[727] Building Trust and Delivering Value, with Dr. Bonnie Guy

How do you define selling, and how does your definition resonate with the concept of sales as a helping profession? How do you emphasize the importance of understanding the needs of the customer in the sales process?

In this episode, Dr. Bonnie provides valuable insights into the sales process, emphasizing the importance of understanding the customer's needs and building trust. Her approach to sales as a helping profession and the focus on creating value resonates deeply, providing a refreshing perspective on sales that prioritizes authenticity and empathy.

Discover why successful selling is about guiding others to make decisions that leave them better off and how trust, value, and understanding are at the core of a persuasive sales process.

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Bonnie's Bio
Dr. Bonnie Guy is the John W. Guffey, Jr. Professor of Marketing and Director of the Professional Selling Program at Appalachian State University in Boone, NC. She has experienced the sales discipline as a practitioner in entrepreneurial selling modes, before entering into academia over 30 years ago. Her mission is to teach that sales is a helping profession and that salespeople are professional value creators.


Bonnie's Links
https://www.linkedin.com/in/bonnie-guy-8897288/
https://marketing.appstate.edu/professional-selling