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How to Coach Your Prospects To Make Better Decisions w/ Jeffrey Lipsius [Episode 233]

In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps.

Jeffrey Lipsius is the President and Founder of Selling To The Point. He is the author of an interesting new book called, Selling to the Point: Because The Information Age Demands a New Way to Sell.  Among the many topics we explore are the important steps sales reps can take to increase their influence with their prospects and how reps can become a “decision coach” to help customers make better purchase decisions.

MORE ABOUT Jeffrey Lipsius

What’s your most powerful sales attribute?

Asking questions.

Who is your sales role model?

Timothy Gallwey, author of The Inner Game.

What’s one book that every salesperson should read?

Power Questions by Ded C

What music is on your playlist right now?

My favorite band is Yes.

What’s the question you get asked most frequently by salespeople?

How do you get customers to trust you? It’s not even something you think about, you just make sure the customer trusts themselves, because it’s not even about you!