Not Doing This In Your Discovery Call Is Killing Your Deals | Edwin Aristor - 1804

The Sales Evangelist

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.”

In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more!

About Edwin Aristor

• Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men's retreat facilitator.
• Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills.

The Role of Curiosity in Sales

• Curiosity is a deep, authentic commitment to understanding prospects and clients.
• Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges.
• Tune in and hear why authentic listening and asking probing questions are cornerstones of effective sales strategies.

Sales Vulnerabilities and Growth

• Edwin shares a story of one of his coworkers learning why vulnerability in sales is necessary.
• Hear why openness fosters a culture of continuous improvement at 6:08.

Practical Tips for Cultivating Curiosity

• Edwin discusses several actionable sales techniques to foster curiosity:
• Role-Playing in Sales: Regular role-play exercises on non-business topics can enhance one's questioning skills, which later translates into better business conversations.
• Sales Training and Personal Development: Investing in personal development programs can significantly boost one's ability to engage deeply with clients.
• Listening to Recordings: Reviewing past sales calls to identify missed opportunities for deeper questions helps refine one's approach.

Effective Communication and Team Development

• For sales leaders, Edwin suggests exercises encouraging sales teams to engage in conversations unrelated to their primary sales agendas.
• This practice can improve the team's ability to perform deep discovery and navigate sales objections more effectively.

“The day that she became vulnerable is the day that she became powerful.” - Edwin Aristor.

Resources

Edwin Aristor on LinkedIn

edwinaristor.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.