308- Brian Gillette Reveals How to Sell IT with Empathy

Dissecting Popular IT Nerds

Technology

5 • 49 Ratings

🗓️ 5 August 2024

⏱️ 54 minutes

🔗️ Recording | iTunes | RSS

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Summary

Brian Gillette A seasoned sales expert and entrepreneur, Brian Gillette is on a mission to transform sales culture through empathy and vulnerability. As the creator of the “Feel Good Close” methodology, he teaches sales professionals and business leaders how to ethically influence others by genuinely caring about their goals and challenges. Brian draws on his background in enterprise sales and acting to help clients overcome rejection and build authentic relationships. Brian Gillette Reveals How to Sell IT with Empathy How can IT leaders effectively “sell” technology initiatives to executives? In this insightful conversation, sales expert Brian Gillette shares his “Feel Good Close” approach, emphasizing empathy, curiosity, and genuine interest in helping others achieve their goals. Learn practical strategies for overcoming rejection, building trust, and positioning IT as a strategic business partner rather than just a cost center. Empathy and building strong customer relationships are at the core of this approach. By understanding executives’ needs, IT leaders can better demonstrate the business value of IT and influence executives effectively. Strategic partnerships and focusing on customer service are essential for demonstrating value and aligning technology initiatives with business goals. This method ensures IT is seen as a key player in strategic business decisions.

Transcript

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0:00.0	Everyone out there listening to dissecting popular IT nerds.
0:07.2	We are talking with Brian Gillette.
0:08.5	This has been a long time coming, like years, years, years coming.
0:12.9	Very excited about this, by the way.
0:15.7	We've just, and I think part of it is because we're both, I guess it's fair to say we're
0:20.2	entrepreneurs, you know, whatever that is. I never really thought I would because we're both, I guess it's fair to say we're entrepreneurs,
0:22.4	you know, whatever that is.
0:26.8	I never really thought I would call myself that, but I think I've come to terms now with myself that I'm going to call myself an entrepreneur now, podcaster or something.
0:30.6	I already got all kinds of things, alerts going off that people are probably hearing
0:33.6	and annoying.
0:35.0	I really have wanted to, I've wanted to have you on this show, but I wanted to
0:40.3	make sure we mapped it out right. And it was really a beneficial to not only all of the IT
0:45.4	directors, CTO, CIOs and IT leaders out there that are fighting to get a seat at the executive
0:50.8	roundtable, but also mix in, I beat up on the MSPs a lot.
0:57.3	I like to make fun of MSPs, not because I don't love them.
1:00.3	I do love them.
1:01.7	It's just that I decided I didn't want to work with MSPs anymore years ago, not because
1:09.5	I don't love MSPs because they're like IT people.
1:11.7	They know, they know what an IP address is, right?
1:15.1	They, um, we can joke around about like, I don't know, XP or something.
1:20.7	I don't, I love it.
1:22.2	You know, I love working with them.
	...

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