Setting Up and Managing an Ethical and Effective Sales System for Social Enterprises | Scott Roy - 1472

The Sales Evangelist

Can sales make the world a better place? The principles we learn in sales can be used almost anywhere. And yes, that includes making the world around us a better place. Today’s guest, Scott Roy, joins us in the studio to share how he uses his sales skills to do good and help those around him.

Scott has worked in the sales industry for over twenty years.

• He and his business partner Roy Whitten created Whitten and Roy Partnership, a sales consultancy called when teams aren’t reaching their sales goals.
• Their main selling point (pun intended)? The DQ selling methodology.
• With the DQ methodology, Roy and Whitten can sell life-changing and life-saving goods and services to developing countries.

How do they apply selling principles to do good?

• About 20 years ago, there was a sudden interest in applying business principles to address areas that typically used aid and philanthropy.
• When done well and ethically, the sales conversation convinces people unfamiliar with concepts to buy into these materials and supplies that will give them a better way of life.
• Scott’s primary example is selling water filtration systems. In areas where people use the same water source for drinking, bathing, and using the restroom, the people there are afflicted with diarrhea and other diseases.
• Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

Using DQ to make a change:

• DQ is short for business intelligence, the fundamental component for Scott’s selling process.
• If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem.
• DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving.

Scott’s major takeaway:

• Determine your purpose as a salesperson. If it’s just to pitch, persuade, and convince, that’s not necessarily wrong. But it would be so much better if you figure out how to use your skills to serve others and find passion in the people you’re serving.
• To get in contact with Scott and learn more about his work, visit his company website.
• Check out Scott and Roy’s books Decision Intelligence Selling and Sell Well, Do Good.

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Audio provided by Free SFX 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.