In this episode of the Great Idea Podcast, Megan Robinson explores the intersection of leadership and sales techniques, focusing on professionals who may not see themselves as salespeople. Megan dispels misconceptions about sales, advocating for a consultative approach that emphasizes understanding and empathy. They discuss the decision-making process, highlighting the importance of awareness, exploring solutions, and converging on a decision. The episode underscores the value of building strong relationships, demonstrating authority, and shifting your mindset from sales to value-sharing, ultimately enhancing leadership effectiveness and fostering positive organizational change.

Contact Megan at: megan@eleaderexperience.com, and check out her website at https://www.eleaderexperience.com/  

Misconceptions About Sales (00:00:54)  

Megan addresses the fear many professionals have about being perceived as salespeople.

Consultative Sales Approach (00:02:10)  

Megan explains the consultative sales model, contrasting it with aggressive sales tactics.

Shifting Mindsets (00:03:21)  

Barry emphasizes the need for leaders to adopt a consultative mindset in their approach.

Understanding Problems (00:04:12)  

Megan discusses the importance of understanding problems before proposing solutions in sales.

Membership Development Example (00:05:42)  

Barry shares his experience with presenting value propositions for membership in a trade association.

Integrity in Selling (00:07:27)  

Megan reassures Barry that selling with integrity aligns with personal values and leadership.

Influencing Change (00:08:11)  

Megan explains the necessity of selling ideas for process changes within organizations.

Engaging Colleagues (00:09:34)  

Barry relates how influencing colleagues can be viewed as a sales situation focused on problem-solving.

Techniques for Influence (00:10:48)  

Megan introduces techniques for positive influence that borrow from sales strategies.

Active Listening Techniques (00:12:05)  

Megan highlights the importance of asking questions and actively listening to understand others.

Building Understanding (00:14:29)  

Barry emphasizes the need for mutual understanding before proposing solutions in conversations.

Listening to Understand (00:16:47)  

Megan cites Stephen Covey’s principle of listening to understand rather than to respond.

Exploring Sales Skills (00:17:44)  

Megan and Barry discuss various skills that help build influence and effective communication.

Collaborative Problem-Solving (00:20:04)  

Barry outlines the process of collaboratively exploring solutions with conversation partners.

Understanding the Decision-Making Process (00:21:12)  

Megan discusses the steps of decision-making, emphasizing awareness and the importance of recognizing problems.

The Stages of Problem Solving (00:21:26)  

Megan explains the stages of divergence and convergence in problem-solving and decision-making.

The Role of Relationships in Leadership (00:24:47)  

Barry and Megan explore how relationships impact decision-making and consensus-building in leadership.

Authority in Leadership (00:26:14)  

Barry shares the importance of establishing authority through experience and credibility in conversations.

Building Trust with Colleagues (00:30:10)  

Barry discusses a technique called "no and" to maintain relationships while setting boundaries.

Sharing Value in Leadership (00:34:36)  

Megan emphasizes the importance of sharing value and perspectives to enhance organizational success.

Framing Sales as Value Sharing (00:36:05)  

Barry and Megan conclude by reframing sales as a process of sharing expertise and value within organizations.

Megan's Leadership Consulting (00:38:45)  

Megan talks about her passion for supporting mid-level managers in developing leadership skills.