Is sustainability just something that salespeople shy away from? Or is it more something that can be an asset in sales? Yes to the final question, according to my guest today. Sustainability presented and packaged correctly is a major potential sales superpower – if they can communicate it correctly to the customer.
My guest today is Amanda Downs, who has more than 35 years of experience in sales. She works with commercial leaders and their teams on strategy and one of her key points is: Sell to the customers “why”. For a sales department, this does not necessarily come easy and without training. All teams in fact, from product development, procurement, marketing, management to sales, need training to understand and communicate about their company’s sustainable products. Get great tips from Amanda Downs in this season’s final episode.
You can hear:
That unless you can sell to the why, people are not going to buy
About the cycle of “understand, plan, sell, negotiate and execute”
That today, people buy before they have even met you and therefore it's key to make sure you sell value
That a business needs to educate their salespeople
That all departments need to have a joint vision of success
That selling is not about negotiating. It's about selling the value story
About the process called “the seven C's”
Mentioned in this episode:
Amanda Downs on LinkedIn:
https://www.linkedin.com/in/amandadowns2/
Email Amanda:
amanda@uspire.co.uk
Uspire Group LinkedIn:
https://www.linkedin.com/company/uspire-ltd/
Uspire Group website:
https://theuspiregroup.com/
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International Bestselling Book:
If you want a recipe for how to work with sustainability in a way that is good for business and for the world then check out my Amazon international bestselling book “Making sustainability profitable – a leaders guide to growing a thriving business that makes the world a better place”. You can get it from Amazon and other major bookstores.
Contact Green Business With Impact:
If you have questions, comments, or suggestions for future podcast episodes please contact me at js@bwimpact.com or reach me via LinkedIn: https://www.linkedin.com/in/jsteinhausen/
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