In episode 5 of Sales Enabled, Dan speaks with Raoul Monks, the Founder and CEO of Flume Sales Training. Raoul Monks is an International Keynote and Sales Kick Off Speaker and has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”.

In this conversation Dan and Raoul dive into how the current climate has impacted buyers and how this is dramatically changing how salespeople need to think and act if they are going to meet quota.

Specifically, we dive into detail on topics such as:

• Why the selling experience is even more important now than ever
• How the current economy is reinforcing status quo bias, and how salespeople need to adapt
• How the balance of logic vs emotion has shifted in the sales process but how salespeople think it has gone the other way
• The important differences in ways of dealing with new versus existing clients
• Why it is essential salespeople need to be selling business futures, even if we can’t necessarily see beyond the current climate

Some great tips for how sellers can still succeed in a tough economy, so let’s jump into the show with Raoul Monks.

More About Raoul Monks

Raoul is the Founder and CEO of Flume Sales Training and an International Keynote and Sales Kick Off Speaker.
He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focused on driving revenue.

He has helped thousands of salespeople succeed by encouraging them to change perspective and look at the world through the eyes of their customers. This change in perspective allows salespeople to design approaches that make it easy for the customer to say “yes”.

Raoul is an ultra-marathon runner, a film-buff and an avid reader of business books.

At the end of the show, Raoul mentions his white paper on Selling in a Crisis which you can download here.