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In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez, the President, and Caroline Chavez, the Vice President of Topaz Sales Consulting. Throughout the conversation, they touch upon various key highlights, including the significance of intent, building rapport and trust, the importance of asking personal questions as a learned behavior, and effective sales tactics.
Jorge shares his belief that understanding the customer's needs and goals is essential in sales. He highlights the power of pain as a motivator and emphasizes the significance of comprehending why a specific gain holds importance for the individual and the potential consequences they may face if they fail to achieve it.
A key highlight of the discussion is the role of intent in shaping conversations. Caroline emphasizes that building rapport should originate from genuine interest in the customer's well-being and finding common ground. If the sole intent is focused on making a sale, it will come across as insincere. She also addresses the common struggle faced by sales professionals in training when it comes to asking personal questions. She challenges this mindset, asserting that people actually enjoy being asked about themselves.
Key Highlights Include:
Building upon Caroline's insights, Jorge adds that intent stems from the heart. He highlights the disparity that can arise when salespeople merely go through the motions of asking questions without truly prioritizing solving the customer's problem. Jorge values individuals who express their true intentions, as it reveals their underlying motives.
Join us in this episode of The Art & Science of Complex Sales Podcast where Paul Fuller, Jorge Chavez, and Caroline Chavez sheds light on the importance of building genuine connections and trust with customers that drive success in their endeavors.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
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