Stephen Shapiro joins Will on this episode of the Salesman Podcast to discuss the reason why sales managers often are scared to innovate on their sales process and how to convince them that the internet is here, things need to change.
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How To Convince Your Sales Manager Anything
The show is kicked off with Stephen explaining why sales teams lack innovation and are still being told by sale leadership to use sales tactics that worked 20 years ago rather than what we know works today.
“The brain is wired for survival not innovation” – Stephen Shapiro
Stephen then shares the format for sharing your sales message, path of innovation or any other topic and having your audience listen and take action.
“Expertise is the enemy of innovation” – Stephen Shapiro
The show is wrapped up with Stephen sharing his thoughts on building a genuine relationship with customers and asking them what they want from you so you as a sales professional can serve them better.
“You never want to sell someone with your style. You always sell them in their style” – Stephen Shapiro
Guest info:
Stephen Shapiro cultivates innovation by showing leaders and their teams how to approach, tackle and solve their business challenges.
n 2001, after publishing his first book, 24/7 Innovation, Stephen left Accenture to become a full-time innovation speaker and advisor to clients around the world. Since then he has published four more books – Goal-Free Living (2006), The Little Book of Big Innovation Ideas (2007), Personality Poker (2010) and Best Practices are Stupid (2011) — and spoken to audiences in 50 different countries.
Today, Stephen continues to focus on transforming the way businesses like 3M, P&G, Marriott, Nike, and Microsoft improve innovation practices through customized and keynote speeches, advisory engagements and other services
Show notes:
Personality Poker: The Playing Card Tool for Driving High-Performance Teamwork and Innovation
Best Practices Are Stupid: 40 Ways to Out-Innovate the Competition
Surely You’re Joking Mr Feynman: Adventures of a Curious Character as Told to Ralph Leighton
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