Episode 86 - Sales Contrarian with Lee Saltz

Service MVP Sales Training Podcast with Joe Crisara

Welcome to the Service MVP Podcast, hosted by Joe Crisara, America's Service Sales Coach. In this insightful episode, Joe is joined by esteemed colleague Lee Saltz, a renowned sales contrarian and author. Despite knowing each other for 12 years, this marks their first face-to-face discussion, making the conversation even more special.

Lee shares his unique perspectives on sales, emphasizing the importance of empathetic expertise and understanding the emotional needs of clients. He recounts a touching story about a recent experience with a veterinary service, illustrating the significance of compassionate communication in sales.

The discussion dives deep into several contrarian concepts, such as the flawed notion of "great salespeople" and the importance of identifying performance factors that lead to success in specific sales roles. Lee also introduces his innovative EASE framework for handling objections and stresses the value of giving before expecting to receive in networking.

Whether you're a sales professional or a business owner, this episode is packed with valuable insights and practical tips to help you differentiate yourself and succeed in the competitive world of sales. Don't miss out on this engaging and enlightening conversation with one of the industry's most respected thought leaders.