In this inaugural Making SEAMless Sales Show, Art will discuss key takeaways the audience will get from watching the show including increased revenues, win rate, margins, and client success, leading to more money and recognition for you! While the core audience is B2B sellers, anyone in sales can benefit as we'll cover topics from value to risk mitigation to not competing based on price, and much more.
Art will discuss:
✅ What is "Making SEAMless Sales" and how you will benefit.
✅ Insights from recent client engagements that can prevent you from running into a brick wall.
✅ Highlights from his book Making SEAMless Sales that you can put into action immediately (even without buying the book).
✅ The type of needs and goals addressed by the show.
✅ The show format including how to submit your questions to be answered live on the show.
https://teamsalesdevelopment.com/coming-soon-new-12-week-podcast-series-on-talkradio-nyc/
#presales #sales #SalesManagement #SalesEnablement #SEAMlessSales
Tune in for this informative conversation at TalkRadio.nyc
Art Fromm’s new show, Making SEAMless Sales, aims to help sales professionals and anyone involved in persuasion improve their effectiveness by fostering win-win outcomes and seamless interactions. Drawing on his 40 years of experience across engineering, sales, and sales enablement—especially in complex B2B environments—Art shares practical insights and methodologies designed to increase revenue, reduce discounting, and build stronger relationships. The show features a mix of expert guests, real-world examples, and live Q&A, providing valuable tools for individuals and companies seeking to elevate their sales success and personal influence.
Art Fromm highlights the critical need for seamless collaboration between pre-sales technical roles (like solution architects or sales engineers) and traditional salespeople to improve win rates and client success in complex B2B sales. He emphasizes that successful selling is about facilitating the buyer’s journey—shifting from pushing solutions to pulling interest through genuine discovery and understanding the client’s pain points and goals. By focusing on client success and creating win-win outcomes, sales teams can build trust and engagement, leading to higher revenue and stronger, longer-term customer relationships.
Art Fromm explains that value in sales is the intersection between a client’s needs and the solutions you offer, emphasizing that value is always perceived by the buyer. Successful selling requires increasing the buyer’s perception of value while simultaneously managing and mitigating perceived cost and risk—factors that can tip the decision scale against you. He highlights that cost is not just price but total cost of ownership, and risk includes fears or uncertainties about moving forward; mastering this balance leads to more win-win outcomes and less discount pressure.
Art Fromm challenges the common saying that “people buy from people they like,” suggesting instead that buyers purchase from those who genuinely know and care about their needs. He stresses the importance of deep discovery—listening actively and understanding the buyer’s decision-making process—to build trust and align solutions with their actual needs. Art also differentiates persuasion from manipulation, advocating for ethical sales practices focused on win-win outcomes, which enhance buyer experience, improve sales success, and foster long-term relationships.
00:00:47.900 --> 00:00:54.259 Art Fromm - Team Sales Development: Hello, everybody, and welcome to the making seamless sales show my name is Art from.
00:00:54.500 --> 00:01:05.589 Art Fromm - Team Sales Development: and this is the debut show. So I am very glad that you're here. Thank you for joining. Live if you are live, and you would like to drop in the comment
00:01:05.790 --> 00:01:19.569 Art Fromm - Team Sales Development: where you're calling from. I'd love to hear that if you are watching the recording or listening to the audio, thank you very much, and you can always connect with me later through teamsalesdevelopment.com.
00:01:19.690 --> 00:01:25.849 Art Fromm - Team Sales Development: What I wanted to do tonight and this is going to be every Thursday night at 7 Pm.
00:01:26.100 --> 00:01:37.429 Art Fromm - Team Sales Development: Is just run you through what the purpose of the show is how it might help you, what it's going to do for you and the format, so that you could participate fully as we go through.
00:01:37.940 --> 00:01:42.180 Art Fromm - Team Sales Development: So again, my name is art from I'm with team sales development.
00:01:42.310 --> 00:01:56.659 Art Fromm - Team Sales Development: and the purpose of my company is to help sales teams to perform better. So why this would matter to you is whether you're in sales or whether you're just involved with any type of persuasion
00:01:57.160 --> 00:02:07.249 Art Fromm - Team Sales Development: this show should help you with how to make those interactions more seamless. So yes, this is about sales and sales at its heart is about persuasion.
00:02:07.410 --> 00:02:24.839 Art Fromm - Team Sales Development: and as such we are all involved with persuasion in one way or the other, whether it's actually selling a product, a piece of equipment, a solution, or just persuading somebody to try to do something that you feel is appropriate for them, or that you would like them to engage with.
00:02:24.970 --> 00:02:37.240 Art Fromm - Team Sales Development: So why this matters to you? What I would say is, no matter who you are or what walk of life you're from. And, by the way, in the chat, if you also want to put what your job function or your job title is
00:02:37.890 --> 00:03:04.529 Art Fromm - Team Sales Development: this is going to help you be more successful with a win-win outcome. You're going to hear me talk about that a lot. That's a big theme that I have in terms of sales, because sales can sometimes be a maligned topic. Many people try to avoid salespeople, and I can understand why I've had some sales. People in the past that were just too pushy or just didn't, you know, seem to care about what I wanted?
00:03:04.850 --> 00:03:19.409 Art Fromm - Team Sales Development: We've all run into the sales. People in the, you know. Supermarket. Well, maybe not a supermarket. But in a department store clothing store, a shoe store that are like, Hey, can I help you? And they may be very pushy.
00:03:19.550 --> 00:03:35.700 Art Fromm - Team Sales Development: That's not what we want to be. So whether we're trying to persuade somebody or sell something. We want to be helpful. We want a win-win outcome. So why would this show matter to you? And why might you want to be interested in attending either live or joining in the recordings as they come out each week.
00:03:35.900 --> 00:03:45.909 Art Fromm - Team Sales Development: Well, I believe 1st and foremost is that it will help you to be more successful with having those relationships that allow you to be more persuasive.
00:03:46.010 --> 00:04:01.120 Art Fromm - Team Sales Development: And if you're in a sales role where you truly are selling something, you've got a solution that you're providing it should allow you to generate more revenue. It should allow you to increase your margins so that you don't have to discount in order to sell.
00:04:01.160 --> 00:04:25.759 Art Fromm - Team Sales Development: and it should allow you, at a personal level, to have more recognition, more success, and things like that. So even if you are just trying to persuade somebody about something. Maybe you're on a committee, or maybe you're in charge of a group of people, perhaps your manager, and there are things that you'd like them to do in a certain way. Or maybe things need to change. This should allow you to have more success with that type of an approach
00:04:26.020 --> 00:04:34.400 Art Fromm - Team Sales Development: I also feel like from a personal value perspective. This will give you more personal value. So if you're looking to develop your career.
00:04:34.760 --> 00:04:45.450 Art Fromm - Team Sales Development: if you're looking to move on, maybe to another career opportunity or something like that. These are some of the techniques and some of the approaches that will be able to help you do that.
00:04:45.540 --> 00:05:06.719 Art Fromm - Team Sales Development: So who is this? For, you know, who could benefit from that again? Anyone that's in sales, and whether you're persuading somebody about a group of where they should go or what you should do. Perhaps you're trying to pick what movie you want to go to with a group of friends, or what restaurant to go to, or you're trying to decide on a vacation that you want to go to, or you're working with
00:05:07.300 --> 00:05:08.530 Art Fromm - Team Sales Development: clients
00:05:08.680 --> 00:05:38.380 Art Fromm - Team Sales Development: who, you know can benefit from your solution. These are all things that will help you if you are selling yourself. So many people, a lot of colleagues that I have are working on things like helping others. They do coaching and those types of things. So you're selling yourself, not just some services, but really what your knowledge is, and things like that. This will help you as well where this really excels. And my sweet spot is very, very complex. Sales
00:05:38.800 --> 00:05:41.430 Art Fromm - Team Sales Development: supply chain software.
00:05:41.560 --> 00:05:53.750 Art Fromm - Team Sales Development: telecommunications it, those types of things that involve longer sales, processes and more complex buying decisions where you typically are involved with
00:05:53.880 --> 00:06:04.590 Art Fromm - Team Sales Development: 5, 6, 7, 8, maybe even 12 different decision makers. That's where the full methodology that I offer really excels. However, at the same time.
00:06:04.920 --> 00:06:11.679 Art Fromm - Team Sales Development: many of the concepts that we're going to use are very simple in ways that could be used
00:06:11.880 --> 00:06:21.549 Art Fromm - Team Sales Development: in other applications. So I'm going to try to do a combination of both where whatever type of persuasion you're involved with. It can help you in either one.
00:06:21.930 --> 00:06:46.349 Art Fromm - Team Sales Development: Now, some resources that you can explore. The name of this show is making seamless sales, and I'll address the elephant in the room right away. Here is that this is designed after and pattern after my book. So let me just say I'm not trying to sell my book. This is not about book sales you don't get. You don't make money off of book sales this book.
00:06:46.880 --> 00:07:06.420 Art Fromm - Team Sales Development: If I could just back up a little bit. This book is the culmination of 40 years in my career where I was initially a customer and a consumer of technology. Then I was involved in sales and sales management roles, and for the last 25 years or so I've been involved with sales enablement.
00:07:06.750 --> 00:07:31.319 Art Fromm - Team Sales Development: So I've done all those different roles. And what this book and what this show is about is to share with you. I want to give back. I want to help you with a very unique perspective in terms of the way that I've experienced sales and selling and enabling sales to help you with that and get, you know little little pieces that you can utilize in whatever
00:07:31.400 --> 00:07:55.290 Art Fromm - Team Sales Development: aspect you'd you'd like to. So the book itself. Yes, that's part of this, and I'll show you during the break, how you can have more access if you're watching on any of the feeds. And certainly, if you go to the Talkradio dot Nyc website, you'll see in the show notes and in the other descriptions other ways you can get at that information. So it's about sharing with you.
00:07:55.830 --> 00:08:20.339 Art Fromm - Team Sales Development: Now, just very, very briefly, and this is more so that you know how you could pick my brain, which, by the way, I do want to have you participate. So if you're on any of the live streams, there's a way you can connect, and Jesse is watching those feeds, and will relay to me any comments or questions or anything you have. The show is going to be divided up into 3 main segments.
00:08:20.650 --> 00:08:27.279 Art Fromm - Team Sales Development: The 1st segment is going to be sharing a little bit. Now, tonight I'm using that for the introduction to the whole series and the whole show
00:08:27.320 --> 00:08:44.139 Art Fromm - Team Sales Development: normally for the next show we're going to do in one week. I'll share with you some insights, maybe a situation that I saw, maybe something that I encountered, and certainly something to help tee up the subject for that show the middle part of the show is going to be a guest.
00:08:44.140 --> 00:09:09.689 Art Fromm - Team Sales Development: so it will be a guest, that is, either, you know, a colleague of mine that's that's also helping with these things. Somebody that I've learned from. Certainly it will be some guests that you will learn from in terms of their experience. And having implemented some of these things, or having experience with it, and then the 3rd part, the final part of the show for maybe the last 10 min, or whatever is going to be answering your questions.
00:09:09.710 --> 00:09:32.620 Art Fromm - Team Sales Development: If anybody's been around long enough, you might remember, dear Abby, in the newspaper, that that shows you how long ago that was. But the idea with dear Abby is, you know, you could write in a question like, Hey, I'm having this problem, or here's a situation that I'd like some help with. And when that happens, then the response comes. So what I would like to do is offer
00:09:32.620 --> 00:09:57.529 Art Fromm - Team Sales Development: the opportunity for any of you. And maybe I just thought of this actually, when I was going through what I was going to talk about tonight. Maybe it's like the dear Artie, part of it. I don't know. It's a little Corny, but maybe catchy. But, dear Artie, you know here's a situation I'm in. What do you think about this, or you might just be curious about some aspect of the book or some aspect of consultative selling. So those are the types of things that we'll do is for the show.
00:09:57.960 --> 00:10:25.910 Art Fromm - Team Sales Development: and therefore, just very briefly to wrap up this segment of the introduction. I did start as actually a mechanical engineer, and I got involved with the software space very, very quickly, because it was new technology. At the time. In the early eighties I was fascinated by what the possibilities were, and I shifted to implementing systems inside of the companies I was working for. So I was like, you could say, maybe the it person. But it was really more than that.
00:10:25.910 --> 00:10:47.949 Art Fromm - Team Sales Development: It was applications that helped the engineers do their job and helped us to do all of the different projects we did for our clients. So, and as a result of that I was a customer. I was the one that was being sold to. I was the one that people were trying to take the money from. I had the budget. I was the one that started to try to implement things and find out. What should I do
00:10:48.040 --> 00:11:01.030 Art Fromm - Team Sales Development: that led to sales and sales management roles? Because one of the companies I was working with who I used at the time. I was very involved with them. They recruited me to come on board, so my career shifted to
00:11:01.630 --> 00:11:25.290 Art Fromm - Team Sales Development: sales roles, and initially it was more of a pre sales role. A sales consultant type role. And then I did do sales roles where I carried a bag, quote unquote. I also did a role where I did everything from the beginning all the way through the end of the sale. So from Hello! All the way through success. And then that led to sales enablement because I was doing some things with my team
00:11:25.380 --> 00:11:33.919 Art Fromm - Team Sales Development: that the company wasn't really providing. So I worked for a number of companies doing these sales roles, and one of the last company that I was with.
00:11:34.020 --> 00:11:38.560 Art Fromm - Team Sales Development: They were teaching their pre-sales or sales engineers
00:11:38.890 --> 00:11:59.170 Art Fromm - Team Sales Development: about the products and the solutions and the features and the functions which is important. Obviously, what was missing, though, was the sales acumen, the consultative selling, the understanding of the client. So I started to do that with my team, and my company liked it so much, they said, Let's go ahead and move you into sales enablement.
00:11:59.170 --> 00:12:16.430 Art Fromm - Team Sales Development: So they moved me into sales enablement. And this goes back 25 years ago, inside the company, I was doing sales enablement roles inside the company to help all of the rest of the sales engineers and the sales people with some of that consultative selling aspects.
00:12:16.600 --> 00:12:18.290 Art Fromm - Team Sales Development: Then in
00:12:18.960 --> 00:12:32.600 Art Fromm - Team Sales Development: around 2,004, I wound up, going on my own and actually joined a Global Learning Company at that Global Learning company for about 3 years. I was also doing sales roles. And that's where I met one of the
00:12:32.770 --> 00:12:39.659 Art Fromm - Team Sales Development: one of the partners that I want to talk with you about. He's going to be my special guest next week. Actually, we've known each other for over 20 years.
00:12:39.810 --> 00:12:48.470 Art Fromm - Team Sales Development: and then I ultimately went on my own since 2,009 with team sales development. But we're coming up to a break here. So
00:12:48.690 --> 00:13:10.370 Art Fromm - Team Sales Development: I just want to tease you a little bit with the book. I'll explain when we come back from the break, why this is called seamless Sales, and why this says the Se. And the Am. Is capitalized here that has to do with the methodologies that I'll talk about, and also some of the insights that I can give you. By the way, Steve Bistritz, John Kerr.
00:13:10.370 --> 00:13:24.359 Art Fromm - Team Sales Development: and Peter Cohan are 3 partners that I've been working with that I'll talk a little bit more about when we come back from the break, who helped me with my career and our key parts of my overall portfolio. They also wrote forwards for the book.
00:13:24.430 --> 00:13:33.079 Art Fromm - Team Sales Development: So let's go ahead, and we'll transition into the 1st break here, so I'll see you back in a minute or 2.
00:15:41.310 --> 00:15:43.200 Art Fromm - Team Sales Development: All right. Everybody welcome back!
00:15:46.470 --> 00:16:03.359 Art Fromm - Team Sales Development: So I want to talk a little bit more and help you out with why this matters and I want to give you a couple of key concepts from the book in just a moment. But I also want to recognize the show that was just on before me, serving up success with a splash.
00:16:03.440 --> 00:16:25.829 Art Fromm - Team Sales Development: and I appreciate that Bruce mentioned that my show is next, and we've got a great collaboration. I hope that at some point we can maybe cross pollinate a little bit, and I could be on their show, and they could be on my show because they're a great group. So watch for them 6 Pm. Eastern on Thursdays, and their shtick is that they make a drink
00:16:25.850 --> 00:16:41.090 Art Fromm - Team Sales Development: during their show. So that's what it's about. And tonight's drink had to do with clarity, so it ties in with their theme. But I said, I can't do their drink until after my show, so, anyway, thanks for them for for making that call out and back at you.
00:16:41.190 --> 00:16:43.929 Art Fromm - Team Sales Development: All right. So a little bit more about
00:16:44.350 --> 00:17:06.300 Art Fromm - Team Sales Development: the book, and why this might matter to you. And again, if you are in sales, pre-sales business to business type sales, complex sales. This is really going to resonate for you. And then, as I said, I'll take some of these topics and make it. We'll talk about that in just a couple minutes. Take one of these complex topics and make it something useful for anybody
00:17:06.390 --> 00:17:17.139 Art Fromm - Team Sales Development: but just a moment about the book, and why I called the show what I called it, making seamless sales. I started this out because I noticed through my career that
00:17:17.650 --> 00:17:35.020 Art Fromm - Team Sales Development: well, let me back up a little bit for those of you that might not be familiar. In most complex sales there is a technical sales type person and a sales type person. And the reason for that is simple is that back in the day, in order for anything to work, you had to have. What essentially was an engineer
00:17:35.020 --> 00:17:53.710 Art Fromm - Team Sales Development: who knew how to run the software, the equipment, or whatever. And then the salesperson would be more like the front person that would show the stuff and close the sale and all that. I started out as an application engineer. So I was needed in order to make the thing run, and at that time it was information management
00:17:53.990 --> 00:18:01.589 Art Fromm - Team Sales Development: make the information management system run so that it could be shown to a client that the salesperson was working with.
00:18:01.650 --> 00:18:22.909 Art Fromm - Team Sales Development: and as such it was intended to be a partnership very often, though, it was very distinct. And we'll get into this more in future shows. There's a lot of differences in terms of personality. There's differences in terms of the focus, just the aspect of technical sales. And then the salesperson. It's like technical and business. Now the key is for them to work together better.
00:18:22.910 --> 00:18:49.510 Art Fromm - Team Sales Development: Unfortunately, a lot of things have conspired against that over the years. It started in 2 different groups. Even today, most business to business organizations still have 2 different groups. There's a pre-sales group. The job titles are often called solution architect solution, engineer, sales engineer. It might be other types of titles along those lines. And then you have the other group, which is the sales
00:18:49.910 --> 00:19:03.199 Art Fromm - Team Sales Development: folks, and that could be us a Sdr. A. Bdr. So these are people that are involved very early a account executive, an account manager, and other roles like that that make up the sales role.
00:19:03.220 --> 00:19:22.650 Art Fromm - Team Sales Development: Both of these groups at an individual level, at an opportunity level, need to work together seamlessly. But that does not always happen, and one clue is the fact that they often are in 2 different groups with 2 different management chains that very often report at a higher level together.
00:19:22.720 --> 00:19:30.150 Art Fromm - Team Sales Development: So, having experienced both of those roles through my career, both as a customer, a client
00:19:30.270 --> 00:19:56.920 Art Fromm - Team Sales Development: who was, you know, I always talked to my application engineer from the company I was working with because I needed them to be implementing the technology. But I still had to go through the salesperson who was making me sign the deal, you know we would negotiate, and all that stuff. So I experienced that as a customer. Then, when I came into sales, I experienced that as being both of those roles, and even in one case I was both of those roles at the same time.
00:19:57.250 --> 00:20:03.059 Art Fromm - Team Sales Development: which meant that it was even more challenging. And maybe I'll talk about that on a future show as well. Now
00:20:03.200 --> 00:20:27.620 Art Fromm - Team Sales Development: come to fast forward today, and the reality is is that those 2 roles still are not working together. Great. Now let me just have a caveat here, and a huge shout out for anybody that's doing this that has figured it out. Congratulations! And you know that you are excelling studies right now from Salesforce, and a whole bunch of other people show just the mere fact that the 2
00:20:27.800 --> 00:20:44.399 Art Fromm - Team Sales Development: types of sales roles work together better seamlessly. The win rate can increase by 37%. Now, that's with really not much else changing just those 2 roles coming together more seamlessly. So I set out with my book
00:20:44.450 --> 00:20:58.380 Art Fromm - Team Sales Development: because I've experienced this, and I just saw it in all my workshops that I deliver. I often do it with only pre-sales, or only sales, sometimes thankfully together. But I constantly see that there's still this friction or this.
00:20:58.440 --> 00:21:24.629 Art Fromm - Team Sales Development: I don't even think it's resistance. It's just sort of the nature of the beast where they're not working together. So I started out. Gosh! It was 2 years ago. Now, I guess. Yeah, well, yeah, basically, 2 years ago, coming up that I started writing this book because I said, I got to capture this and share this with everybody, and I started with the idea of pre-sales and sales trying to work together, and how that could help. Well, all of a sudden, I realized I can't talk just about that
00:21:24.630 --> 00:21:47.050 Art Fromm - Team Sales Development: without going upstream in the sales process. In other words, left in the sales process to what happens before sales and pre-sales get involved. What happens with the client who's looking through the website or what happens with the client that has been contacted, maybe through a call and then moving right in the sales cycle in the buying cycle. Frankly.
00:21:47.090 --> 00:21:55.549 Art Fromm - Team Sales Development: what does that look like for client success, and making sure that the client is working properly. So I had to expand this out to include the entire
00:21:55.590 --> 00:22:13.940 Art Fromm - Team Sales Development: cycle of engagement from Hello through implementation and renewals and commitment. Now, again, this is business to business. This is Sas selling. So for some of you, this doesn't apply. The good news is, though, there's a lot of lessons learned along the way that we can extract out and talk about. That helps
00:22:13.940 --> 00:22:26.589 Art Fromm - Team Sales Development: back to the book real quick, making seamless sales as a play on words. And my my grandson was quick to pick up on this, because I'm pretty, you know, they always count. They start counting. When how many, how many.
00:22:26.630 --> 00:22:53.079 Art Fromm - Team Sales Development: how many Dad jokes. Is papa going to do, you know? And very quickly we're up to 5 or 6 within the 1st hour of being together, and he goes. There must be a dad joke there or something. And the point is, yes, there's a meaning for this to be capitalized, and it's because my focus is the se pre sales engineer type, role or solution engineer type role working together better with the account manager or sales type role.
00:22:53.080 --> 00:23:08.990 Art Fromm - Team Sales Development: So this is about making the experience more seamless, seamless internally, to win more business and seamless for the buyer or the customer, so that they have a better experience as they're going through it. So that's the idea. And why is that important? Because
00:23:08.990 --> 00:23:29.189 Art Fromm - Team Sales Development: the main theme here. And please, if there's 1 takeaway for tonight that I want you to take away is it's client success. So whether you're selling a solution, whether you're trying to convince somebody about something, whether you're even in an argument, or whether you're in a negotiation. The outcome should always be win-win.
00:23:29.390 --> 00:23:34.930 Art Fromm - Team Sales Development: because there's only 4 possibilities. There's win-win, there's win lose.
00:23:35.060 --> 00:23:44.549 Art Fromm - Team Sales Development: there's lose win, and there's lose-lose and what I learned a long time ago was anything other than win-win is going to result in lose-lose.
00:23:44.730 --> 00:23:58.900 Art Fromm - Team Sales Development: If you're trying to win at somebody else's expense. That's not going to be good if somebody's trying to win at your expense. That's not going to be good. So win-win is the outcome. And that's the idea. Here, with seamless sales. So what I want to get into is
00:23:59.230 --> 00:24:11.320 Art Fromm - Team Sales Development: a quick example from this materials that applies really in any situation, and I would I would encourage you to apply it to your situation, whether it's heavy duty sales, or whether it's just
00:24:11.470 --> 00:24:25.200 Art Fromm - Team Sales Development: trying to figure out where to go to watch a movie. Or, you know, do a group exercise. So what I'd like to to focus on a little bit here is that although this is called making seamless sales, it's not about the sale, it's about the buy.
00:24:25.380 --> 00:24:42.729 Art Fromm - Team Sales Development: It's not about us trying to push our solution or push an answer or push some advice. It's about getting the other person to be receptive to us. It's about getting that person to buy, so turn it from a sell to a buy, turn it from a push to a pull.
00:24:43.210 --> 00:24:47.050 Art Fromm - Team Sales Development: the other person wanting to know more.
00:24:47.340 --> 00:25:02.590 Art Fromm - Team Sales Development: wanting an answer and wanting help. And this is, you know, we could even go into whatever 12 step programs, or whatever a lot of it is acknowledgement that there's a problem right? And wanting to seek answer a solution. That's when the magic starts to happen.
00:25:02.620 --> 00:25:18.970 Art Fromm - Team Sales Development: Otherwise, if we're just trying to push and push a solution, that's probably not going to go anywhere. And one of the the 3 people and I alluded to them very quickly. Steve Bistritz, who's going to be on next week. He's really about the sales methodology largely.
00:25:19.000 --> 00:25:35.499 Art Fromm - Team Sales Development: Peter Cohan. It's all about how we present or demo our solution. And then John care, and John does a lot of mastering technical sales. So it covers the gamut, and I uniquely am positioned to have partnerships with all of them. Nobody else does.
00:25:35.770 --> 00:25:42.600 Art Fromm - Team Sales Development: Nobody else has partnerships with all of them. I can bring to the table that, and one thing I want to share with you right away is.
00:25:42.700 --> 00:25:53.619 Art Fromm - Team Sales Development: John has an expression which I still think came from him. He thinks it came somewhere else. I didn't find it anywhere else, and it's your solution has no inherent value.
00:25:53.900 --> 00:26:07.840 Art Fromm - Team Sales Development: Your solution has no inherent value. Whether it's great advice you want to give somebody, whether it's a product you're trying to push or sell on somebody they don't care. Our solution might be the exact answer.
00:26:07.970 --> 00:26:19.689 Art Fromm - Team Sales Development: We might have the thing that they want the most, and yet they might not be that receptive to it. And one example, quick example, before we take another break, is, if you go to the doctor, and you say I'm sick.
00:26:19.870 --> 00:26:26.049 Art Fromm - Team Sales Development: and the doctor says, Oh, I've seen that before. Here's what you need to take, and they give you a prescription.
00:26:26.420 --> 00:26:44.420 Art Fromm - Team Sales Development: How likely are you to believe that, doctor, or feel comfortable compared to you? Go to a doctor, you say you feel sick, and they start to ask you questions. Well, how are you feeling? When did this start? What else have you noticed? Have you done anything about it? Have you tried anything? Has anything seemed to work?
00:26:44.560 --> 00:26:55.910 Art Fromm - Team Sales Development: Does it get better? Does it get worse now when they've asked those questions and we're participating? We know they care about us now we're more open to their suggestion. And here's the thing.
00:26:56.150 --> 00:27:14.760 Art Fromm - Team Sales Development: their suggestion, their answer, their prescription, may be identical to the 1st doctor. But who do we believe and trust more the second doctor. And why? Because they took time to care about us and understand what it is we're trying to do. So that's the idea here and in sales we call that discovery.
00:27:15.180 --> 00:27:35.220 Art Fromm - Team Sales Development: It starts with qualification a little bit about what the situation is, and we're discovering, even prior to that if the client has interacted with our website or with our marketing people, what have we been able to find out about their situation? So that when we start talking with them live, we can review what we know just like a hospital chart.
00:27:35.220 --> 00:27:50.499 Art Fromm - Team Sales Development: Okay? So I understand. You said this. And you said this. And you said this. And now what we could do is go forward with more discovery, to dig deeper in terms of what it is that's happening when we've done that extra level of discovery and show our true interest in them.
00:27:50.720 --> 00:27:52.829 Art Fromm - Team Sales Development: It's not about us, it's about them
00:27:53.080 --> 00:27:57.620 Art Fromm - Team Sales Development: now. They may even start to say so what do you recommend? What do you think I should do?
00:27:57.750 --> 00:28:27.339 Art Fromm - Team Sales Development: And now we've got that pull instead of the push. So the idea here is, it's about client success. It's about what they're trying to achieve, the pain they're trying to solve or the gain they're trying to achieve. And when we understand that now we know what the target or the outcome is. If we don't know that we're guessing, we're throwing it up against the wall to see if it sticks, or, as we say in Great Demo, we're doing a harbor tour of all the possibilities. But unfortunately, that's not going to cut it.
00:28:27.340 --> 00:28:49.249 Art Fromm - Team Sales Development: So when we come back from the break. I'll give you a couple key elements that can help out with how we can get that. Once we've got their attention, and you know, in terms of they see that we really care. What is it we can do to then start to offer the solution in a way that's a win for them and a win for us, so we'll be back in about a minute or 2, and we'll continue with that discussion.
00:30:53.840 --> 00:31:18.050 Art Fromm - Team Sales Development: All right, everybody. Welcome back. And again, if you are live right now, I'd love to hear from you. Please put in the chat, or whatever opportunity you have to to give some comments. You know where you're calling from, where you're listening from, and your job title or your role, or what you you do in life, and certainly, if you have any questions or anything, you want to add some comments, I would love to hear that as we go through as well.
00:31:18.300 --> 00:31:44.470 Art Fromm - Team Sales Development: So what we were talking about was the idea of making the sale seamless, but really making the buy seamless and making the decision seamless. So once again, whether you're persuading somebody to go somewhere or you're trying to sell a million or 1 billion dollar deal, all these things are applied to the situation. And the key point was, our solution has no inherent value, which means we need to find out what value
00:31:44.590 --> 00:32:00.490 Art Fromm - Team Sales Development: they see. Why would they care about our solution in the case of the doctor that I gave it was about we were feeling ill. We had a problem we didn't feel well. We wanted to get better, and we trusted the doctor, who, you know, asked more questions and learned more about us.
00:32:00.850 --> 00:32:14.940 Art Fromm - Team Sales Development: So let's jump a little bit to a relatively simple formula that has many complex permutations to it which I've covered in the book in great detail, and that is a very simple formula of what is value.
00:32:15.120 --> 00:32:21.039 Art Fromm - Team Sales Development: So what is value? And in my workshops I often like to ask this, you know, what do you think is value?
00:32:21.250 --> 00:32:29.939 Art Fromm - Team Sales Development: And I get all kinds of different answers like, well, something that means something to me, something that I like, something I can use, and all that. And that's all true.
00:32:30.150 --> 00:32:45.560 Art Fromm - Team Sales Development: I define value as the intersection of the needs that a client has. So let's talk about a sales situation. So we're trying to sell a solution. We're trying to convince somebody that you know. The what we offer is what they can benefit from.
00:32:45.950 --> 00:32:58.139 Art Fromm - Team Sales Development: What we want to do is 1st find out their needs. So if you you know, if you think of a Venn diagram, think of the think of the the right side of the Venn diagram being the needs
00:32:58.260 --> 00:32:59.350 Art Fromm - Team Sales Development: collectively.
00:32:59.560 --> 00:33:28.710 Art Fromm - Team Sales Development: Now, those needs could be all kinds of different things. It could include things that we might be able to help with. It'll include things that we definitely can help with. Even as we start asking the questions, the way a doctor would do to do the discovery, we can ask questions that might lead to somebody understanding. There's things that they might need that they hadn't have thought about. Now we're not proposing anything yet. We're just listening or asking questions about their needs to find out what their situation is
00:33:29.930 --> 00:33:43.360 Art Fromm - Team Sales Development: on the other part of the Venn diagram. Think about a circle that is overlapping with the needs, but that circle is our potential solutions, all the possible things that we could offer that we might be able to
00:33:43.850 --> 00:33:59.029 Art Fromm - Team Sales Development: help them with. But we're not sure yet which things would would matter. I have many clients that offer multiple different things. I've got some clients that offer like a supply chain client, for example, they offer everything from, let's say, design through
00:33:59.150 --> 00:34:09.280 Art Fromm - Team Sales Development: manufacturing all the way through refurbishment. Those are very distinctly different needs, and depending on who they're talking with. That client may or may not need all that stuff.
00:34:09.520 --> 00:34:22.009 Art Fromm - Team Sales Development: Yeah. And one thing for you to think about maybe, is some homework is what types of things do you offer, and what categories do they fit in? So the overlap of the the needs of the client
00:34:22.139 --> 00:34:36.459 Art Fromm - Team Sales Development: on the right hand side, and the solution that you offer that overlap in the middle, which may be smaller or might be big. That's the only part that your client or your buyer cares about. They don't care if you have
00:34:36.750 --> 00:34:44.140 Art Fromm - Team Sales Development: a dozen things that they they can't use. And frankly, they don't care if there's things that they need that you can't help.
00:34:44.270 --> 00:34:52.889 Art Fromm - Team Sales Development: It's where that overlap is. So where your solution addresses their needs, that's where value comes just like beauty.
00:34:53.380 --> 00:34:55.749 Art Fromm - Team Sales Development: Value is in the eye of the beholder.
00:34:56.340 --> 00:35:01.410 Art Fromm - Team Sales Development: Now, unlike beauty, which is typically something that comes naturally and is sort of inherent.
00:35:01.420 --> 00:35:04.440 Art Fromm - Team Sales Development: Remember, our solutions have no inherent value
00:35:04.450 --> 00:35:33.229 Art Fromm - Team Sales Development: with value in order to have that perception in order for the beauty, the value to be in the eye of the beholder. We want to create that, and we create it by finding out what their needs are. And, generally speaking, again, I don't want to go too deep on any one of these topics to give you a good takeaway for today, but, generally speaking, the needs what they're saying that they need that's going to be things like, for example, pain, a problem they have or gain something they're trying to achieve.
00:35:33.290 --> 00:35:42.849 Art Fromm - Team Sales Development: and our solutions could be a variety of things that address that. So that's the overlap of the needs and the solution where that overlaps is value. Now.
00:35:43.490 --> 00:35:50.949 Art Fromm - Team Sales Development: you might think, okay, well, we're done. We found out the value. We found out what they value, and if they value it, they must want it.
00:35:51.260 --> 00:35:55.429 Art Fromm - Team Sales Development: Well, I'm just going to add a couple of additional components today
00:35:55.990 --> 00:36:06.759 Art Fromm - Team Sales Development: that need to be thought about. And this is true in life, business, the universe, and certainly in sales it would be great if all they needed to do was see the value
00:36:06.920 --> 00:36:15.319 Art Fromm - Team Sales Development: and based on the value. Let's say that it's some. You know something that they're looking to generate more money. They want to save some time.
00:36:15.490 --> 00:36:19.580 Art Fromm - Team Sales Development: They want to have more productivity.
00:36:19.890 --> 00:36:27.350 Art Fromm - Team Sales Development: and if they saw that they could immediately by implementing our solution, get that value. We would think that they would just want to move forward right away.
00:36:28.280 --> 00:36:38.190 Art Fromm - Team Sales Development: So now, what we're going to do is focus and imagine a scale. So a scale meaning a scale, old fashioned scale, where you have weights that you could put on one side or on the other side.
00:36:38.480 --> 00:36:44.569 Art Fromm - Team Sales Development: And the way we're going to look at this scale is if the scale tips to the right.
00:36:44.910 --> 00:36:46.440 Art Fromm - Team Sales Development: that's value.
00:36:47.310 --> 00:36:49.780 Art Fromm - Team Sales Development: So if the scale tips to the right.
00:36:50.540 --> 00:37:01.249 Art Fromm - Team Sales Development: That's a decision in our favor. They want what we have. They see that we can fulfill their need, they perceive value, and you know, ridiculous example is, let's say that
00:37:01.360 --> 00:37:05.799 Art Fromm - Team Sales Development: they saw that they'd get $70,000 of value right away.
00:37:06.420 --> 00:37:09.600 Art Fromm - Team Sales Development: for you know, whatever it is that we're riding.
00:37:09.860 --> 00:37:21.520 Art Fromm - Team Sales Development: and that's all that's needed. Well, they would probably decide very quickly, and the scale would tip very dramatically, and they would decide in our favor that the scale would tip to the to the right, and they would want that.
00:37:22.120 --> 00:37:29.330 Art Fromm - Team Sales Development: The other 2 components that I want to add, though, to think about is those that value is counteracted
00:37:29.560 --> 00:37:32.780 Art Fromm - Team Sales Development: by risk and cost.
00:37:33.180 --> 00:37:42.260 Art Fromm - Team Sales Development: risk and cost. And if you're listening to this by the way, later, or even now, you may want to tune into the Youtube, Facebook Linkedin
00:37:42.440 --> 00:38:06.549 Art Fromm - Team Sales Development: Twitch or Twitter X. To see the recording of this, you could see some of the visuals that I'm trying to create with my hands here as we go through, because we've got value on the one side that's tipping the scale to the right. But unfortunately, the other side of the scale that would go against us is going to be the perception of risk and cost.
00:38:06.820 --> 00:38:28.249 Art Fromm - Team Sales Development: risk and cost. Now, what do we mean by that well, cost is pretty obvious. Cost is the investment that needs to be made or the whatever it needs they need to put into it, so that might be price, it might be the purchase price. It could be the investment in training. It could be in the investment of writing off equipment for a personal decision
00:38:28.250 --> 00:38:48.919 Art Fromm - Team Sales Development: cost could be the investment of giving something up or spending time on something, or literally deciding to spend your money, one place versus another place, so as you can tell, the more the value, the less the cost is going to matter. So the scales are going to tip to the right if the cost is too high, and the cost
00:38:49.020 --> 00:39:08.819 Art Fromm - Team Sales Development: or the perception of it outweighs the perception of value. They won't move forward. Why would I buy, you know? Why would I invest $100,000 in a solution? That's only going to give me $70,000 worth of benefit. Not going to do it doesn't make sense, so the scale would tip in the wrong direction against us. The other thing that works against us on that
00:39:09.230 --> 00:39:12.429 Art Fromm - Team Sales Development: left hand side of the scale is risk. Now.
00:39:12.530 --> 00:39:21.990 Art Fromm - Team Sales Development: we probably through this series, we'll talk about many different types of risk. This particular risk that I want you to think about is the risk of moving forward with the solution.
00:39:22.300 --> 00:39:32.940 Art Fromm - Team Sales Development: the risk of moving forward with the solution, and think very simply in terms of if you are deciding to go to, you know, if you're trying to persuade a group of people to go to a movie
00:39:33.620 --> 00:39:56.090 Art Fromm - Team Sales Development: part of their risk of moving forward. The solution is, okay, well, what's going to be involved with me when I get there, you know, is it going to be a scary movie? Is it going to be a fun movie, those type of things. If you don't like a scary movie, there's a risk in going to a movie that's scary. And just that alone might cause you to not to go there. I know in my career I've moved many different times, and
00:39:56.170 --> 00:40:15.009 Art Fromm - Team Sales Development: last count I think we moved 9 times, and we've had 14 different apartments or houses we've lived in since since our kids, you know, were little. And whenever we'd move, one of the risks of moving is, what's it going to be like in the new place? Are we going to like the area? Are we going to like the climate? We're going to like the
00:40:15.070 --> 00:40:43.140 Art Fromm - Team Sales Development: job potentials? Or are we going to even like the company? So those things, even though the value of moving was great because I'm getting a new salary, new opportunities, and all that. What counteracted that was the risk of what's going to lay ahead for me when I decide to go there? And what can I do to, you know, mitigate that risk? So we got value tipping the scale to the right. We have value. We have risk and cost tipping the scale to the left.
00:40:43.260 --> 00:40:49.819 Art Fromm - Team Sales Development: And one key thing you probably have noticed me saying, this is perception. So these are all perceptions.
00:40:50.070 --> 00:41:16.040 Art Fromm - Team Sales Development: Remember, I said, value is in the eye of the beholder. Value is a perception, we and that's part of sales, and that's part of persuasion, persuading somebody to see the value and persuading somebody to to know that the risk is not as bad as they perceive it to be. Know the cost is not as bad as they see it to be so at a very simple level we've got. We've got the need, the client's needs
00:41:16.480 --> 00:41:39.290 Art Fromm - Team Sales Development: overlapping our potential solution. And where those intersect that's the perception of value which tips the scale in our favor. Our job is to find the value by uncovering the need. On the other hand, we've got the reality of the client or the decision maker. The people we're trying to convince of, whatever it is that they may hold back, based on the perception of the cost.
00:41:40.100 --> 00:41:46.490 Art Fromm - Team Sales Development: and that's total cost, by the way, total cost of ownership, which we'll get into later in another. In another show.
00:41:46.640 --> 00:41:55.650 Art Fromm - Team Sales Development: The total cost of ownership and the perception of risk. So in sales. Just to summarize this up before we go to the next break and conclude this section.
00:41:55.940 --> 00:42:14.220 Art Fromm - Team Sales Development: the idea is we want to increase the perception of value and do it properly and ethically, with a win-win outcome, find out their needs, satisfy their needs. They'll see value, and then at the same time mitigate, which means, find out, and then manage the risk that they might perceive
00:42:14.300 --> 00:42:36.449 Art Fromm - Team Sales Development: and mitigate and manage the perception of cost, and just to give all you sales folks that sometimes get beat up based on price in a future session. We'll talk about how, if we do this correctly, we should not get beat up based on price, because price is only a small part of the cost equation. And I'll give you a simple example before we go to break
00:42:37.150 --> 00:42:40.999 Art Fromm - Team Sales Development: some of you out there may have gotten a free puppy at some point in time.
00:42:41.080 --> 00:42:49.980 Art Fromm - Team Sales Development: Well, how much did that free puppy ultimately cost you right? So the cost of alternatives, the cost of
00:42:50.000 --> 00:43:09.749 Art Fromm - Team Sales Development: doing something different, the cost of not moving forward with the solution. We're providing they may think that that other solution is cheaper. They may think or want a lower price from us, because they can get it cheaper somewhere else. But maybe that other alternative is a free puppy
00:43:09.750 --> 00:43:23.130 Art Fromm - Team Sales Development: that literally cost them nothing. But in the end, do you know how much a puppy costs? A puppy can cost between 8 to $15,000 over its lifespan. So while they thought the other alternative, instead of us was cheaper
00:43:23.130 --> 00:43:36.050 Art Fromm - Team Sales Development: because the price was cheaper and they want us to do a cheaper price. The reality is, it might cost them more in the long run. So that's a simple equation to think about. Dissect it into value, cost and risk. Find out the value.
00:43:36.500 --> 00:43:50.880 Art Fromm - Team Sales Development: figure out ways to mitigate the cost and the risk, and that will allow you to maximize the value and tip the scales in our favor. When we come back we'll wrap up with the last section, which I'll answer some viewer questions, so I'll see you back in about 2 or 3 min.
00:46:05.630 --> 00:46:17.519 Art Fromm - Team Sales Development: All right. Welcome back! Welcome back, everybody! And that last commercial was the folks that I was talking about. The the team at serving up success with a splash.
00:46:18.112 --> 00:46:25.430 Art Fromm - Team Sales Development: Great great bunch right before my show here at 6 pm. Eastern, followed by my show at 7 Pm. Eastern on Thursdays.
00:46:25.810 --> 00:46:48.110 Art Fromm - Team Sales Development: all right. So where we left off was the idea of some simple components to think about when it comes to how we persuade people to make a decision, and in sales how we show the value that makes it worth the investment for them to move forward with our solution. And why? That matters is because you will be more successful in your negotiations. You'll have a better win-win outcome.
00:46:48.180 --> 00:47:00.659 Art Fromm - Team Sales Development: People understand that you're genuinely caring about them, and also, of course, you'll make more money. If you're on commission, you'll be more successful, and you can have more flexibility and mobility in terms of what you're trying to do.
00:47:00.990 --> 00:47:28.670 Art Fromm - Team Sales Development: So with that in mind, I wanted to address a question that often comes up that. And again, please follow the links that are in the show notes also at the breaks. I've been showing the website. So for those of you that might not have seen that and are listening teamsalesdevelopment.com is where you could go to get all kinds of resources. And yes, my book is available there as well. But this isn't about selling the book. It's about helping you with the concepts.
00:47:28.770 --> 00:47:34.539 Art Fromm - Team Sales Development: So one of the things about this is that you've probably all heard this idea of
00:47:34.820 --> 00:47:37.290 Art Fromm - Team Sales Development: people buy from people they like.
00:47:38.020 --> 00:47:41.309 Art Fromm - Team Sales Development: and I don't totally agree with that.
00:47:41.880 --> 00:47:48.510 Art Fromm - Team Sales Development: I think the opposite might be true is, they probably aren't going to willingly buy from somebody they dislike.
00:47:48.820 --> 00:48:07.799 Art Fromm - Team Sales Development: So we do need to have a pleasant experience, and this is why I think sales gets a bad name, because a lot of people have not had good experiences with sales. It's been sales. People that have been too pushy obviously are just trying to sell something, you know, are carrying a quota, so they need to meet their
00:48:08.030 --> 00:48:35.069 Art Fromm - Team Sales Development: quota, and therefore they're just going to do anything they can to get the sale. And that's not what we want, that that's what has given sales a bad name, and I was talking with somebody last week, and they actually said, I wish we could call it something other than sales, and yes, sales is in the title of my book, making seamless sales, because that is what's engaged. But we want to turn it into a buy. As I said so, the idea that people buy from people they like, unfortunately starts starts to lead to some
00:48:35.750 --> 00:48:42.299 Art Fromm - Team Sales Development: behaviors that may not be helpful. For example, the overly, friendly salesperson. And if you're in sales.
00:48:42.350 --> 00:49:06.650 Art Fromm - Team Sales Development: I would caution about just being so overly friendly that it's clear that all you're trying to do is get them to like you, and therefore they should buy from you. There's a lot more to it than that. So what I really want to focus on this is that instead of just people buy from people they like. I want to flip that just a little bit. They buy from people that know that they know genuinely care about them
00:49:06.850 --> 00:49:17.870 Art Fromm - Team Sales Development: that's different than people that they like. So like, it's about getting along. It's about having fun. And that's wonderful. And we can certainly do that. I think the deeper message here is
00:49:18.240 --> 00:49:29.080 Art Fromm - Team Sales Development: people buy from people that they know generally genuinely care about them. We've heard probably the expression of people don't care about you until they know that you care.
00:49:29.150 --> 00:49:50.949 Art Fromm - Team Sales Development: And that's why the idea of discovery and finding out what the needs are is so important, and it starts with those needs in order to figure out where solutions come into play and in life this can just be simple as listening to somebody, just listen to them. And if you're trying to have a conversation with them, whether it's sales or whether you feel like there might be something you can add.
00:49:51.030 --> 00:50:14.020 Art Fromm - Team Sales Development: not listening with the idea of trying to come up with the next thing you want to say. But listen deeply beyond the words. Listen to what they're really trying to get across and ask clarifying questions and take a genuine interest in what they're talking about. It's very. It's much more natural than feeling like as a salesperson. I have something to sell, and I want to try and sell it.
00:50:14.210 --> 00:50:26.780 Art Fromm - Team Sales Development: So that's what the discovery is all about. When they know that you are interested in them. They know that you are investing in a outcome that's going to be beneficial in a win-win outcome. So that's a key part of it.
00:50:27.130 --> 00:50:42.479 Art Fromm - Team Sales Development: Now, how do we demonstrate that in a sales context or in a persuasion context, it's really all about focusing on them. Now in sales and in the book I go into this in great detail, and it's a very important part of the
00:50:42.570 --> 00:51:07.960 Art Fromm - Team Sales Development: the main concept. And this is really in life, too. I know you can't see this if you're looking at the video. But what this shows is this shows the sales process, which is where we often think. And then the buying process. And yes, there are 2 processes in complex sales. This can last over weeks or months, or maybe even years, in a quick decision, like, where are we going to go to eat tonight? It can happen very quickly
00:51:08.030 --> 00:51:30.889 Art Fromm - Team Sales Development: in some complex sales. It involves many, many different people and many stages of people coming in and out. There's a business decision maker, technical decision maker. And there can be people that are the approvers who sign off on it, and a variety of other roles in a simple discussion with maybe one or 2 people. It's just them, and they're trying to decide. The key here is
00:51:31.130 --> 00:51:38.260 Art Fromm - Team Sales Development: specifically in sales not to think about what our sales process is. But what is the process that they are going through?
00:51:38.320 --> 00:52:00.350 Art Fromm - Team Sales Development: Are they familiar with the situation? One example that I have. I'm going to have a book coming out very soon. It's called Business Life in the Universe. It's a collaboration again not to sell books, but this is pretty cool. It's going to be with John Gray, who's the author of men are from Mars, and women are from Venus, and in that book I talk about understanding a little bit about the person's
00:52:00.350 --> 00:52:19.910 Art Fromm - Team Sales Development: personality like, do they want deep levels of detail? Are they very detail oriented, or do they seem to be quick and to the point. Those little things can help us with that buying process and understand what they're trying to go through. So it's about understanding their process and what they need to make a proper decision
00:52:19.920 --> 00:52:22.710 Art Fromm - Team Sales Development: for a simple example. If you're
00:52:22.770 --> 00:52:47.300 Art Fromm - Team Sales Development: trying to figure out where to go to eat, and you know that somebody's buying process. Their decision process is more conservative. They sort of like something that's proven and something that they're comfortable, familiar with. Maybe again. That risk side of the equation is too much, and they don't want to take a lot of risk. Well, if you're talking about where to go to eat. I wouldn't recommend the newest, most crazy, wild
00:52:47.310 --> 00:52:56.340 Art Fromm - Team Sales Development: restaurant in town that just opened. And they're looking for people to see how the restaurant's going. That's probably not going to feel comfortable to that person.
00:52:56.370 --> 00:53:17.829 Art Fromm - Team Sales Development: But if you had a friend who's very, you know, like a foodie, and they're like, where can we go next. And what would you like to see next? That might be perfect for them? So that's an example of adapting to the buyer. And in complex sales. It's about understanding all the decision makers and stakeholders. Steve and I'll talk about that next week when we talk about a very particular
00:53:18.100 --> 00:53:40.309 Art Fromm - Team Sales Development: type of stakeholder called a relevant executive. So you can watch for that next week of what that means. So when it comes to making their decision, making process easier, more seamless. That's why, from a sales perspective, the win rate can go up when we are more seamless. If pre sales and sales are working together. Better. That means that
00:53:40.380 --> 00:53:49.070 Art Fromm - Team Sales Development: the buyer experience is going to be better. And even as they transition from maybe doing some self study to getting involved with the person to then
00:53:49.340 --> 00:53:59.020 Art Fromm - Team Sales Development: talking with client success. The buyer process is so much more important. But you know what every time I ask salespeople, where do they get involved
00:53:59.150 --> 00:54:13.879 Art Fromm - Team Sales Development: on that little diagram they always point to the sales process. They almost never. They always point to the sales process, because that's the way we think the way we're selling instead of pointing to the buying process and what the buyer's doing. So one
00:54:14.020 --> 00:54:21.119 Art Fromm - Team Sales Development: hint there in terms of how do you make a genuine sale is focus on them and what they are going through.
00:54:21.886 --> 00:54:29.900 Art Fromm - Team Sales Development: Even if you've received a request for proposal. You know they didn't just come up with that overnight there was something that happened. Let's find out what happened.
00:54:30.120 --> 00:54:45.160 Art Fromm - Team Sales Development: And then, finally, finally, because I've mentioned this multiple times, really at its core, sales is about persuasion sales is about influence. And so the question comes up, what's the difference between persuasion and manipulation?
00:54:45.840 --> 00:55:08.579 Art Fromm - Team Sales Development: Persuasion is about changing perceptions. So I'm changing the perception of value. I'm changing the perception of cost and risk. Manipulation is that we try to trick them or we run a sale. We have a discount, and it's only available for the next 24 h or the next 5 min. You know, I feel like that's more like manipulation. You're forcing me to make a decision
00:55:08.580 --> 00:55:26.930 Art Fromm - Team Sales Development: based on some quick thing that I need to do, and myself as an engineer by study. I need a little more time to go through it. So I like somebody that can walk me through the process and help me understand and address my needs. So they're persuading they're influencing me in a direction that makes sense for me.
00:55:27.320 --> 00:55:29.739 Art Fromm - Team Sales Development: The biggest thing, and why I think that
00:55:29.870 --> 00:55:36.790 Art Fromm - Team Sales Development: sales gets a bad name is sometimes we. We falter over and again I was a salesperson. I am a salesperson.
00:55:36.870 --> 00:55:59.360 Art Fromm - Team Sales Development: We falter over accidentally into the idea of giving some false perceptions, maybe over promising under delivering and things like that. So let's flip that around. Find a win-win that'll help them. That'll help us persuade them in a way based on their needs. What they're trying to accomplish so that they feel like they want to know more.
00:55:59.440 --> 00:56:17.030 Art Fromm - Team Sales Development: They don't just like us because we're likable. They like us because we are helping them, helping them through their journey, and that means we will be more successful. Make more sales, be more persuasive in a constructive way, get the win-win outcome, and allow us
00:56:17.070 --> 00:56:44.700 Art Fromm - Team Sales Development: to help them to help us to be more successful. So this is art from with making seamless sales. Thanks for joining me live, or in the recording check out the resources. Glad to help you out. Reach out to me on Linkedin. It's art from on Linkedin or team sales development.com love to discuss this more, and I'm looking forward to seeing you next week on our next show. Thank you, everybody so much, and thanks, Jesse, for all of the help in the background. Today.
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