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The Behavioural Edge Behind Top Sales Performers, The Out of Office Podcast, Episode 3
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On-Demand
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1 ISP CPD Credit
In this episode of the Out of Office podcast, business psychologist Jonathan Cannon and Dr Stuart Das are joined by Gavin Presman - bestselling author on selling and negotiating and founder of Inspire. From his beginnings demonstrating kitchen slicers on market stalls, Gavin traces the evolution of selling from the loud, confident pitch to an ethical, listening-led profession - one where CRM data on retention, referrals and lifetime value has exposed the true cost of the "lone wolf" who wins the deal but loses the customer.

The conversation covers adapting to different buyer personality types, why psychometrics are a shortcut for a naturally human skill we rarely have time for, negotiation discipline (talk numbers, never percentages), mirroring a customer's exact language to build attunement, and Socratic questioning that digs beneath the first answer to the real business issue. It closes with the single highest-impact action for any sales leader: coach your people to ask better, more open questions - and listen to their calls to help them do it.
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