What can leaders learn from a sales expert?
I used to think sales was something I didn’t need to pay attention to. My focus as a communications expert was to engage, take people with us, not do the tell and sell, which felt emotionless and directive and rarely won hearts and minds for change to happen.
But over the past couple of years I’ve had a rethink on what sales means - thanks to some great mentors and coaches - and I’ve come to realise it’s a hidden gem for leaders to embrace.
In this episode I’m delighted to talk to Jessica Lorimer, a bone-fide sales expert and a mentor for me over the past year or so. Jess works with organisations and business owners to take the sleaze out of sales and show that it can be a real business asset.
We talk about:
- what sales actually means
- the transferable practical and emotional intelligence skills required
- the art of a good conversation
- being a good listener, and how to adapt when having ADHD
- avoiding small talk, building rapport and networks
- consistency, discipline and self-leadership
- dealing with rejection
- knowing when to be persistent and when to back off
- what it means to be a leader who is neurodivergent and has a long-term condition
Resources and helpful links
Jessica Lorimer
Jess Lorimer is a B2B sales trainer and founder of the Selling to Corporate ® podcast and training consultancy. With over 14 years of sales experience, Jess has worked across multiple industries and locations to build new business and has spent the last 10 years teaching others how to successfully win new business using best practice sales methods.
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