Kevin Hallinan of WINNING, Inc. shared sales insights in this week’s weekly presentation with Mobile Electronics Association

April 23, 2020 -- Today, MEA’s weekly webinar focused on selling, and Kevin Hallinan presented on “The Buyer Seller Dance and How to Take the Lead.” Hallinan—a KnowledgeFest speaker—has over 30 years of sales, training, and management experience. Those who missed the presentation can view the recording by visiting Mobile Electronics Association on Facebook. Attendees also asked questions relating to how the current COVID-19 crisis has impacted how salespeople interact with clients.

Hallinan urged attendees to be willing to think differently about selling. He then discussed how to create ground rules for selling. “In selling situations, someone is leading and someone is following in the conversation,” he said. “How do we know if we are the one who is leading or following? The one who’s talking is following. The one who’s asking questions is leading. The more questions we ask, the better off we are.”

Hallinan also asked attendees to think about the three most compelling words they can think of if someone were to ask whether they should work with them or with a competitor. “The bad news is, we’re not sure what will resonate with the customer. What is that customer’s reason for doing business? Honesty, quality of workmanship, and price are our reasons. But our job is to find out their reasons.”

Stay tuned for the next weekly MEA presentation. And remember to visit www.meahelp.com for resources relating to COVID-19.