018: Susan Lorkovic Zuzic | From Girl Scout Cookies to Whale Hunter

Full Notes

https://www.salestuners.com/zuzic/

Takeaways

1. Understand DISC Profiles: Understanding how a person thinks, and then communicating with them how they want to be communicated with, is key. One method to help identify how to most efficiently communicate with others is to learn about the personality traits that drive them using a tool like the (DISC) Dominance, Influence, Steadiness and Conscientiousness Personality Test.
2. Keep Your Energy Level Up: You have the answer to the tough questions, so sell with that in mind. Think outside the box. Ask the tough questions and run through walls in the process because you are confident in the answers you have to provide. Most importantly, do all of it with your head held high. The ability to stay positive amid the challenges you face will define who you become as a salesperson.
3. Don’t be Single Threaded: In a hunt for whales, the bigger picture is essential in the road map to sales success. There is no single thread in larger organizations, where multiple decision makers are involved in sales decisions. Remembering to leave an impact on all the key players will help set you apart from the crowd.

Book Recommendations

• Never Eat Alone: And the Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi
• The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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