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In this episode we learn how the roles of sales professionals are like a Colonial 3 Pointed Hat. Our guest today is Leanne Hoagland-Smith. Leanne is a small busines management consultant for her own company Advanced Systems. She calls herself an H2H Heurist and we’ll talk some more about this in a bit. She is a columits for the Chicago Sun Times and a published author of the book “Be the Red Jacket in a sea of Gray Suits”.

In This Episode

We spoke about three roles sales professionals “spin” through:

Collaborator
Consultant
Facilitator

Sellers are managers of the 3 Pointed Hat. It spins depending on the course of the conversation. They should be heurist, someone who guides or discovers. This is how Leanne came to the notion of H2H is human to human, the most important assets of any company.

What skills do professional sellers exhibit?

Flexibility
conceptual thinking
active listening
silence
goal setting
Follow up
Self starting
Understanding motivations

Sellers don’t create value, the products and services do. Watch out for ego she warns. it can make you pushy

As you can tell Leanne is wealth of knowledge when it comes to sales. She is very well read and works hard to stay current on emerging trends in sales and her blog

Items of Interest

Below are the links mentioned in the in the podcast.

This is Leanne’s website Advanced Systems http://www.processspecialist.com/
This is her Be the Red Jacket in a Sea of Gray Suits: The Keys to Unlocking Sales Success

This is the worksheet Leanne share regarding the 3-Sales-Roles

This is her LinkedIn page https://www.linkedin.com/in/leannehoaglandsmith
This is her blog http://increase-sales-coach.com/
This is the blog post we spoke about http://increase-sales-coach.com/sales/top-sales-performers-spin-hats/
and lastly, this is is her column in the Chicago Sun Times

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