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Selling With Partnerships in a Hybrid World with Fred Copestake
Fred Copestake-Author - 'Hybrid Selling' and 'Selling Through Partnering Skills talks about sales and bringing the value on the Sales Made Easy podcast, Selling With Partnerships in a Hybrid World.
Fred has been training and coaching sales teams for a couple of decades. He shares his insights about modern selling where the client is the hero. Are we going through our own sales process to check the boxes or can we be more flexible based on the person in front of us, the prospect?
What are our questions like? Are we asking questions to get the client to think? This can be how we differentiate ourselves from the competition by getting the prospect to think a bit more about their problem.
Fred also talks about the challenge of making change. Some will jump at the idea of change whereas others may deal with change more like the mourning process. For these folks, change is going to be more difficult.
For more about Fred:
Fred Copestake is Founder of Brindis, a sales training consultancy
Over the last 22 years he has travelled round the world 14 times visiting 36 countries working with 10,000 salespeople. Using this to understand the challenges salespeople face he has taken what really makes a difference in modern selling and used these in his book 'Selling Through Partnering Skills’.
These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.
Aware of the unprecedented speed of change in the world of sales in his second book 'Hybrid Selling' he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after it’s launch.
He has a strong belief that people can get better through learning and sharing, and that with better collaboration we can all really make a difference.
