{"id":9291,"date":"2021-02-03T11:16:09","date_gmt":"2021-02-03T18:16:09","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=9291"},"modified":"2025-03-04T10:09:48","modified_gmt":"2025-03-04T17:09:48","slug":"podcast-salespeople-no-one-cares-about-you-with-keenan","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/podcast-salespeople-no-one-cares-about-you-with-keenan\/","title":{"rendered":"Podcast: Salespeople: No One Cares About You with Keenan"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:calc( 1260px + 0px );margin-left: calc(-0px \/ 2 );margin-right: calc(-0px \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0px;--awb-margin-bottom-large:0px;--awb-spacing-left-large:0px;--awb-width-medium:100%;--awb-spacing-right-medium:0px;--awb-spacing-left-medium:0px;--awb-width-small:100%;--awb-spacing-right-small:0px;--awb-spacing-left-small:0px;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><p class=\"p1\">Salespeople have a difficult job. Not only do they have to meet their regular quotas, but they must deal with difficult prospects and demanding managers. That being said, there are steps you can take <i>today<\/i> to become a more effective and persuasive salesperson. In this episode of <a href=\"https:\/\/www.youtube.com\/channel\/UC4jR9dqWWiJ7gX97TyWOGtg\/videos\"><i>Connection Loop<\/i><\/a>, <span class=\"s1\"><a href=\"https:\/\/dubb.com\/\">Dubb<\/a> founder <a href=\"https:\/\/www.linkedin.com\/in\/rubendua\/\">Ruben Dua<\/a><\/span>\u00a0sat down with <a href=\"https:\/\/www.linkedin.com\/in\/jimkeenan\/\">Keenan<\/a> to speak about sales in today\u2019s world. Among the insights that you\u2019ll hear in this episode include:<span class=\"Apple-converted-space\">\u00a0<\/span><\/p>\n<ul class=\"ul1\">\n<li class=\"li1\">The simple truth of sales is that people don\u2019t necessarily care about you, your product, your service, or even your company. Instead of that, people care about outcomes. They care about the things that they are trying to achieve. Keep this in mind as you are prospecting and conversing with potential customers.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li class=\"li1\">Salespeople think that the interaction is about them because it\u2019s easy to default to the product or service. In other words, they see themselves as an extension of the product or service. Salespeople should resist this temptation and put all of their focus on the person coming in through the door.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li class=\"li1\">Empathy is a hugely important trait in becoming a successful salesperson. You need to step into the shoes of your prospects and think about what your product or service enables in their life today. While it can be difficult to stand in their shoes and determine what they <i>really<\/i> want, it\u2019s a necessary step in the process.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li class=\"li1\">While we often focus on selling to a customer, \u201cselling up\u201d is equally as important. Here, you need to rely on your sales skills to convince your bosses or superiors to experiment with new tools or strategies. Again, it\u2019s about showing how your bosses, and the company as a whole, will benefit from the product, service, or method that you are pitching. <span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li class=\"li1\">All of us assess our current state, evaluate our future state, identify the gap, and think about the desired outcome. Gap selling teaches you to sell in alignment with how we buy and how we decide. No matter the product or service you\u2019re selling, remember and leverage this universal framework.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<\/ul>\n<p class=\"p1\">This is a great episode for listeners that want to become more effective salespeople. Even if your day-to-day career doesn\u2019t involve sales, there are plenty of insights here that can make you more persuasive. Enjoy the episode!<\/p>\n<p class=\"p1\"><a href=\"https:\/\/www.linkedin.com\/in\/jimkeenan\/\">Keenan<\/a> is the CEO, President, and Chief Antagonist of <a href=\"https:\/\/www.linkedin.com\/company\/a-sales-guy-consulting\/\">The Sales Guy<\/a>. At <a href=\"https:\/\/www.linkedin.com\/company\/a-sales-guy-consulting\/\">The Sales Guy<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/jimkeenan\/\">Keenan<\/a> and his colleagues offer consulting, recruiting, and speaking services to their clients. Ultimately, the company leverages 21st-century methodologies, tools, and approaches to help their clients accelerate revenue and reach their revenue goals. Along with his work at <a href=\"https:\/\/www.linkedin.com\/company\/a-sales-guy-consulting\/\">The Sales Guy<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/jimkeenan\/\">Keenan<\/a> is the author of <i>Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing, and Price<\/i>.<\/p>\n<p class=\"p1\">Want to learn more from <a href=\"https:\/\/www.linkedin.com\/in\/jimkeenan\/\">Keenan<\/a> about why your customers and prospects don\u2019t care about salespeople?<\/p>\n<p>The story continues at <a href=\"https:\/\/dubb.com\/\">dubb.com<\/a>.<\/p>\n<p><span data-offset-key=\"71hmg-20-0\">\u00a0<\/span><\/p>\n<p>Watch the full Livestream episode here:<\/p>\n<div class=\"DK2WGA7X3rKos2v1AABBD _20x9t-BL2SDh7lOGEew66E\" data-block=\"true\" data-editor=\"cs51g\" data-offset-key=\"6rq5e-0-0\">\n<div class=\"DK2WGA7X3rKos2v1AABBD _20x9t-BL2SDh7lOGEew66E\" data-block=\"true\" data-editor=\"4avgf\" data-offset-key=\"75hpb-0-0\">\n<div>\n<p><iframe src=\"https:\/\/www.youtube.com\/embed\/nWjMMihZsjg?rel=0&amp;showinfo=0\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\"><\/span><\/iframe><\/p>\n<p>Listen to the full podcast here:<\/p>\n<p><iframe src=\"https:\/\/anchor.fm\/connection-loop-dubb\/embed\/episodes\/Salespeople-No-one-cares-about-you-with-Keenan-epst63\" width=\"400px\" height=\"102px\" frameborder=\"0\" scrolling=\"no\"><\/iframe><\/p>\n<p>Listen to this podcast on the platform of your choice <a href=\"https:\/\/anchor.fm\/connection-loop-dubb\/episodes\/Salespeople-No-one-cares-about-you-with-Keenan-epst63\">here<\/a>.<\/p>\n<p>Learn more about Dubb at <a href=\"https:\/\/dubb.com\/register\">dubb.com<\/a><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":9292,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[128,237,334,100,104,129],"tags":[369,309,182,238,336,4,105,335,70,136],"class_list":["post-9291","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advice","category-business-growth","category-interviews","category-marketing","category-sales","category-tips","tag-best-practices","tag-blog","tag-business-advice","tag-business-growth","tag-connection-loop","tag-dubb","tag-marketing","tag-podcast","tag-sales","tag-tips"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Podcast: Salespeople: No One Cares About 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