301: How to Sell from the Customer's Perspective
Guest
Katie Mullen is the founder of MMS Consulting, which specializes in sales training and consulting and has helped Fortune 500 companies from all over the country increase sales, improve performance, and create more customer trust. MMS Consulting was founded on a several-year research project on the topic of how customers want to be treated. Hundreds of customers were interviewed on pet peeves, likes, dislikes, etc, and the answers were aggregated into data points that are now used during the training and consulting offered by MMS Consulting.
Before founding MMS, Katie Mullen spent fifteen years selling into diverse industries, including medical devices, online media, fundraising, and event planning. Katie hosts the “Golden Rule of Selling” podcast and is the author of The Sales Tightrope: A Research-Based Guide to Not Annoying Customers and Still Being a Top Performer.
Summary
Focusing on qualities essential for success in sales, such as curiosity and adaptability, Katie emphasizes the importance of building rapport and understanding customers individually. Her approach combines scientific research with personalized presentations tailored to each client, prioritizing long-term relationships over short-term gains. By employing discovery questions and addressing root issues, she ensures a mutually beneficial fit, fostering trust and loyalty for future opportunities.
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