Cary Simpson: Never Push the Sale Harder than the Solution

"The Importance of Emotional Intelligence in Closing a Complex Sale" SUMMARY  In a complex sale, the decision making process is often more complicated than just one person or group. In many cases, there may be other stakeholders involved who could potentially blow up the deal. Therefore, it is important for salespeople to map out the stakeholder landscape and learn as much as possible about the company they are selling to, including who their competition is and what other sites might be doing. Cary states that it is important for salespeople to understand the political landscape, economic landscape, competitive landscape, and decision making process in order to be successful. She goes on to say that it is the responsibility of the salesperson to make sure that all the stakeholders are involved in the decision making process. She also says that it is important to make the stakeholders look good in order to close the deal. The conversation discuss the importance of personal brand and integrity in the scientific sales industry. It is important to be careful of what is said and to whom it is said, in order to maintain a good reputation. Personal brand is everything in this space, and new salespeople should be aware of this. TIMESTAMPS  0:00:00   Cascading Leadership: The Importance of Dealing with Decision Makers 0:02:05   Cascading Leadership in Complex Sales 0:03:36    on the Importance of Understanding the Decision Making Process 0:08:34   The Importance of Personal Brand and Integrity in the Analytical Chemistry Sales Space 0:10:27   The Importance of Emotional Intelligence in Sales 0:12:20   The Importance of Emotional Intelligence in Sales 0:14:59   The Importance of Knowing Your Biases in the Workplace 0:16:32   The Power of Asking the Right Questions 0:20:16   The Power of Emotional Intelligence in Sales HIGHLIGHTS  So particularly with complex sales, these are sales where you"re having multiple touch points with individuals in an organization. So you should regularly check, right?. Check in with those individuals, and the questions that you"re asking are critical. It"s interesting that you reference checking your own biases, or at least being aware of your biases and responding accordingly to that. We had a guest on an earlier episode who"s got this great personal story. And I think that does speak to some indications of the whole idea of the reputation. Right? Because it"s not just about I think it"s important. Like you have to be a good ethical standard, right. The emotional intelligence element is such a vital part of a lot of the stuff that I do and carry. You touched on so much of it in terms, first of all, work our way backwards, right? I"m in the academic space these days and I had a conversation with some of my students and I was sharing with them that you could be the smartest person in the room. Integrity and personal brand is everything in this space. It is the number one piece of advice that I give to new salespeople in this space. Be careful what you say and who you say it to and never ever push the sale over the solution or it will bite you in the butt tomorrow and next year and the year after that. Music Credit: Maarten Schellekens - Riviera Follow us at: www.cascadingleadership.com linkedin.com/in/drjimk linkedin.com/in/1lawrenceobrown