#106 Mike Bosworth, NY Times Best Selling Author: Solution Sales, Customer Centric Selling, and StoryTellers

Amazing Execs Show

Key Takeaways from Mike:

1. Human beings hate being told 'what they need to do.'
2. Most salespeople prematurely elaborate.
3. Discovery Resistance is preventing good salespeople from connecting with, and building trust with their prospects.
4. Peer curiosity is the first step in a buy cycle, and
5. Peer envy is the number one B2B emotional buying reason.

See and Review and Read His Books: Mike Bosworth Books on Sales

Mike's Books:

Book 1: Solution Selling

Book 2: Customer Centric Selling

Book 3: What Great Sales People Do: The Science of Selling Through Emotional Connection and the Power of Story

Highlights of the Conversation with Mike Bosworth and David Rosen

[00:07:16] "Most Great Salespeople are Intuitive... They Do NOT Follow a Model"

[00:09:56] The One Minute Story...and they invite you in!

[00:11:06] Through my Sales Approach (Stories), I Sold More in 5 Months than Anyone, in History had sold in One (1) Year!

[00:13:54] Sales Secrets - Storytelling Creates Peer Envy!

[00:14:44] Discovery Confirms and Scopes the Problems

[00:18:40] Bosworth - Three Pieces of a Startup are Needed!

[00:20:08] Microsoft Example in the "Chasm"

[00:23:13] Ill bet that >50% of those new better mousetraps were a solution, looking for a problem...

[00:24:34] 90% of our Customers Purchased Our Software without a Live Demo

[00:26:44] 1. Solution Selling - Intelligent Discovery Approach

[00:27:55] II. Customer Centric Selling - Easier to Have a Stranger Share a Goal than Pain

[00:30:22] III. Story Seekers - Discovery Resistance is the #1 Problem Sales People Face... and its not their Fault!

[00:34:09] Bosworth: Each Salesperson Needs Three Distinct Stories!

[00:36:23] Three Stories: Hero Stories - Personal Stories - Company Stories

[00:39:20] Shifting Sales Cultures and Behavior Examples

[00:39:38] Best Sales People Diagnose and then Offer a Solution...

[00:41:00] Sales Tip: Be Careful of Jumping to Conclusions That You Know What the Prospect Needs to Do!

[00:43:50] Rosen: The Thing that Separates Success from Failure are the People Issues!

[00:44:23] Accidental Team Building - Workshop Story

[00:50:24] Bosworth – Key Attributes of Successful Leaders - Authenticity and Vulnerability!

[00:51:17] The Hardest Thing in Selling is Connecting with Strangers!

[00:53:10] Mike Bosworth Rule in Teaching People to Connect... Vulnerability and Go First!

[00:54:26] Bosworth: The Number One Problem of CEOs is Not Managing Silos

[00:56:01] Bosworth - Transformation Requires that People Leave their Comfort Zones and Get Out Into Their Learning Zones

[00:56:40] Rosen - What do you make of a CEO that Doesn't Want to Lead Culture?

[00:58:24] The Meaning and Value of Balanced Leadership

[01:05:07] Mike's Book Pick #1: Naked Sales by Ashley Welch & Justin Jones

[01:05:29] Mike's Book Pick #2 - Sell Without Selling Out! by Andy Paul

[01:05:59] Bosworth Final Thoughts to Business Owners and Executives

[01:06:33] We Want to Empower People to Solve Problems... Not sell an "It"

[01:06:51] Buying Visions are Emotional