The Inner Game of Sales with Jeffrey Lipsius
Today's guest on the Peak Performance Selling Podcast is Jeffrey Lipsius, author, internationally-recognized sales trainer, and performance coach. There are many unlikely gems in tennis that are applicable to sales and Jeffrey goes into detail to explain each one. \n\nInner awareness refers to the customer's self-awareness; do they know what they need, their pains, distractions? By becoming a learner and listening more effectively, salespeople become more attuned to their buyer.\n\nThe principle of the inner game being the outer game teaches that salespeople need to focus on inner awareness, the customer's buying performance, rather than their sales performance. Ironically enough, this strategy is precisely what puts you in the mindset that achieves peak performance.\n\nJeffrey Lipsius is the President and Founder of Selling To The Point\xae, LLC Sales Training and Consulting. He developed the Selling To The Point\xae sales training method and pioneered inside selling for the Natural Foods Industry. Jeffrey is the author of Selling To The Point: Because The Information Age Demands a New Way to Sell.