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Developing Elite Sales Habits with Richard Rivera, Part 2

Developing Elite Sales Habits with Richard Rivera, Part 2

Revenue Builders vor 3 Jahren

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52:08

Today we continue our conversation with Richard Rivera, Founder
of GENNOW Sales Consulting and author of The Champion
Sell. This time we discuss his formula for sales success:
what he calls the E.L.I.T.E. method for aligning with the buyer.
E.L.I.T.E. stands for Emotional Connection, Leading Vision,
Inspiring Commitment, Trust Building, and Empowering Champions.

Tune in to this episode of Revenue Builders to hear Richard break
down these 5 game-changing strategies in an insightful
conversation with our hosts John Kaplan and John McMahon.

Here are some key sections to check out:

01:23 The 5 ELITE Sales Habits

07:02 Going deeper on emotional connection

14:27 Elite sellers allow buyers to visualize our solution in
their world

20:52 Identifying integrated outcomes

29:18 Deals begin and end with trust

42:19 Addressing gaps of commitment

Additional Resources:

Connect with Richard Rivera on LinkedIn:
https://www.linkedin.com/in/richard-rivera-44532b1/

Read The Champion Sell by Richard Rivera:
https://www.thechampionsell.com/

3 Skills Reps Need to Hit Revenue Targets in a Down Economy:
https://forc.mx/3VjFnAd

QUOTES

Recognize the Survive, Thrive, Think pattern: “I've got to
first disarm those survival instincts and the way I do that is I
attach myself to the problems that they care about. In other
words, what are they surviving in the job today? How many of us
have been in an opportunity where we're presenting all of this
really cool stuff and all of a sudden the buyer just pushes back
and says you have no idea what I'm trying to deal with, I've got
problems to solve.”

Be intentional with trust-building: “Trust is a force. Out
of all the different emotions, whether it's stress, tension, or
conflict, trust can make the kind of impact on a deal that will
completely stop a locomotive in its tracks. We don't think of it
that way, we think of it as this passive thing and say they like
me, they trust me, we're good. No, trust is a force and you've
got to respect it.”

Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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