076 - Embracing the conflict in sales - a conversation with Matt Wolach - a podcast by Jan-Erik Jank & Tim Brömme

Your customer has bad ideas. We all do. Example?

How does a PoC with two vendors for a 30k project sound?So you want to lay out an alternative path. One that is more effective for all involved. But this is a conflict and it needs to be managed. Matt suggests a simple formula:

Feel - Felt - FoundShow understanding: “I see you feel this way about XYZ”
Plant social proof: “Others have felt the same way”Sway to better plan: “What they have however found, is that ABC”

This is just one of the MANY nuggets Matt has shared with us on the showOn this episode of the Sales Excellence Podcast, we also discuss:

Fear of discoveryGet access to decision makers
Building your championEmbracing the conflict
Draw out objectionsRepetition as the path to confidence
… and so much more➡️ Matt Wolachs Podcast: https://bit.ly/3Iq7fLZ
➡️ Matt on LinkedIn: https://bit.ly/3DlxNdP👍We wish you a lot of fun&inspiration while listening to our podcast.

Do you want to support us?Get our book (German): https://amzn.to/3xErqQ9

➡️ Do you have feedback? Leave it here: https://bit.ly/3iZox6N➡️ Would you like to get in touch with us? LinkedIn: https://bit.ly/3gzHUn9

Further episodes of PreSales Unleashed | Sales Engineering im B2B Software Vertrieb

Further podcasts by Jan-Erik Jank & Tim Brömme

Website of Jan-Erik Jank & Tim Brömme