Select your preferred player below to subscribe now:
About This Episode
As sales professionals, we’re always trying to put ourselves in the buyers’ shoes, right?
We’re always looking for ways to empathize, sympathize, and show the buyers that we understand what they’re going through, how to solve the problems they’re facing, and how we can help.
But what does putting yourself in the buyers’ shoes really look like? How do you actually do that?
On this episode of the Sales Engagement podcast, we sit down with Vincent PhamVan, Founder at Vyten Career Coaching for a talk all about buyer empathy, underserved opportunities, and why you should never be late as a sales professional.
It’s Not the Savings that Matter
Here’s the thing about selling: all that selling is is connection solutions with problems.
At the end of the day, as sales professionals, we’re in the business of solving problems. That’s it. And if the thing that you’re selling isn’t actively making someone else’s life better, that may be a good wake up call that it might be time to start selling something else.
Because to the CFO that is saving a quarter of a million dollars a year, the savings isn’t the point.
Sure, it’s nice to save that money for the company, but the thing that matters to them is that the savings allowed them to go from “meets expectations” to “”exceeds expectations.” And that might lead to their promotion. And that promotion may be the thing that leads to them being able to take their family to Disney World.
So you’re not really selling savings. You’re selling solutions and a better life.
It’s All About Empathy & Expertise
Have you ever been in charge of selling a solution that you’re not passionate about? Or a solution that you don’t know much about?
How do you plan to succeed in making someone’s life better by selling a solution that you know nothing about?
Vincent knows about this first hand.
One of his first sales jobs was selling to ecommerce stores. Stores who’s back end was on Salesforce or Adobe Magento or Shopify.
And he didn’t’ really understand the buying persona that they were selling to. But for three years his entire success hinged on understanding that persona.
So what did he do?
He started a Shopify store. He connected with a site that printed t-shirts on demand, and launched his own business selling on Shopify. But he didn’t do it because he wanted to make a bunch of money selling shirts.
He did it so that he could put himself in the buyers’ shoes. So that he could empathize with their problems and speak to the solutions that his company was offering.
Because when all is said and done, you’re selling a feeling. You’re asking the prospect, “How would it feel to be proud of hitting send on that weekly update? If you sent that email and just got the response, “Good job?”
That’s what you’re selling.
Seize Every Chance You Get
We’ve all been given chances that we felt unqualified for.
Chances or opportunities that should have gone to someone else. Someone more qualified. Someone with better credentials, or a higher pedigree, or more experience.
But you can have the right pedigree, the right background, and all of the right experience. But it doesn’t mean that you’re going to give it all you’ve got. That you’re going to give every ounce of yourself to whatever project or initiative is put on your plate.
If we can’t connect with our prospects, we’re not going to get far in this sales world. It takes empathy, connection, and compassion to exceed in sales.
And even a little goes a long way.
This post is based on a podcast interview with Vincent PhamVan. To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast.
For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.
About The Podcast
The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.
Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.
The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.
Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.