Scott is the CEO and Co-Founder of The Whitten & Roy Partnership - a sales and management consulting firm that has guided businesses and organizations in over 40 countries to transform the way they sell. Scott actually spent the first part of his career building and running large, direct-sales organizations.
Scott wrote Decision Intelligence Selling - Transform The Way Your People Sell, with his co-author and partner Roy Whitten. Their guidance on transforming your sales organizations is grounded in a deep understanding of the human mind and immense real-world business experience. They believe that our ultimate purpose as sales professionals is not to persuade our clients to buy, but rather to increase their ability to make the very best buying decision.
Highlights
- Scott’s journey in professional sales. - 4:31
- How’s his business was able to work in 40 different countries. 7:31
- The challenges in professional sales today: How are we doing as a profession? - 16:09
- Helping our clients and prospects make a better decision: How does it work? - 22:14
- What decision intelligence is all about. - 26:40
- Impact on the seller: How does impact change their behavior? Why should it change other people’s mindset and they should be committed to it? - 28:36
- The hard thing to do as a sales person. - 34:56
- A different approach when addressing attitude. - 40:44
- One of the best ways to drive sales people crazy. - 47:01
- How to contact Scott to learn more? - 52:21 Episode Resources
- Sell Well, Do Good: DQ Selling for Social Enterprises
- Consultative Closing
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Scott Roy
- https://www.wrpartnership.com/
- https://www.linkedin.com/in/scottaroy