Want To Smash Quota? Become A Hybrid Seller | Salesman Podcast

Fred Copestake is the Founder of Brindis and author of ‘Selling Through Partnering Skills' & ‘Hybrid Selling'. In today’s episode of The Salesman Podcast, Fred shares strategies around how you can smash your sales quota and unleash your full potential by becoming a hybrid seller.

You'll learn:
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Featured on this episode:

Host - Will Barron Founder of Salesman.org Guest - Fred Copestake Hybrid Selling Expert

Resources:

• Fred’s LinkedIn
• The Sales Today Podcast
• Book: Hybrid Selling: How salespeople can use a complete approach to drive opportunities in the new world of sales
• Rocky – AI Mindset & Self-Improvement digital coach in your pocket.

Transcript

Will Barron:

Hi. My name is Will, and welcome to today's episode of the salesman podcast. On today's show we're going to look into how to become a hybrid salesperson. And today's guest is the man Fred Copestake. Fred is the founder of Brindis Sales Training and author of the Hybrid Selling book and Selling Through Partnering Skills. And we're going to talk about both these on today's episode. With that, Fred, welcome to the show.

Fred Copestake:

Thank you very much. Thank you for inviting me. Real pleasure.

What is Hybrid Selling? · [00:35]

Will Barron:

You're more than welcome. I'm glad to have you on, mate. Okay. I can feel you've got a strong energy. I can feel you're excited mate, to be on the show, so hopefully we can continue this with some questions from my side. But with that, I'm going to give you a terrible question. It's a lazy question, but I think it's a good starting point to set up the rest of the show. You probably answered this question a million times before. And so I feel bad for throwing it at you, but what the heck is hybrid selling? Someone who's unfamiliar with that term, there's tens of thousands people listen to this. What is hybrid selling Fred?

Fred Copestake:

Well, my usual lazy answer is what do you think it is? But actually, no, let's go with that if you don't mind. If you could give me what you think it is without going into too much thought, then we can take it from there.

Will Barron:

Well, I'm not assuming because I know what it is because I've read the book. But coming from an assumptive standpoint I would say it's selling both old ways of phones and emails, and the new ways of leveraging Zoom, leveraging the newer buyer journey where the buyer is focused on consumer content, engaging with salespeople like [inaudible 00:01:32] on the process. It's focusing on a new exchange of value where the buyer has access to information where they didn't have it in the past, and they perhaps want salespeople to help them out with different things. How does that fit?

Fred Copestake:

Yeah. No, very good. Very good sir, yes. You clearly have read it. No. No. A lot of people will tend to say is, “Oh. It's when we've got to do stuff using different techniques,” or, “We've got to do stuff like using video and sending video and this kind of stuff,” so working virtually. And my answer will tend to be well you, “Well, that's virtual selling then isn't it? That's already got a name. That is a thing.” So for me, it's something slightly different where hybrid's about a mix. And so it's a mix of approaches, it's a mixture of things that we need to do to make sure that we are bang up to date and we're going to do things that make a difference for the customer. And come seeing a lot of good stuff that's gone on before, and some of those newer things to deal with the way that people are thinking, because people are thinking differently as well now. So it's a blend. It's a mixed approach.

Hybrid Selling 101: The Things Today’s Buyer Expects From the Modern-Day Salesperson · [02:28]

Will Barron:

How are people thinking differently from the perspective of we're hopefully on the far end of this global pandemic, there's other things going on in the w...