Developing Elite Sales Habits with Richard Rivera, Part 2

Today we continue our conversation with Richard Rivera, Founder
of GENNOW Sales Consulting and author of The Champion
Sell. This time we discuss his formula for sales success:
what he calls the E.L.I.T.E. method for aligning with the buyer.
E.L.I.T.E. stands for Emotional Connection, Leading Vision,
Inspiring Commitment, Trust Building, and Empowering Champions.


Tune in to this episode of Revenue Builders to hear Richard break
down these 5 game-changing strategies in an insightful
conversation with our hosts John Kaplan and John McMahon.



Here are some key sections to check out: 


01:23 The 5 ELITE Sales Habits


07:02 Going deeper on emotional connection


14:27 Elite sellers allow buyers to visualize our solution in
their world


20:52 Identifying integrated outcomes


29:18 Deals begin and end with trust


42:19 Addressing gaps of commitment


 


Additional Resources:


Connect with Richard Rivera on LinkedIn:
https://www.linkedin.com/in/richard-rivera-44532b1/

Read The Champion Sell by Richard Rivera:
https://www.thechampionsell.com/

3 Skills Reps Need to Hit Revenue Targets in a Down Economy:
https://forc.mx/3VjFnAd




QUOTES


Recognize the Survive, Thrive, Think pattern: “I've got to
first disarm those survival instincts and the way I do that is I
attach myself to the problems that they care about. In other
words, what are they surviving in the job today? How many of us
have been in an opportunity where we're presenting all of this
really cool stuff and all of a sudden the buyer just pushes back
and says you have no idea what I'm trying to deal with, I've got
problems to solve.”


Be intentional with trust-building: “Trust is a force. Out
of all the different emotions, whether it's stress, tension, or
conflict, trust can make the kind of impact on a deal that will
completely stop a locomotive in its tracks. We don't think of it
that way, we think of it as this passive thing and say they like
me, they trust me, we're good. No, trust is a force and you've
got to respect it.”


 


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064