to implement this with sellers. We also dive into objection handling. Aaron discusses how he uses the Feel, Felt, Found technique to help surface the real question the buyer is posing with their objections. And then how to answer it.
I sat down with Brian G. Burns from the @The Brutal Truth Sales Podcast to talk about all things sales.
We discussed in detail how to become a great communicator.