About this episode

Ian Selbie discusses effective selling strategies and the importance of engaging with decision-makers.

Ian Selbie is a globally recognized sales expert, author, speaker, and podcast host with more than 25 years of experience helping organizations improve sales performance and sustainable growth. He has trained and coached more than 17,000 sales professionals worldwide and previously worked at Apple, where he was named the company’s Top Salesperson in the World in 1990. Ian is the author of If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? and the host of Confessions of a Sales Pro. SHOW SUMMARY In this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Ian Selbie to discuss selling with curiosity, compassion, and strong fundamentals. Ian shares his framework: “Call high, find the pain, bring the gain, and do it again and again.” He explains why salespeople should begin with decision-makers, uncover real business challenges before presenting solutions, and avoid sending proposals to unqualified opportunities. The conversation also explores several of Ian’s “Seven Deadly Sins in Selling,” including calling too low, proposing too early, and expecting CRM technology to fix a broken sales process. KEY TAKEAWAYS Selling from the heart…

People in this episode

Hosts: Larry Levine, Darrell Amy

Guest: Ian Selbie

Topics covered

• sales performance
• decision-makers
• selling techniques
• business challenges
• sales process

Mentioned in this episode

Organizations: Apple

Books & works: If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You?, Confessions of a Sales Pro

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