Selling That Solves Problems

In this final Roleplay Lab episode of Selling That Solves Problems, students hear a start-to-finish sales conversation between Becca Voss and Tina Green, owner of GreenEarth Landscaping. The roleplay demonstrates how the full professional selling process connects: opening the conversation, asking discovery questions, summarizing needs, qualifying the opportunity, presenting a focused recommendatio...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of an ethical selling conversation between Grant Keller and Teddy Olson. Teddy asks for a guarantee that a seed and crop protection plan will outperform last year, creating pressure for Grant to overpromise. The weak version shows Grant using unsupported reassurance to protect the sale, while the...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of follow-up and CRM documentation after a sales conversation with Tina Green, owner of GreenEarth Landscaping. The weak version shows vague follow-up, unclear next steps, and incomplete CRM notes, while the stronger version demonstrates how to confirm the next action, identify the people involve...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a salesperson closing for the right next commitment. Becca Voss meets with Teddy Olson about a precision ag equipment upgrade, and Teddy is interested but not ready to make a final decision. The weak version shows Becca ending vaguely with “let me know,” while the stronger version demonstrates...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a salesperson working with a skeptical customer. Maya Patel meets with Carla Briggs, owner of Briggs Auto & Diesel, who has been disappointed by previous vendors and is cautious about another software solution. The weak version shows Maya responding with vague reassurance and a rushed demo, wh...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a price objection conversation between Grant Keller and Teddy Olson. The weak version shows Grant defending price too quickly and moving toward discounting before understanding the concern, while the stronger version demonstrates how to clarify what the customer is comparing, connect price to...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a salesperson using proof during a sales presentation. The weak version relies on vague claims such as “easy to use” and “customers like it,” while the stronger version demonstrates how to support a recommendation with a focused workflow example, adoption plan, success criteria, relevant custo...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a salesperson presenting a recommendation to Tina Green, owner of GreenEarth Landscaping. The weak version shows a product-heavy recommendation that overwhelms the customer with features, while the stronger version demonstrates how to recommend a focused starting point based on the customer’s...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a conversation that moves from needs discovery into summarizing and qualifying the opportunity. The weak version shows a salesperson assuming that a customer with a problem is ready for a proposal, while the stronger version demonstrates how to summarize the customer’s real business issue, con...

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a needs discovery conversation between Becca Voss and Tina Green, owner of GreenEarth Landscaping. The weak version shows how shallow questions and early pitching can miss the real issue, while the stronger version demonstrates open-ended questions, follow-up questions, impact questions, outco...

In this Roleplay Lab episode of Selling That Solves Problems, students hear two versions of a salesperson opening a conversation with Tina Green, owner of GreenEarth Landscaping. The weak version shows a generic, product-centered pitch that recommends too soon, while the stronger version demonstrates a brief, relevant, respectful, customer-centered opening that earns permission to begin discovery....

In this final episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, Becca Voss, and Tina Green help students reflect on the full Professional Selling course and the kind of salesperson they are becoming. Students revisit the importance of customer-centered selling, communication, confidence, value creation, objection handling, closing, follow-up, CRM, ethics, reputation, responsible AI...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, Tina Green, and Carla Briggs explain how students can practice a complete sales conversation from opening through follow-up. Students learn how to prepare for roleplays, ask discovery questions, summarize customer needs, qualify the opportunity, present a customer-specific recommendation, use proof, handle objections, discuss...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Tina Green help students connect the full professional selling process from prospecting and preparation through discovery, qualification, consultative recommendations, presentations, objections, negotiation, closing, follow-up, CRM, relationship management, ethics, professionalism, responsible AI use, and customer success...

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, Grant Keller, and Carla Briggs explain how a salesperson’s reputation is built through repeated choices before, during, and after the sale. Students learn how consistency, honesty, follow-through, responsible recommendations, clear communication, ethical boundaries, internal teamwork, digital professionalism, and responsible A...

In this episode of Selling That Solves Problems, Dr. Derek, Maya Patel, and Marcus Reed explain how salespeople can use AI and digital tools responsibly throughout the sales process. Students learn how AI can support prospect research, writing, discovery preparation, presentations, CRM, objections, follow-up, and roleplay practice while avoiding generic communication, inaccurate claims, fake perso...

In this episode of Selling That Solves Problems, Dr. Derek, Tina Green, and Marcus Reed explain how professionalism appears in everyday sales behaviors before, during, and after the sale. Students learn how preparation, respect for time, clear communication, responsiveness, listening, follow-through, appropriate boundaries, digital professionalism, plain language, consistency, and calm handling of...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Carla Briggs explain why ethical selling is essential to professional trust and long-term customer relationships. Students learn how honesty, fit, transparency, competence, confidentiality, fair competitor comparisons, responsible incentives, care with vulnerable customers, professionalism, and responsible AI use protect...

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, Grant Keller, and Maya Patel explain how customer success creates future opportunity after the sale. Students learn how realistic expectations, adoption, training, follow-up, service recovery, account reviews, CRM documentation, referrals, references, testimonials, renewals, and responsible AI use help salespeople build long-t...

In this episode of Selling That Solves Problems, Dr. Derek, Maya Patel, and Marcus Reed explain CRM as both a software tool and a professional discipline for managing customer relationships. Students learn how CRM supports follow-up, customer memory, pipeline management, qualification, internal handoffs, customer success, data quality, privacy, AI-assisted selling, and long-term trust by helping s...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Tina Green explain how professional relationship management helps salespeople maintain trust and create long-term value after the sale. Students learn how to use CRM, purposeful follow-up, account knowledge, service awareness, customer success check-ins, account reviews, referrals, and ethical account growth to support cu...

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, and Maya Patel explain why follow-up is essential after the customer agrees to move forward. Students learn how to confirm details, communicate proactively, support implementation, document commitments in CRM, manage handoffs, recover from service problems, time follow-up around the customer’s business cycle, and use AI respon...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Becca Voss explain closing as a professional request for the right next commitment rather than a pressure tactic. Students learn how to use direct, next-step, choice, summary, and trial closes; recognize buying signals; respond when closing reveals objections; handle no professionally; create specific follow-up steps; and...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Carla Briggs explain negotiation as a professional conversation about value, terms, tradeoffs, and agreement rather than a battle between salesperson and buyer. Students learn how to clarify requests, protect value, trade instead of automatically conceding, adjust scope and timing, discuss payment terms, document agreemen...

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Tina Green explain how salespeople can respond professionally when customers raise price concerns. Students learn how to clarify whether price objections are really about budget, value, timing, comparison, trust, or cash flow; connect price to customer-specific value; compare total cost fairly; avoid quick discounting; di...