Value over Sales: What Defines a True Sales Professional with Mark Cox

<p><strong>Mark Cox</strong> has been fortunate enough to have sold, structured, and negotiated some of the largest single-sale transactions in North America (including a billion-dollar transaction with a top-10 U.S. bank). He founded <a href= "https://www.inthefunnel.com/">In the Funnel</a> (ITF) with the mission of dramatically improving the performance and professionalism of business to business sales teams. He accomplished this via (1) Public Sales Workshops for salespeople and sales managers and (2) Sales Enablement Consulting.</p> <p>During this episode, Mark discusses how it is crucial for salespeople to focus on selling value instead of price. The company would benefit from this move economically, ensuring long-term profitability.</p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Learn how your capability to communicate as a salesperson contributes to your customer’s desired business outcome</li> <li>Uncover top 3 business leader's desired outcomes for each sales transaction to help you lead the sales conversation with value rather than pitch</li> <li>Learn the '<em>common sense revolution'</em> every salesperson needs to achieve top-tier results</li> </ul> <p> </p> <p align="center"><strong>"Don't give a price until you understand the impact of the solution on the customer."</strong></p> <p align="center"><em>- Mark Cox</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:19 - The economic impact of selling on value versus on price</p> <p>02:39 - Talking about the crisis in professional sales</p> <p>05:44 - Understanding the customers' problems and the desired outcome they want to achieve</p> <p>09:00 - What should transpire in a value conversation</p> <p>14:28 - Breaking the wall that often goes up in an encounter with the salesperson</p> <p>16:41 - Talking value in terms of communication not so much in financial exchange</p> <p>19:37 - Overcoming fear in outbound demand generation</p> <p>21:50 - Professional sales compared to performance art and a profe