Value-Driven Solutions │Jermaine Edwards

Art & Science of Complex Sales

Join us with Jermaine Edwards, as he shares his learnings on sales leadership, the difference between earning versus proving, the impact of cognitive load, and how we show up for prospects and customers to provide true value.

From Indecision to Possibility Exploration (11:56)

Paul asks about the gap between earning the right for attention and proving capability in B2B sales, specifically addressing the issue of indecision as a significant barrier. He wonders if his understanding of this gap is accurate.

Jermaine agrees with Paul's assessment and then delves into the concept of cognitive load, explaining how information overload often leads to indecision. He suggests shifting the sales conversation from justifying decisions to exploring possibilities to engage prospects more deeply. Jermaine emphasizes the importance of helping prospects understand the decision-making process and the risks involved, advocating for a transition from justification-focused discussions to ones centered around possibility exploration.

Solving Customer Problems: The Key to Sales Engagement" (19:24)

Jermaine introduced the concept of "getting access to the level of problems we're trying to solve" and the need to focus on problems the customer wants to solve, rather than those the salesperson believes they can solve. He highlights the importance of listening to customers and understanding their true needs, rather than forcing them down a predetermined path based on the seller's offerings. Jermaine also emphasizes the importance of communicating at the appropriate level of problem-solving, which is crucial for engaging with customers effectively.

Coaching for Strategic Thinking in Sales (27:53)

Without a clear understanding of the purpose behind a sales process, simply enforcing it may yield some results but won't lead to optimization. When discussing these concepts with leaders, Paul wonders if they encounter pushback or skepticism. Jermaine confirms that skepticism is common, as leaders often focus on solving immediate issues without addressing the root cause.

Changing someone’s behavior on how to ask questions is easy, but changing how someone behaves during an entire sales process is much harder. Jermaine also explains that salespeople rely on their coaching, experiences, and independent learning when facing challenges. He advocates for coaching that helps salespeople think better, as improved thinking leads to better actions, rather than solely focusing on improving actions.