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Welcome to this episode of The Art & Science of Complex Sales Podcast, with our special guest Fred Copestake, Founder & CEO of Brindis. Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill. Learn about his fascinating journey which began from an industrial company to leading a sales academy and how his experiences shaped his perspective of sales.
Uncovering the Mystery of Value (5:47)
Fred defines sales as the art of enabling a fair exchange of value. He believes that salespeople play an active role in helping others comprehend, collaborate, and tackle challenges and opportunities. According to Fred, it is crucial to create an environment that encourages such exchanges.
He stresses the significance of both parties benefiting from the exchange, promoting mutual satisfaction. When it comes to value, Fred acknowledges its subjectivity and personal interpretation. He encourages salespeople to delve into the mystery of how customers perceive value.
The Concept of PQ - (18:47)
Fred Copestake delves into the concept of partnering skills, referred to as P.Q. (Partnering Quotient), and its role in addressing the challenges of contemporary sales. Rather than simply selling to customers, Fred advocates for a collaborative and consultative approach, where salespeople sell alongside customers. He argues that while consultative selling forms a solid foundation, embracing a more collaborative and value-based selling approach is key.
Fred emphasizes the integration of partnering skills (P.Q.) into sales practices and has authored a book titled "Partnering Skills for Modern Sales Success" to guide sales professionals in this transformation. He believes that this shift is crucial for genuinely prioritizing customers' best interests and adapting to the changing landscape of sales, including the impact of significant events like the COVID-19 pandemic.
Fred's sales journey and expertise have shaped his definition of sales as a proactive facilitation of a fair exchange of value. By embracing a partnering mindset and incorporating modern sales methodologies, he addresses the challenges of the industry. Listen to this episode now and embark on this transformative journey with us!
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.
Find out more about Paul Fuller on LinkedIn
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