))
Trust-Based Selling: Moving Beyond Commission Breath
Manage episode 482754309 series 3566783
Content provided by The Commission Code For Success from Sims Training and Consulting, LLC, The Commission Code For Success from Sims Training, and LLC. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by The Commission Code For Success from Sims Training and Consulting, LLC, The Commission Code For Success from Sims Training, and LLC or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Kurt Tuford, Professor of Advanced Professional Selling at the University of Houston and Vice President of sales development at DXP, joins Morris to discuss the fundamental differences between professional and amateur sales approaches. Together they explore how trust-building, systematic processes, and genuine curiosity create success in commission-based businesses.
• Professional sellers focus on what they can give to customers, while amateurs focus on what they can get
• Trust is built through credibility, reliability, and intimacy, all over self-orientation
• Following a proven sales process or system leads to predictable, repeatable results
• The art of asking great open-ended questions is the foundation of effective discovery
• Offering multiple legitimate options empowers customers in the decision-making process
• People get excited about features but ultimately buy benefits
• Technical aspects matter less than the business case when selling to organizations
• "Some people will, some people won't. So what? Next!" – don't get hung up on one sale
• The satisfaction in professional selling comes from genuinely helping people get what they want
Remember to go to MorrisSims.com for more information on maximizing your commission-based business.
Support the show
Check out more about your host, Morris Sims
Visit our Facebook and LinkedIn Pages!
Chapters
1. Professional vs. Amateur Sales (00:00:00)
2. Trust as the Foundation of Sales (00:05:58)
3. The Art of Asking Great Questions (00:11:32)
4. Offering Options, Not Pitches (00:19:10)
5. Features vs. Benefits (00:23:06)
6. Closing Thoughts (00:27:44)
39 episodes
Share
