Episode 719
The Posture of Partnership
Guest
Jimmy Zugschwert
Golden nugget
“A salesperson cannot know too much, but he or she can talk too much.” -Frank Bettger
People don’t like to be sold; they like to buy. Lasting relationships come from being a valued partner to your clients. Unfortunately, not all sales professionals see it this way. Many of them are transactional and just looking to close the next deal. But if you are a valued partner the deal doesn’t close, the relationship opens.
Assistant Buyer Success Strategies
Jimmy discussed his approach to becoming an assistant buyer, inspired by Frank Boettcher’s book “How I Raised Myself from Failure to Success in Selling.” He explained that the assistant buyer posture involves coming alongside clients to help them make decisions rather than pushing products, focusing on building trust and partnership rather than just being a “trusted advisor.” Bill shared examples from Carnegie’s work…