Episode 6

How Prioritizing Trust Completely Transforms Selling with Danielle Navas-Brandt

This week, we are talking with Danielle Navas-Brandt, the Netherlands' first certified They Ask You Answer coach and the author of the Dutch version of Marcus Sheridan's bestselling book, about assignment selling. Assignment selling refers to proactively using educational content to educate buyers during the sales process.

We will take a closer look at what this looks like in practice, what the most common mistakes are and how to fix them, and how to write highly effective assignment selling emails.

Key Takeaways:

  1. Assignment selling is incredibly effective in today's buyer-driven world. (Hint: It can significantly shorten the sales cycles and increase close rates.)
  2. A well-executed assignment selling strategy makes you an expert guide and trusted advisor your buyers want to engage with.
  3. Personalization and active listening are key (make your buyers feel special and heard).

Episode Overview:

[01:40] Diving Deep into Assignment Selling

[02:39] Practical Insights on Assignment Selling

[05:40] The Power of Assignment Selling in Practice

[16:50] Avoiding Common Mistakes in Assignment Selling

[29:55] Final Thoughts and Advice on Assignment Selling

[33:34] Random Rant

📖 Book of the Week:

"Demand Side Sales" by Bob Moesta - If sales makes your stomach feel tight with a feeling of "ick," this book is for you.

Next Episode All Episodes Previous Episode

About the Podcast

Show artwork for TrustBuilders
TrustBuilders
Transformative conversations with business leaders, sales pros, and marketing managers about growing your business by educating your customer and building trust.

Listen for free

About your host

Profile picture for Hannah Eisenberg

Hannah Eisenberg

Hannah Eisenberg is a business coach helping organizations generate endless customers by building trust. with almost 25 years of experience in digital marketing and sales, Hannah has a wealth of knowledge of what works and what doesn't. After leading her inbound marketing and sales enablement agency for 12 years, she realized that companies solve long-term problems with short-term fixes by depending on external firms for growth. This often leads to generic (and often confusing) messaging, spray-and-pray prospecting, and hard-pitch sales tactics. The result: loss of trust. In 2023, Hannah decided to flip the script and focus on the only thing that everything ultimately comes down to in business: trust.