#101 Revolutionising Sales with Empathy: Harry Spaight on Servant Selling and Building Trust
In this captivating episode, Jonny Ross sits down with Harry Spaight, a trailblazer in the world of sales, to explore the profound concept of servant selling. Harry, an acclaimed keynote speaker, author, and podcast host, delves into how leading with dignity and empathy can redefine success in sales. From his early days influenced by mission work to his impactful book "Selling with Dignity," Harry shares his journey and insights into creating meaningful, trust-based relationships with clients. Tune in to discover how servant selling can transform your sales approach, enhance client relationships, and lead to lasting success.
In This Episode, You Will Learn:
- Harry's Unique Journey into Servant Selling (00:00:58) - Discover Harry's transition from mission work to sales and how it shaped his servant selling philosophy.
- The Core Principles of Servant Selling (00:01:42) - Understand what servant selling entails and how it contrasts with traditional sales tactics.
- Building Genuine Connections (00:02:47) - Insights into the importance of listening and focusing on the client's needs rather than the sale.
- Overcoming Common Sales Challenges (00:25:12) - Strategies to handle rejection and ghosting from prospects with grace and perseverance.
- Providing Value Beyond the Sale (00:32:24) - Tips on nurturing long-term relationships and adding value to clients even after the sale.
- Digital Engagement and Building Trust (00:18:59) - How to leverage digital platforms to authenticate your sales approach and connect with clients.
- Advice for New and Seasoned Sales Professionals (00:32:42) - Foundational advice for newcomers and a fresh perspective for veterans in sales.
Resources Mentioned:
- "Selling with Dignity" by Harry Spaight
- Sales Made Easy Podcast by Harry Spaight
Connect with Harry Spaight:
- Website: Selling with Dignity
- LinkedIn: Harry Spaight
- Instagram: @harryspaight
- Twitter: @HarrySpaight1
Jonny and Harry wrap up the episode with key takeaways and encourage listeners to embrace servant selling for more ethical and effective sales practices. Don't forget to subscribe for more insightful conversations and share this episode with those looking to revolutionize their sales approach!
Timestamps:
The transformative world of sales (00:00:13)
Introduction to the episode's focus and guest, Harry Speight, and the concept of servant selling.
The concept of servant selling (00:01:23)
Harry explains the concept of servant selling and its transformation of traditional sales approach.
Serving others and providing value (00:02:31)
Harry discusses the importance of serving others and providing value to build genuine connections.
Networking and building trust (00:03:09)
The importance of networking, building trust, and having meaningful conversations with potential clients.
Targeting the right prospects (00:07:31)
Harry explains how to define and target the right prospects for effective sales conversations.
Long-term impact of servant selling (00:09:52)
The impact of servant selling on building long-term relationships and trust with clients.
Authenticity and building relationships (00:11:07)
The importance of authenticity in building relationships and the impact of insincerity in sales.
Selling outcomes, not products (00:16:04)
The significance of selling outcomes and the impact of focusing on clients' needs rather than the products or services.
The role of digital marketing (00:18:59)
The importance of digital presence, authenticity, and genuine engagement in building trust and credibility.
Effective email communication (00:20:12)
The value of providing relevant and relatable content in email communication to engage potential clients.
The message resonates (00:21:49)
Harry discusses the types of clients he works with and emphasizes the importance of putting the other person first in sales.
Balancing friendship and business (00:23:10)
Harry addresses the challenge of balancing friendship and business in sales and the need to ask for the business.
Overcoming the fear of rejection (00:25:12)
Harry provides advice on overcoming the fear of rejection and the common occurrence of people not being interested in a sales pitch.
Re-engaging after being ghosted (00:28:20)
Harry discusses re-engaging with potential clients who have ghosted and emphasizes the importance of providing value without being pushy.
Adopting a servant selling mindset (00:32:42)
Harry shares advice for those new to sales, emphasizing the importance of serving while not being afraid to ask for the next step.
Adapting to changing sales landscape (00:35:11)
Harry addresses the need for experienced sales professionals to adapt to the changing sales landscape and suggests a different approach to engage with prospects.
Connecting with Harry Speight (00:37:16)
Harry directs listeners to his website for resources on servant selling and mentions an upcoming website launch.
