35. Throw away your tech stack. Critical thinking...and curiosity...and empathy...are still the critical tools for success in sales!
Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification.
As Mike says, "Sell with themes, not techniques!"
- The Value of Discovery in Sales: Mike emphasizes the importance of continuous discovery throughout the sales process, not just at the beginning. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification.
- Co-Creation and Problem Solving: A favorite aspect of the sales process for both Mike and Lee is the discovery phase, specifically co-creation with clients. He loves helping clients envision new solutions and paths, emphasizing that this creative collaboration is key to successful sales strategies.
- Introduction of the PSI Model: Mike introduces his PSI (Problem, Solution, Impact) model, aimed at structuring sales processes in early-stage startups. This model helps define and connect the problems a company solves to the solutions it offers and the impact of these solutions, fostering clearer communication and value demonstration to potential clients.
To follow up with Mike, you can reach him on LinkedIn or via his company website
To follow up with me, you can reach me on LinkedIn or via the Acelera Group website.
To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast website. To follow up with me, you can reach me on LinkedIn or via the Acelera Group website.
I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Spotify and Apple podcast sites or wherever you get your podcasts. Positive reviews help others to find this podcast!
Thank you!
Lee Levitt
