076 - Embracing the conflict in sales - a conversation with Matt Wolach

Your customer has bad ideas. We all do. Example? How does a PoC with two vendors for a 30k project sound? So you want to lay out an alternative path. One that is more effective for all involved. But this is a conflict and it needs to be managed. Matt suggests a simple formula: Feel - Felt - Found Show understanding: “I see you feel this way about XYZ” Plant social proof: “Others have felt the same way” Sway to better plan: “What they have however found, is that ABC” This is just one of the MANY nuggets Matt has shared with us on the show On this episode of the Sales Excellence Podcast, we also discuss: Fear of discovery Get access to decision makers Building your champion Embracing the conflict Draw out objections Repetition as the path to confidence … and so much more ➡️ Matt Wolachs Podcast: https://bit.ly/3Iq7fLZ ➡️ Matt on LinkedIn: https://bit.ly/3DlxNdP 👍 We wish you a lot of fun & inspiration while listening to our podcast. Do you want to support us? Get our book (German): https://amzn.to/3xErqQ9 ➡️ Do you have feedback? Leave it here: https://bit.ly/3iZox6N ➡️ Would you like to get in touch with us? LinkedIn: https://bit.ly/3gzHUn9

Om Podcasten

Willkommen bei PreSales Unleashed, Deinem Podcast für Sales Engineering im B2B Software Vertrieb. Wir sind Tim Brömme und Jan-Erik Jank. Als PreSales-Experten mit mehr als 25 Jahren Erfahrung helfen wir SaaS- und IT-Unternehmen, ihre PreSales-Performance zu entfesseln. Für höhere Win-Rates, begeisterte Kunden und mehr Spaß in der Rolle. (ehem. Sales Excellence Podcast)