Podcasts about consultative selling

If you've ever thought your message was crystal clear—only for your prospect to walk away confused, hesitant, or worse… uninterested—this episode is your wake-up call. Dan Rochon breaks down why Teach to Sell starts before you ever make your pitch. Learn the invisible filters destroying your communication and how NLP and the CPI Communication Model help you truly connect—spirit to spirit.What you'll learn on this episodeMost sales fail because you're trying to fix the wrong thing after it's too late.True communication isn't what you say—it's the response you get.Your prospect is filtering your message through 11+ million bits of data, past trauma, and personal meaning.The CPI Communication Model: Be in rapport, Ask AADE questions, Actively listen.Rapport is not a hack—it's a spiritual connection.Face-to-face and video-to-video are the highest forms of communication.NLP helps you understand deletions, distortions, and generalizations.The Self-Coaching Model teaches how thoughts and feelings impact actions and results.You're responsible for how your message lands, not your prospect.Being misunderstood isn't their fault—it's a sign to adjust your delivery.Resources mentioned in this episodeTeach to Sell: The system to lead, consult, and get hired without pressure.The CPI Communication Model: A 3-step approach to authentic connection and influence.Self-Coaching Model: Understand how thoughts lead to feelings, actions, and results.Neurolinguistic Programming (NLP): The foundation for Teach to Sell's influence tools. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That's where consultative selling comes in, but only if you do it right. Consultative selling isn't about showing off your expertise. It's about guiding the customer to understand the real nature of their problem—often one they didn't fully realize or that's more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don't barge in declaring, “Here's the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can't help until they deeply understand the client's unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you're obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client's real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You're not rushing to pitch; you're learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you're genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you're a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today's age of surplus information, it isn't enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That's especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You'll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect's specific context. Don't lump them into one-size-fits-all solutions. Acknowledge the client's prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns.

Colleen Stanley is the founder and president of SalesLeadership, Inc., a sales development firm specializing in emotional intelligence (EQ), consultative selling, and leadership skills. She is the author of three books:

Welcome back to the Alt Goes Mainstream podcast.Alt Goes Mainstream was live from $1.2T AUM asset manager Nuveen's nPowered conference, a two-day event bringing together Nuveen thought leaders and industry experts to explore challenges and opportunities in private markets.We interviewed some of Nuveen's senior leadership on site to hear their views and perspectives on private markets, working with the wealth channel, and product innovation.We talked with Jeff Carlin, Senior Managing Director, Head of Global Wealth Advisory Services at Nuveen, and a member of the Senior Leadership Team. He's responsible for leading the placement, distribution, and support of all products through the US Wealth distribution channel.Jeff and I had a fascinating conversation about working with the wealth channel and how Nuveen has created products to serve this growing investor segment.Thanks Jeff for coming on the Alt Goes Mainstream podcast to share your wisdom and expertise on private markets, private wealth, and distribution. We hope you enjoy.A word from AGM podcast sponsor, Ultimus Fund SolutionsThis episode of Alt Goes Mainstream is brought to you by Ultimus Fund Solutions, a leading full-service fund administrator for asset managers in private and public markets. As private markets continue to move into the mainstream, the industry requires infrastructure solutions that help funds and investors keep pace. In an increasingly sophisticated financial marketplace, investment managers must navigate a growing array of challenges: elaborate fund structures, specialized strategies, evolving compliance requirements, a growing need for sophisticated reporting, and intensifying demands for transparency.To assist with these challenging opportunities, more and more fund sponsors and asset managers are turning to Ultimus, a leading service provider that blends high tech and high touch in unique and customized fund administration and middle office solutions for a diverse and growing universe of over 450 clients and 1,800 funds, representing $500 billion assets under administration, all handled by a team of over 1,000 professionals. Ultimus offers a wide range of capabilities across registered funds, private funds and public plans, as well as outsourced middle office services. Delivering operational excellence, Ultimus helps firms manage the ever-changing regulatory environment while meeting the needs of their institutional and retail investors. Ultimus provides comprehensive operational support and fund governance services to help managers successfully launch retail alternative products.Visit www.ultimusfundsolutions.com to learn more about Ultimus' technology enhanced services and solutions or contact Ultimus Executive Vice President of Business Development Gary Harris on email at gharris@ultimusfundsolutions.com.We thank Ultimus for their support of alts going mainstream.Show Notes00:00 Introduction to our Sponsor, Ultimus Fund Solutions01:58 Live from Nuveen's nPowered Conference02:26 Jeff Carlin's Role at Nuveen02:33 Nuveen's Wealth Business03:28 Jeff Carlin's Career Background06:43 Evolution of Wealth Distribution06:56 Changes in Advisor Discretion09:52 Consultative Selling in Wealth Management10:04 Hiring Distribution Professionals12:10 Building Trust with Advisors14:03 Indispensable Partnerships16:41 Public vs. Private Markets19:14 Global Wealth Management19:44 Regional Differences in Distribution20:59 Focus on Specific Channels23:15 Structural and Non-Structural Advantages in Distribution27:32 Public and Private Market Strategies27:43 Portfolio Solutions Group27:57 Allocating to Private Markets28:19 Balancing Third-Party and Own Products28:43 Advisor's Role in Portfolio Construction29:28 Challenges in Wealth Channel Distribution29:36 SMA Business vs. Private Markets30:14 Intricacies of Private Market Investments30:35 Client Understanding and Implementation31:09 Drawdown Structures and Client Needs31:16 Perpetual Vehicles in Private Credit31:53 Simplifying Private Fund Investments33:00 Managing Capital Calls and Cash Flows34:45 Evergreen Structures in Private Markets35:10 Future of Private Market Investments36:20 Technology and Structural Innovations36:52 Blockchain and Distributed Ledger Technology37:40 Adoption of New Technologies38:29 Excitement About Private Markets39:18 Generational Differences in Investment40:11 Education and Intergenerational Wealth Transfer41:23 Gamification and Investment Psychology47:08 Advisor Education and Private Markets48:49 Changing Perceptions of Private Markets52:41 Conclusion and Final Thoughts

Welcome back to the show, where today Andy has assembled an incredible group of guests including Bob King, author of 'The Joy of Closing,' Dan Sixsmith, Chief Customer Officer at Ecosystems.io, and Mason Dettloff, Co-Founder and COO at Praction. They turn their focus on the art of closing, the importance of building trust, the power of belief, and the operational rigor necessary for successful sales processes. The group also discusses the differences between consultative selling and traditional closing techniques, the significance of first impressions, and how to increase confidence in sales teams. Each guest brings personal insights on customer retention and the impact of effective closing on long-term loyalty, the emotional aspects of selling, and the need for sales discipline.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate. 

In this episode, the host shares a proven sales strategy drawn from extensive experience as an AT&T dealer, emphasizing the effectiveness of door-to-door approaches. The episode introduces the 'Five Around Strategy,' a method that leverages proximity to existing installations to significantly increase penetration rates in targeted neighborhoods. The host details how this strategy can be applied across various service industries, such as roofing, HVAC, and more. Practical advice on using technicians and salespeople for executing this strategy, enhancing market penetration, and creating more touchpoints with potential clients is provided. Moreover, the host encourages businesses to use this tactic to micro-target neighborhoods and increase marketing effectiveness, ultimately boosting sales performance.Chapters00:00 Introduction and Episode Overview00:54 Personal Experience and Strategy Introduction02:28 Door-to-Door Sales Strategy04:34 The Five Around Strategy08:55 Consulting Insights and Reflections17:01 Implementing the Five Around Strategy30:15 Conclusion and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

Hey friends, happy to have you back! Today's episode is a real treat. We've got Gary Rawding, the entrepreneurial brain behind Symphony Concrete Coatings, joining us. We're chatting about everything from ethical sales tactics to leadership challenges and some super interesting business strategies. It's packed with value and some fun insights. Let's chat with Gary! My Links:  https://linktr.ee/thinktyler  https://thinktyler.com/podcast_episode/consultative-selling-gary-rawding/ Podcast: ThinkBusinesswithTyler.com  Host: Tyler Martin Business Coach  Linkedin  Instagram  YouTube Learn more about your ad choices. Visit megaphone.fm/adchoices

Onze salesbaas van vandaag heeft een wetenschap gemaakt van het in kaart brengen van de klantbehoeften in de branch van netwerkcomponenten in de IT. Hij is verantwoordelijk voor de verkoop van netwerksoftware voor de wereldwijde marktleider in routers en switches. In dit gesprek hebben we het over de kern van solution selling, customer succes en het belang van productkennis. En vandaag deelt hij met ons het geheim van de behoefteanalyse die hij succesvol toepaste bij meer dan 200 van zijn topklanten. Een schoolvoorbeeld van klantbetrokkenheid en vakmanschap. Hij startte zijn carriere bij de helpdesk van een lokaal waterbedrijf, maakte de stap naar sales engineer networking en runde de business development tak bij Compstor. Inmiddels werkt hij al meer dan 13 jaar voor zijn huidige werkgever, waar hij verantwoordelijk is voor de softwaretak voor de EMEA regio, waar hij leiding geeft aan 40 softwarespecialisten en onderhoudt een community van 220 promotors van de software voor networking.  Onze gast: (9) Steven Heinsius | LinkedIn Onze presentator: (99+) Josef Stevens | LinkedIn Redactie: josef.stevens@salesbazen.com Onze adverteerders: Bonana Scaling Up: www.bonana.com Salestraining organiseren? Bel met 0687608311  

The Art of Consultative Selling: A Step-by-Step Guide

Send us a Text Message.Have you ever struggled to get customers to see things your way, even when you know you're right?The problem might be that you're up against some powerful cognitive biases that impact how people process information and make decisions.In this eye-opening episode, Rachel chats with Dan Smaida, author of "The Psychology of Advice" and an expert in using behavioral science to drive better communication and influence.BY THE TIME YOU'LL FINISH LISTENING, YOU'LL DISCOVER:The key cognitive biases that undermine your ability to sell and how to counteract themWhy asking the right questions at the right time is so much more powerful than just telling people what to doThe 3-step "consultative sequence" that builds trust and gets customers invested in your advicePractical tips for proving the value of customer success to skeptical executivesDon't let cognitive biases sabotage your efforts to help customers. Tune in to learn how to leverage the science of influence for powerful results.*********This episode was sponsored by Vitally.io********* 

Most business owners want to have a great life not only while they run their business but after they sell their business for a wonderful profit. In this interview Business For Sale Expert John Denton reveals great secrets you can apply today. Listen as John Denton shares with me his insights into: 

In this short Leading Your Best Life Podcast I introduce you to part Two of the 'Getting Your Business Ready for Sale' with expert John Denton. In the longer version of this podcast John Denton shares with me his insights into: 

In dieser Episode von Listen & Grow geht es um das Consultative Selling, eine Verkaufsstrategie, bei der Verkäufer als Berater agieren und maßgeschneiderte Lösungen für die Kundenbedürfnisse entwickeln. Im Gegensatz zum traditionellen Verkauf, der auf den schnellen Abschluss ausgerichtet ist, steht beim Consultative Selling das Verständnis der Kundenbedürfnisse im Vordergrund. Die Vorteile dieser Methode sind zufriedenere Kunden, bessere Verkaufschancen und der Aufbau langfristiger Kundenbeziehungen. Kapitel 00:00 Consultative Selling: Verkaufen als Berater 02:40 Zufriedene Kundschaft durch individuelle Lösungen 03:28 Aufbau langfristiger Kundenbeziehungen 05:01 Erfolgreiches Consultative Selling: Die Schritte zum Erfolg In der Show erwähnt Kostenlose Inbound-Sales-Zertifizierung: https://academy.hubspot.de/courses/inbound-sales ______________________________________________________________________ Feedback? Gerne an podcast-dach@hubspot.com  Mehr über uns unter: https://www.hubspot.de/podcasts/listen-and-grow 

Technology often takes center stage in today's world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships. In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors. In this episode, you'll learn: The importance of active listening in understanding customer needs and concerns to provide tailored solutions. How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers. The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers. Jump into the conversation: [00:00] Introduction to Mental Selling [01:56] Moving Beyond the Tell-Sell Paradigm [06:36] Value Trumps Access [09:15] Listening To Understand [13:44] The Neuroscience of Selling [21:17] Mitigating Risk and Fear in Sales [24:11] The Art of Consultative Selling [28:05] Shifting Accountability About the guest: John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing. Resources: John on LinkedIn: https://www.linkedin.com/in/john-crowder/ Connect with the host: Will Milano on LinkedIn: www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: www.integritysolutions.com/

Are you ready to elevate your digital marketing game and become a sales powerhouse? This week on "Invest In Yourself: the Digital Entrepreneur Podcast," host Phil Better sits down with the astounding Anthony Franck, an online marketing virtuoso who has a wealth of knowledge to share from his staggering success in consultative selling and Facebook advertising. This episode is a goldmine for entrepreneurs eager to drive their business growth through precise customer targeting and smart ad optimization. Anthony divulges his expert strategies on using customer lists to supercharge Facebook ad campaigns and sheds light on the often-overlooked importance of robust tracking systems. Learn from Anthony's proven track record – find out how a mere $1.86 ad click astonishingly turned into a $60,000 sale! Plus, get insider advice on boosting your self-confidence and why having the right circle around you can make a significant difference in your entrepreneurial journey. Beyond tactics and techniques, Anthony offers you an exclusive chance to enhance your business through a free audit and connection to a valuable support network via secrettobillions.com and their Discord community. Phil isn't just impressed; he's inspired – and he plans to join the Discord community himself! The episode also explores Anthony's insights on the "AI advantage" in digital advertising, the transformative journey from being the "Facebook guy" in town to a sought-after expert, and the critical shift from agency work to lucrative partnerships with established businesses. Entrepreneurs, this is your chance to grasp what it takes to adapt to rapid digital changes and grasp the essence of successful business models. From understanding customer demographics and refining sales tactics to embracing the importance of recurring income and referral programs, this episode has it all. Fueled by lessons from his own career evolution and that of other affluent entrepreneurs, Anthony addresses the need to act upon your business plan without awaiting perfection, using real-world examples to illustrate the effectiveness of his approaches. Don't miss out on the opportunity to transform the way you think about online business, advertising, and customer acquisition. Turn those digital challenges into your entrepreneurial successes by tuning into our enlightening conversation with Anthony Franck. Listen now – because investing in yourself is the best investment you'll ever make! Find the full wisdom-packed episode with Anthony Franck on "Invest In Yourself: the Digital Entrepreneur Podcast" and take the first step toward revolutionizing your digital business strategy.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another episode of Data Driven Insights. I'm your host, Marc Wayshak, joined by our esteemed head sales coach, Coach Tiffany. Today, we're diving into a fascinating discussion that every salesperson needs to hear: "How to Create Immense Value in Sales Conversations." This episode peels back the layers of traditional selling techniques to show you a revolutionary approach that speaks directly to the buyer's needs. We'll dismiss old-school, pitch-focused methods and move toward a genuine, conversation-driven strategy that empowers prospects to unpack their own value. Expect to explore the crucial differences between simply agreeing with a client and engaging them in a deeper dialogue that leads to understanding their unique challenges. Coach Tiffany and I will guide you through real-life scenarios, equipping you with the insights to transform your sales conversations from one-sided presentations to collaborative exchanges that lead to better outcomes for everyone involved. So, if you're ready to enhance your sales process and empower your clients, tune in and let's unlock the secrets of creating immense value together.00:00 Prioritize initial value in sales interactions.03:42 Avoid waiting for opportunity, focus on understanding.09:38 Against strict rules, prefers understanding real costs.10:25 Roa calculators project a sales dictatorship: guide prospects.13:26 Creating understanding, building value, and commitment.Here are 3 key takeaways to transform your sales approach:- **Unpack the Prospect's Perspective**: Step into their shoes. Your role is to guide them through their own challenges, not dictate the journey with your solutions. This builds trust and positions you as a partner rather than just a vendor.- **Dialogue Over Monologue**: Engage in a conversation, not a pitch. Ask probing questions to understand the pain points deeply. When you let prospects articulate their issues, they're more likely to see the value in your tailored solutions.-  **Expertise Through Inquiry**: Admitting that you don't have all the answers might feel counterintuitive, but it's actually a powerful demonstration of expertise. It shows you're attentive, you care, and you're committed to understanding their unique situation.

Ryan StMichel is the owner of Grove Mechanical in Crookston Minnesota. Grove Mechanical was founded in 1978 by Ryan's Grandfather and Ryan purchased the company from his uncle. Ryan created a unique consultative, no-pressure, sales process that results in high-quality, high-value systems installations, delighted customers, and a very high close rate. How does he do it? Listen and learn! Other interesting items discussed: Building relationships with customers: Finding points of commonality and ice-breaking. Sales room set up. Scheduling for maximum customer availability. Offering options. Indoor air quality. Why Ryan StMichel joined Service Nation and what that did for him and Grove Mechanical. THANK YOU AND REQUEST FROM DAVID: First, thanks for listening and thank you for your support! If this has provided any value to you, would you please give us a good rating on whatever podcast app you use? Also… we're always looking for great interviewees and topics. If you have an idea for us, know someone who should be interviewed, or if you would like to be interviewed, DON'T BE MODEST, just shoot an email to PIP@NewMediaEmpire.com. Thanks again!

Ryan StMichel is the owner of Grove Mechanical in Crookston Minnesota. Grove Mechanical was founded in 1978 by Ryan's Grandfather and Ryan purchased the company from his uncle. Ryan created a unique consultative, no-pressure, sales process that results in high-quality, high-value systems installations, delighted customers, and a very high close rate. How does he do it? Listen and learn! Other interesting items discussed: Building relationships with customers: Finding points of commonality and ice-breaking. Sales room set up. Scheduling for maximum customer availability. Offering options. Indoor air quality. Why Ryan StMichel joined Service Nation and what that did for him and Grove Mechanical. THANK YOU AND REQUEST FROM DAVID: First, thanks for listening and thank you for your support! If this has provided any value to you, would you please give us a good rating on whatever podcast app you use? Also… we're always looking for great interviewees and topics. If you have an idea for us, know someone who should be interviewed, or if you would like to be interviewed, DON'T BE MODEST, just shoot an email to PIP@NewMediaEmpire.com. Thanks again!

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Today, we're diving deep into a high-stakes topic that makes many in sales visibly shudder—the Alpha Prospect. These are the tough, intimidating sorts that can dominate a sale, often leaving even the most seasoned reps feeling like they've stepped into the ring with a heavyweight champion. But fear not! Coach Tiffany and I are here to deconstruct the mythos of the alpha prospect and provide you with the game plan to not only survive but thrive in these daunting encounters.We'll be revealing why it's essential to stand your ground. We show you that sales, at its core, is a game—a game where intimidation is purely psychological and can be conquered through a steadfast strategy and an unwavering mind frame.From reframing our perspective, to sticking to our process, engaging fully in the conversation, and delivering undeniable value, we're unpacking the tactical approaches that will help you engage with alpha prospects on an equal footing, turning potential adversaries into allies in your sales journey.By the end of our conversation, you'll be equipped with the insights and confidence needed to tackle those high-octane sales meetings. Change the way you perceive these prospects and transform trepidation into excitement. Remember, it's just a game, and we're here to win.Sales Strategies for High-Value Clients: "Alpha prospects are some of those people that can, like you have nightmares about actually running into a sales scenario with, but in reality they're people just like anybody else. And if you're coming in with a strong strategy, you're going to be fine with them."— Coach Tiffany [00:00:46 → 00:01:00]Navigating Power Dynamics: "And they, you know, a lot of times people in this space are walking around thinking like you're either a predator or you're prey and you're kind of walking in with that sign that says you're one or the other."— Coach Tiffany [00:03:16 → 00:03:27]Business Communication Candidness: "Exactly. And they're not taking the meeting to be nice. And you'll know where you stand with them, which is really cool. They'll tell you. They'll be really blunt often and say, I don't see how this makes sense. Or they'll tell you, like, I can kind of see that. And you know exactly where you stand."— Coach Tiffany [00:04:36 → 00:04:50]Sales Leadership in Negotiations: "What they want to have happen. The issue is that in sales, you have to take that leadership position and own this opportunity for them. So you have to define it by your process and not let them push you into a space where they're deciding and dictating what comes next or how things go."— Coach Tiffany [00:05:28 → 00:05:43]Sales Approach Wisdom: "sales is about having a conversation. It's not about a performance."— Coach Tiffany [00:06:48 → 00:06:51]The Art of Conversation: "And that back and forth that happens with somebody when you're just, like, kind of guiding them through questions can be so powerful for them. And that's what usually breaks that wall that they've got built up around what they really think or what's going on in their situation."— Coach Tiffany [00:07:59 → 00:08:14]Building Better Business Relationships: "Yeah. It takes them from feeling like adversaries to feeling like partners. Right. Like, that's the goal. That's the trajectory you're aiming for."— Coach Tiffany [00:08:58 → 00:09:04]Understanding Value in Sales: "It's what they're fishing for. It's the thing that's going to open up the door and they're not looking at value as like, what can you tell me about your service?"— Coach Tiffany [00:10:32 → 00:10:41]Understanding Sales Dynamics: "Every time you show up to a sales experience, you're kind of just, like, exploring the space and being like, oh, so that's the game we're going to be playing today. And then you can really come at them from this, like, informed perspective."— Coach Tiffany [00:12:33 → 00:12:44]Turning Anxiety into Excitement: "when your heart starts to beat faster and stuff like that, there's no real difference physiologically between excitement and anxiousness. So I would always just say as like, oh, I'm excited."— Coach Tiffany [00:13:43 → 00:13:55]

Sellers sell everyday - but buyers don't buy everyday. This is the core reminder from today's episode, with guest Ciara Flaherty, EMEA Sales Leader at Klaviyo. Joe Stubbs asks her to dive into the importance of scenario planning, to mitigate risk in a deal. They discuss how sellers need to be consultative, and map out the sales process, and provide as much support as possible for buyers. Tune in for all of the insights.

Unlocking Sales Mastery: Insights from 'The Closers' Author Ben Gay III Welcome to The Closers Inner Circle Podcast, hosted by Your Partner In Success Radio where we take a deep dive into the world of sales with the insightful Ben Gay III. Known for his authorship of 'The Closers Pt 1 and Pt 2,' recognized as sales bibles, Ben brings a wealth of wisdom to our Wednesday discussions. Beyond the pages of these iconic books, he has long been an advocate of Consultative Selling, emphasizing the value of becoming a recognized leader in your field. Join us as we uncover the strategies that have made Ben Gay III a respected figure in sales. If you have 'The Closers' books in your entrepreneurial library, open up The Closers Pt 1 to page 113 - Become An Expert. This is your space to explore the art of closing deals and gain insights into the nuanced world of sales. And here's an exclusive invitation: we love hearing from our audience! Connect with us on LinkedIn and Facebook to ask any questions about sales and business success. Your questions might just be featured on the show. Find us on the web: Denise Griffitts LinkedIn | Ben Gay III LinkedIn | The Closers Books

Collin Mitchell and Wendy Weiss, founder of Salesology, discuss the art of building a sales pipeline. They emphasize the importance of targeting a specific audience and crafting messaging that resonates with that audience's problems. Wendy shares her unique approach of setting appointments before asking questions, which helps eliminate resistance and leads to more productive conversations. They also touch on the significance of delivery and authenticity in sales conversations.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Wendy Weiss (Founder, Salesology)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode of KAJ Masterclass LIVE, join host Ajay Khudania as he dives into a transformative conversation with Sonny Moyers, renowned author, realtor, and human behavior theorist. Discover the secrets to success in the real estate arena and gain invaluable insights into consultative selling strategies. Moyers shares his expertise, drawing from over 50 years of experience, and unveils key principles outlined in his upcoming book on the architecture of real estate practice.

Feeling uneasy about the world of sales? Dive into this episode where we demystify the art of selling, especially for those who don't consider themselves natural salespeople. Join Richard and Kylie as they welcome Nicole Cramer, a former teacher turned entrepreneurial sales and conversation coach. Nicole shares her unique journey from the classroom to the sales floor, revealing how she transformed her teaching skills into sales expertise.  This episode is a treasure trove for anyone who feels apprehensive about sales, offering insights into overcoming limiting beliefs and embracing your inner salesperson.  Discover her strategies for making sales feel natural and not "salesy," and understand why selling is ultimately about serving others. Tune in to this new episode of The Conscious Marketer podcast —The Art of Selling for Non-Salespeople Key points covered in this episode: 00:00:00 Introduction 00:05:17 Sales is a Form of Service. Nicole shares her philosophy that 'selling is serving,' changing the game for those averse to traditional sales approaches.  00:06:49 Overcoming the Fear of Sales. Nicole and Richard discuss strategies to help people see sales in a new light, focusing on relationship-building. 00:09:49 The Power of Authentic Conversations in Marketing. Kylie highlights the importance of genuine conversations in marketing. They discuss how reframing one's approach to conversations can lead to successful marketing strategies 00:15:33 Consultative Selling in Practice. Kylie shares her experience with a chiropractic office that successfully shifted to a high-ticket offering, guided by Nicole's advice. 00:17:42 Avoiding Sales Pitfalls. Richard steers the conversation to uncover common mistakes in sales. Nicole identifies key pitfalls such as going into conversations with a pitch mentality. 00:23:05 Directing Conversations Effectively. Nicole advises on the significance of understanding the purpose of each conversation. She suggests asking clients what would make the conversation successful for them.  00:29:42 The Myth of Outsourcing Sales. Richard discusses the common myth that sales and marketing can be entirely outsourced, especially for personal brands. 00:34:11 The 'Exactly What to Say' Method. Kylie asks about Nicole's approach, based on the book "Exactly What to Say." Nicole explains that the effectiveness of sales is not just in the words used but in the approach to conversations.  00:38:15 Sales as Personal Development. Richard reflects on how embracing sales can be a journey of personal development. He discusses how moving past old scripts and identities, and approaching sales with the right intention can transform lives.  00:44:17 Selling Beyond Products and Services. Nicole concludes by emphasizing the significance of selling belief in oneself. She describes sales as a process of convincing clients to trust in their decision-making and the possibilities that lie ahead. Nicole Cramer is a trailblazing entrepreneur and Sales Conversation Coach, renowned for her expertise in blending human connection, sales psychology, and strategic communication. She holds the distinction of being an Exactly What to Say™ Certified Guide. After a remarkable seven-year stint in corporate sales, Nicole ventured into founding her coaching and training company, focusing on empowering women to enhance their earning potential through masterful sales conversations. Her innovative approach transcends traditional sales tactics, integrating the art of conversation with the science of sales, making her a sought-after Keynote Speaker and Corporate Sales Trainer. Nicole's passion extends beyond her professional realm; she is an avid salsa dancer and a devoted dog parent to Cassie. Her current drive involves helping entrepreneurs and sales professionals redefine their sales strategies, ensuring they are authentic, effective, and deeply rooted in the principles of connection and engagement. Links: LinkedIn: https://www.linkedin.com/in/thenicolecramer  Facebook: https://m.facebook.com/TheNicoleCramer/  Instagram: https://www.instagram.com/thenicolecramer/  Website: www.thenicolecramer.com   Podcast: https://podcasts.apple.com/us/podcast/healthy-steps-with-nicoles-podcast/id1544145389  YouTube channel: https://www.youtube.com/channel/UCQCAa9pAS5AFvMGyRRcDChA ———————————————————————————————— The Conscious Marketing Movement is all about building a community of conscious leaders, creators, and entrepreneurs.  CONNECT WITH US Join Richard and Kyle in their Facebook group so you can learn how to use conscious marketing in your business. The Marketers Path Facebook Group https://www.facebook.com/groups/themarketerspath Website: https://consciousmarketer.com/ SUBSCRIBE TO THE CONSCIOUS MARKETERS PODCAST New Episodes Released Every Thursday  

In this episode, I'm joined by Michael Collins, working at Impact Automation. Michael shares his background in engineering, specifically in the field of material handling and automation. He discusses his transition from a technical role to a consultative sales position, focusing on building a commercial business vertical and finding innovative solutions for customers in the material handling industry. Michael emphasizes the importance of passion and curiosity in pursuing a career in engineering and highlights the various paths available to individuals interested in the field. He also discusses the shifts he has witnessed in the industry, including advancements in safety, data management, and the integration of AI technology. Tune in to learn more about bridging the gap between engineering curriculum and industry skills, career pathways and industry exposures, and increasing diversity in the engineering workforce. Also, remember to sign up for the newsletter to stay informed about new episodes, insights, resources, and upcoming events and opportunities.Key highlights from the call[00:03:27] Increasing sales and automation[00:06:03] The importance of combining sales and engineering in Michael's role[00:09:26] Michael's views on shifts in education and neglect of technical skills[00:13:07] The need for a balanced education with technical skills to address the tradespeople shortage[00:15:17] The importance of staying curious and following one's passion[00:19:00] Traditional education and hands-on learning[00:24:41] The role of material handling in automating product movement within facilities[00:27:23] Advancements in conveyor technology for enhanced safety, efficiency, and versatility in product handling[00:30:08] The role of data in warehouse operations[00:36:01] The role of middleware software[00:38:02] How AI and predictive analysis can help in optimizing warehouse efficiency[00:42:00] The essence of Michael's daily routine[00:50:08] The importance of a holistic sales experience[00:53:08] The influence of Michael's parents on his career path[00:57:20] Michael's advice[01:00:02] The importance of both curiosity and passion in pursuing a career Notable Quotes●       There's a requirement to stay curious. Always, always drive. If you have a passion and you're going for that passion, there's going to be hurdles. There will be times along that path that you ask yourself, am I doing the right thing? Should I be doing this? Should I change that? And that's, I think, a natural thought process whenever you come across a hurdle or a challenge in a career path or an educational path. ●       I think without passion, it's hard to maintain resolve or kind of keep on that path regardless of what it is, whether you're autodidact teaching yourself or whether you're going to university or technical school, if you don't have passion for it, it's very difficult.●       The traditional education system is broken when it comes to hands-on technical skills. We need more focus on trades and technical education.●       I think people fear automation because they think it will replace humans. But my argument to that is I think just like our cell phones and our earbuds and our hearing aids and pacemakers, we're augmenting the human. We're allowing them to do more with less.●       . AI can play a really in-depth role in that because we can do some predictive analysis and say things like The new iPhone just came out. So let's slot all of the new iPhone products closer to the pick faces than the old ones. That type of dynamic&Support the show

In this week's episode, we're diving into the thrilling and often cutthroat world of sales, unveiling strategies, behaviors, and a whole lot more to help you navigate and excel in your sales journey. We explore the importance of 'Selling Behaviors' and how they can drastically vary depending on what you're looking for – be it a short-term gain or a long-lasting relationship. We draw parallels between personal and professional interactions, emphasizing the need for genuine connection and trust-building. It's not just about making a sale; it's about understanding your audience, their needs, and establishing a relationship that's more than transactional.We also dive into Sales Strategies used by the big guns – the Fortune 500 companies. We highlight three key strategies: Consultative Selling, Value-Based Selling, and the delicate art of Cross-Selling and Upselling. It's not just about pushing product - it's about ensuring that your product genuinely fits the needs of the customer, and that you're not just coming off as the stereotypical cheesy salesperson. This is where honesty, integrity, and genuine care for the customer's needs come into play. Remember, nobody likes a used car salesman pitch.And then, well, we talk in depth about the art of Unselling. Yep, that's right! It's about taking a step back, understanding the customer's needs, and sometimes even admitting that your product might not be the best fit for them at this moment. It's a consultative approach that builds trust and potentially opens doors for future opportunities.To tie it all together, we talk about Branding and Building a Reputation, emphasizing the importance of being genuine, consistent, and creating a brand that people can trust and relate to. Your reputation is your biggest asset, and protecting it is crucial.Tune in this week for insights, real-life analogies, and strategies to navigate the world of sales and create meaningful, lasting relationships with your clients. Remember, it's not about us; it's about them.Oh, and don't forget - your youth is your power.

In this episode of The AI for Sales Podcast, host Chad welcomes Sheikh Shuvo, the founder of The Brain Foundry, an AI consulting firm, to share his journey from exploring underground tunnels in the Bronx to becoming an expert in AI and sales. He emphasizes the importance of qualifying customers when selling AI products and services, as many businesses may not have the clarity or resources to implement and maintain AI technology. Sheikh also highlights the value of using AI in the sales process, such as leveraging tools like Chat GPT for research and communication. He offers custom consulting and a course to help salespeople learn the fundamentals of AI and navigate the complexities of selling AI technology.KEY TAKEAWAYSQualify customers carefully when selling AI products and services to ensure they have a clear business case and the resources for implementation and maintenance.Use AI tools like Chat GPT for research and communication to save time and improve productivity in the sales process.Focus on consultative selling and educating customers about the possibilities of AI technology to overcome objections and build trust.QUOTES"Most customers aren't a good fit for AI. Qualify customers based on their business impact and implementation capabilities." - Sheikh Shuvo"If you're a seller and not using AI for research and communication, you're missing out." - Sheikh Shuvo"Write at a second or third-grade level to communicate more clearly and effectively." - Sheikh ShuvoLearn more about Sheikh and connect with him in the link below:LinkedIn: https://www.linkedin.com/in/sheikhshuvo/Learn more about AI for Sales with Chad:LinkedIn Group: https://www.linkedin.com/groups/12811259/LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcastTikTok: https://www.tiktok.com/@ai4salesFacebook Page: https://www.facebook.com/theaiforsalespodcast/Twitter Page: https://twitter.com/saleshackThe AI For Sales Podcast is sponsored by our proud partners:BDR.ai | https://www.bdr.ai/TruVersity | https://www.truversity.com/

Join host Dave Hansen as he discusses the intricacies of consultative selling with Vaughn Sigmon, co-founder of Results-Driven Leadership and a veteran leader from CarMax. Gain insights into the strategies and mindset that earned Vaughn's division at CarMax the title “The People Factory.” Here are some episode highlights:Empathy Before Expertise: Understand the psychology of no-pressure sales. Vaughn emphasizes the importance of prioritizing clients' needs over the urge to sell, encapsulated by the principle: "Price is only an issue in the absence of value."Building Trust: Learn techniques to establish genuine connections, from active listening to effective questioning. Vaughn shares the power of paraphrasing and understanding the client's primary objectives and pain points.The 80/20 Rule of Sales: Discover why the most successful salespeople speak only 20% of the time during sales interactions. Learn why it's crucial to avoid rushing to address the first concern a customer brings up.

Cory Holman, co-owner of George Brazil in Phoenix, Arizona, explains the tough situations facing HVAC comfort consultants right now and how truly understanding consultative selling is the answer to overcoming them. Join Cory's NEW Trusted Advisor Regional Training with SBE in Phoenix, AZ, on September 26th & 27th in the NEW state-of-the-art, million-dollar training facility at George Brazil/Patrick Riley. Save your seat at: sbeodyssey.com/regional-training/phoenixaz-2-day-trusted-advisor Learn more about SBE at ⁠sbeodyssey.com⁠ Connect with us on social media: ⁠Instagram⁠ | ⁠Facebook

Top earners in sales use certain approaches to attain their success, and this Modern Selling Podcast episode will examine the top sales strategies needed to become a 1% earner. By adopting these proven techniques, you can elevate your own skills and propel your team to new heights. We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Additionally, we will discuss how leveraging referrals can lead to higher-value deals and greater customer satisfaction. Furthermore, understanding the traits that set top-performing salespeople apart from their peers is crucial when hiring or nurturing talent within your organization. Lastly, we'll examine lessons gleaned from record-breaking achievements in sales to provide valuable insights on persistence and collaboration. By incorporating these top sales strategies into your playbook, you're setting yourself up for success as you work towards exceeding your company's sales goals. Becoming a Top 1% Earner in Sales Want to join the elite club of top 1% earners in sales? Here's how: Adopt a Winning Mindset As a Sales Strategy Believe in yourself, set ambitious goals, and keep learning through sales coaching and training best practices, for a better sales mindset. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects. Track interactions with leads and schedule regular follow-ups. Read our Definitive Prospecting Guide for sales management to grow pipeline. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic. Practice active listening techniques. Avoid using confusing industry jargon. By adhering to these tactics, you can maximize your potential for achieving maximum success in sales conversations. Remember, persistence and dedication are key. [bctt tweet="Unlock your potential as a top earner in #sales with these winning #strategies. Adopt the right mindset, #prospect consistently, and engage meaningfully. #salesstrategies #productivitytips @M_3Jr" username="GoVengreso"] The Power of Referrals For Top Sales Strategies Want to close more deals? Focus on sales referrals from satisfied customers - they have higher close rates because they come from trusted sources who already see value in your product or service. Dedicate Time to Engage with Existing Customers Allocate time to nurture relationships with current clients through regular check-ins, providing valuable insights and resources, or simply showing appreciation for their business. Ask for Warm Introductions As a Sales Strategy Take the initiative and ask happy clients if they know anyone who might benefit from your products or services. Approach this conversation tactfully and emphasize that you're looking out for their contacts' best interests. Pricing Referred Leads Higher Better Qualification: Referred prospects often come pre-qualified since the person referring them has already identified a need within their network. Faster Decision-Making Process: Since these prospects trust the person who referred them, they're more likely to make a decision quickly. Higher Close Rates: Referrals have higher close rates due to the trust factor involved in the process. Consider pricing your offerings slightly higher for referred leads to reflect their increased value and incentivize existing clients to provide even more high-quality referrals in the future. [bctt tweet="Boost your #sales with these top strategies: prioritize #Salesreferrals, engage with existing #customers, and ask for warm introductions. #salesstrategy #productivitytips" username="GoVengreso"] Traits of Top 1%-ers in Sales Here are the traits you need: resilience, innovation, consistency, and adaptability. Resilience: Bounce back from setbacks Top salespeople don't let rejection get them down; they learn from it and use it as fuel for future success. Innovation: Think outside the box The top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Consistency: Stick to daily routines, prioritize, and keep learning Daily routines: Establishing habits helps maintain focus on key tasks that drive results. Prioritization: Knowing which activities will yield the highest return allows top-performers to allocate their time and energy more effectively. Continuous learning: The best salespeople are always looking for ways to improve. Adaptability: Embrace change Top sales professionals understand that staying stagnant can lead to missed opportunities and decreased performance. Learn more about adapting to change in sales. Emulate the success of top 1%-ers in sales by incorporating these traits into your approach. Hiring Top Performers As a Top Sales Strategy As a sales leader looking to recruit top-tier talent, how can you best identify potential candidates? Listen to the episode to get the best sales hiring tips. Identifying Potential Candidates through Networking Events & Industry Connections Expand your search beyond traditional job boards and recruitment agencies by attending industry conferences, networking events, and engaging with professional communities on LinkedIn. Creating Room within Organizational Structures for Mavericks' Personal Growth & Performance Career development: Offer clear paths for growth based on achievements. Mentorship programs: Encourage knowledge sharing and build strong relationships among team members. Incentives: Design plans that reward exceptional performance. Encouraging Innovation and Adaptability within the Sales Team Provide ongoing training resources and create a sales culture that values innovation by encouraging team members to share new ideas, experiment with different effective selling techniques, and learn from both successes and failures. Incorporate hiring strategies to draw in the best-of-the-best and ensure their commitment, leading to an elite sales team that can reach the peak of success. [bctt tweet="Increase your #sales team's #productivity with these top strategies for #hiring and retaining high-performing sales #talent. #salesstrategies #modernselling" username="GoVengreso"] Lessons from Record-Breaking Sales Achievements Learn from those who have already achieved this level of success, like the salesperson who closed a $2.1 million software deal. Persistence Pays Off for Top Sales Strategies Don't give up when faced with challenges or setbacks - push forward until you reach your goal. Salesforce shares tips on developing persistence skills. Collaboration is Key Work closely with experienced mentors and colleagues to draw upon their collective knowledge and expertise. Inc Magazine suggests ways to build strong professional networks for meaningful collaborations. Leverage Existing Connections Create value: Offer valuable insights or resources to your connections before asking for referrals or introductions. Maintain regular contact: Stay in touch with your network to build trust and stay top of mind. Show appreciation: Always thank those who help you or provide referrals. Nurture your connections and provide value to others in your network to uncover new opportunities. Forbes Coaches Council offers additional tips on leveraging your network for business growth. By incorporating these lessons into your sales methodology, you can join the elite 1% earners club in no time. [bctt tweet="Learn from top #sales achievers and incorporate persistence, collaboration, and leveraging connections into your #strategy to join the 1% earners club. #salesstrategies @M_3Jr" username="GoVengreso"]   FAQs in Relation to Top Sales Strategies What are the 4 most common sales strategies? The four most common sales strategies are: (1) Solution selling, which addresses a customer's specific needs and pain points; (2) Consultative selling, where the salesperson acts as an expert advisor to help customers make informed decisions; (3) Relationship selling, which prioritizes building long-term connections with clients for repeat business; and (4) Inbound selling, leveraging content marketing and SEO to attract potential buyers. What is the most effective sales strategy? The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies? The five key selling strategies are: (1) Solution Selling - focusing on solving customer problems; (2) Consultative Selling - acting as an expert advisor for clients; (3) Relationship Selling - nurturing long-term connections with customers; (4) Inbound Selling - attracting prospects through valuable content marketing efforts; and (5) Cold Calling - proactively reaching out to potential clients via phone or email. What are the three most commonly used sales strategies? The three most commonly used sales strategies are: Solution Selling - addressing client-specific needs; Consultative Selling - providing expertise in guiding customer decisions; and Relationship Selling - fostering long-term connections for repeat business. Conclusion Want to become a top earner in sales? Adopt a winning mindset, consistently prospect for new opportunities, and engage in meaningful conversations. Don't underestimate the power of referrals - allocate time to engage with existing customers, ask satisfied clients for warm introductions, and price referred leads higher based on their perceived value. Top performers are resilient under pressure, innovative when faced with obstacles, and consistent in their performance despite external factors. Hiring top performers requires identifying potential candidates through networking events and industry connections, creating room for personal growth and performance, and encouraging innovation and adaptability within the sales team. Learn from record-breaking sales achievements by persistently pursuing high-value deals and collaborating with experienced mentors or colleagues to leverage existing connections for new opportunities.

"If you just walk in trying to help the other person, you will show up better as a salesperson.” Joe Mills faced an unexpected twist when his new boss, Tiffany, offered him grace and understanding instead of the punishment he was expecting. This moment of leadership and empathy gave Joe a new appreciation for risk-taking and trusting others, transforming his outlook on leadership forever.  Joe Mills is a dynamic business leader with a rich background in athletics and entrepreneurship. As a Business Development Manager at Element Three, Joe champions the art of consultative selling and the power of relationships in driving success. Through his experiences as a college athlete, CrossFit gym owner, and co-host of the 1,000 Stories podcast, Joe has honed his skills in leadership, empowerment, and risk-taking. His genuine passion for helping others grow both professionally and personally sets him apart in the world of sales and makes him a valuable asset to any team. Get in touch with Gretchen, and let her know which impactful leaders you'd like to hear from: Connect on LinkedIn Key takeaways: Strengthen your consultative selling abilities and cultivate enduring client connections. Explore the connection between personal growth and successful sales strategies. Discover the vital role of leadership, empowerment, and risk-taking in business management. Connect with GUEST: https://www.linkedin.com/in/joe-mills-0ba62b42/   Loved this episode? Leave us a review and rating here: https://link.chtbl.com/VIwnrstX  

About: In this episode of the Rise Urban Nation Podcast, host Taryell Simmons engages in an insightful conversation with Dominic Turner, a Strategic Account Executive at Modern Health. Dominic brings over fifteen years of sales experience to the table, specializing in various domains such as cloud content management, enterprise information management, data security, and IT solutions. His extensive background and expertise equip him with the knowledge to effectively sell and succeed in complex technical sales environments.Dominic's role at Modern Health revolves around delivering personalized preventive healthcare and comprehensive mental health solutions as part of an HR benefits package. During the interview, Dominic highlights the importance of prioritizing mental health and wellness in today's fast-paced world. He sheds light on the challenges faced by individuals and organizations alike, emphasizing the need for proactive measures to maintain overall well-being.The conversation delves into Dominic's exceptional sales and marketing skills, evident through his consistent track record of exceeding sales quotas year after year. He has received multiple sales awards and President's Club accolades for surpassing annual sales targets. Dominic's ability to sell complex technical IT solutions and services based on a global delivery system is commendable, reflecting his expertise in social selling and various sales methodologies.Additionally, Dominic shares his insights on relationship development, leadership, strategic thinking, and selling to C-level executives. His analytical capabilities, strong presentation and communication skills, and entrepreneurial mindset contribute to his success as a sales professional. Dominic's passion for his work is evident as he describes himself as a "pure hunter" when it comes to finding net new accounts and new business opportunities.Tune in to this engaging episode of the Rise Urban Nation Podcast to gain valuable insights from Dominic Turner, and discover how personalized preventive healthcare and comprehensive mental health support can transform lives and enhance overall well-being in today's fast-paced urban environment. Connect with Dominic Turner!Email: dominicturner11@gmail.comLinkedin: https://www.linkedin.com/in/dominicturner1/

Dan Taylor uses emotional intelligence (EQ) as a platform to understand why organizations struggle to meet their gross profit goals. He emphasizes the importance of understanding and managing emotions in order to build trust with clients and achieve GP goals. He also emphasizes the importance of balancing empathy with financial responsibility in the automotive industry. Dan Taylor, Senior Business Advisor, Transformers Institute Show Notes Watch Full Video Episode Protecting Gross Profit [00:00:43] Dan Taylor discusses how emotional intelligence can be used to understand why organizations struggle to meet their GP goals. The Importance of EQ [00:01:23] Identifying the Problem [00:03:02] The Three Players [00:03:41] Dan Taylor explains the three players involved in protecting GP: the individual, the client, and the organization. Triple Win [00:04:18] Dan Taylor discusses the importance of achieving a triple win for the client, the organization, and the individual. Emotional Intelligence and the Five Major Emotions [00:07:18] Dan Taylor explains how emotional intelligence plays a role in protecting gross profit margins and discusses the five major emotions: mad, sad, glad, guilt, and fear. The Role of Shame and Perfectionism [00:09:04] Dan Taylor talks about the role of shame and perfectionism in high performers and how it relates to interactions with clients. Assessing Emotions [00:11:08] Dan Taylor discusses the appropriateness, accuracy, amplitude, and longevity of emotions and how to evaluate and understand them. Different Emotions [00:13:19] Dan Taylor discusses different emotions that can arise in the automotive industry, including sadness, happiness, fear, and guilt. Client Needs [00:15:31] Dan Taylor talks about the importance of understanding client needs, including the desire to be heard, valued, and cared for, and how empathy plays a role in building trust and engagement. Competing on Trust [00:17:03] Dan Taylor emphasizes the importance of competing on trust, relationship, and experience rather than price. Customer Needs [00:20:19] Dan Taylor lists the different needs that customers have, such as feeling heard, valued, safe, and educated. Transactional vs. Consultative Selling [00:21:28] Gross Profit and Self-Value [00:22:14] Dan Taylor emphasizes the importance of gross profit for the financial health of the organization, and how it relates to self-value and self-worth. Cognitive Dissonance and Pricing [00:24:30] Dan Taylor talks about cognitive dissonance and how it affects service advisors' beliefs about pricing, and how it can be bridged to focus on the relationship with the customer instead of the price. Intersecting Factors [00:27:40] Dan Taylor explains the three factors that intersect to create a healthy environment for protecting gross profit: understanding and controlling emotions, authentic expression of empathy, and balancing workflow. Sabotaging Gross Profit [00:27:40] Dan Taylor discusses common ways that businesses sabotage their own gross profit, including talking too much, failing to adjust the game plan, and not setting expectations with clients. Charge a Fair Rate [00:28:50] Dan Taylor emphasizes the importance of feeling worthy of charging a fair and equitable rate for services provided to clients. Consultative Mindset [00:30:02] Dan Taylor discusses the importance of a consultative mindset in sales and the benefits of relationship selling. Thanks to our Partner, NAPA AUTO CARE

In today's market, businesses are using consultative selling techniques to differentiate themselves from their competitors. By identifying a customer's unique needs and goals, consultative selling enables companies to showcase their product knowledge and industry expertise.In this video, sales expert Marc Wayshak shares 7 consultative selling strategies that can help close deals effectively. By adopting this approach, businesses can tailor solutions that not only meet but also exceed customer expectations.Stay tuned and learn more!Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬KEY MOMENTS00:20 Introduction on 7 Consultative Selling Strategies To Close The Deal00:47 Bring Insight01:37 Disqualify02:36 Dig Deep03:19 Know Their Drive04:17 Solve05:06 Use Case Studies05:59 Focus On Next Steps06:56 Final Words

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko, a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller.Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions, but they must also be able to "bring the goods" and have the business acumen that allows them to make smart recommendations. Amy also provides suggestions so sellers can determine if their approach is actually consultative.HIGHLIGHT QUOTESConsensus building does not mean agreement, it's a compromise - Amy: "The idea of consensus building, and the consensus isn't necessarily 100% agreement. You have a room of 5, 8, 10 people that are involved in maybe a very complex opportunity, the odds of every single one of them agreeing on everything is really small.""There are tradeoffs that have to happen or maybe some difficult conversations and we as a sales professional or sales leader in that conversation, we can actually guide that and help them to have those conversations and make those tradeoffs so they can get to a point where they could make a decision."Create a question bank before every sales conversation - Amy: "Before you get every conversation, having that mindset of how can I best help the customer, how can I best serve the customer? The great question is an excellent place to start and I often encourage my clients to create a question bank. You only need maybe 3 or 4 questions to go into any sales conversation. They have to be the right questions, but that type of individual prep." Connect with Amy and get The Modern Seller:Amy Franko | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

What if you could sell your services without ever having to make a pitch?If you get squeamish at the thought of having to do a “hard close” at the end of a lengthy sales presentation, or uttering awkward phrases like, “Don't let the sun go down on this opportunity for you today!,” don't worry. You're not alone!Asking for the sale is something that most business owners want to avoid like the plague. As a result, they often leave the prospect hanging, never actually making the offer at the end of the call! One way to get over this common fear is to force yourself to talk to more people and build up your grit to the point where you're desensitized to rejection.While this is sound advice, there is a way to make sales feel a heck of a lot better than having to face rejection over and over and over again. There is a way to eliminate having to pitch at all and even get your prospects asking YOU for the sale!If you prefer the sound of pitch-free selling over having to go through a bunch of nos, this episode is for you! Listen in as Dorothy walks through a simple framework to elevate your sales process so that you actually start enjoying your sales conversations!Key Topics:Choosing pitch-free selling over rejection (4:04)Addressing a lack of clarity on how your offer meets urgent needs (5:37)Having an irresistible offer by creating a lopsided value equation (7:47)Turning your sales call into an experience (8:04)Pre-call preparation (11:25)Standing out in your prospect's mind (13:47)Putting together a clear and consistent transformation statement (14:44)Connect with Dorothy:Schedule a call with Dorothy to chat about your Sales Strategy here:-> https://bit.ly/3bMgbtxSend your episode topic suggestions or questions to hey@dorothyvilleneuve.comReach out to Dorothy on Instagram @dorothyvilleneuvecoachingMore info and free resources at wildlyconfidentsales.com

Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.HIGHLIGHT QUOTESA consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'" Connect with Dave:LinkedIn | Blog | Email Learn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

Without your support as listeners, we wouldn't be here in Season 4....so THANK YOU!!!!  Additionally, thank you, #CatchSitkaSportFishing and #ACMEHomes, for your continued support as sponsors of this podcast!Today, we sit down with Keith Hawk, aka..... "Pistol." Keith spent nearly 30+ years at LexisNexis.  After 30 years in a wide variety of roles (e.g., SVP Sales, VP of Customer Support, Director of Marketing, Director of Technical Support), Keith developed a very rich background in the information industry, and he played a broad role in the development of LexisNexis as a company. Before joining LexisNexis, Keith spent seven years with AT&T/Ohio Bell, where he was a Sales Professional and served in AT&T's “Top Gun” sales training program. Keith graduated from Ohio University in 1977 with a BS in Communications, and in 1987, he received his MBA from the University of Dayton. He is married (Judy) and has three sons (Matthew, Ryan, and A.J.). His hobbies include fitness, golf, and watching his children, and now grandchildren, play sports (Hi son A.J. is a co-host of the Pat MacAfee Show and recently just concluded his 11-season career as an NFL linebacker, where he retired as the all-time leading tackler for the Green Bay Packers.  His Son Ryan Hawk was a former guest on the QB DadCast, and also was a quarterback at Ohio University and in the Arena Football League.  Lastly, his other son Matthew was from Judy's 1st marriage and is the handy & technical one of the family, who they are extremely proud of too!Keith now regularly speaks worldwide on such topics as Leadership, Principled Negotiation techniques, Consultative Selling, and Building Thriving Corporate Cultures. He is the co-author of two popular business books, Get-Real Selling and Terrific – Five Star Customer Service.  Today, we talk to Pistol, the Dad.  We learn about this nickname, and we learn how his father helped shape him too!  In addition, you will hear a hilarious story about golf balls and piranhas! Pistol shares why the power of showing up is so important!  He also explains why vividly setting clear expectations will dramatically help you as a father and in all aspects of your life with relationships.  He reinforces why the golden rule is vital in everything we do by treating others how you want to be treated.  Lastly, be exceptional with how you communicate! There is so much wisdom with us in this episode, so hopefully, you are in a spot to take some notes!Catch Sitka Sport Fishing At Catch Sitka, Issam and team provide an amazing fishing experience with Halibut, Salmon and more!Established in 2006, Acme Homes WA One of the most value-based home builders in the state of Washington! Go Check them out!

Adam is passionate about culture-driven sales leadership & team development. In his perspective, leaders should be honest, transparent, and fair. His goal is to help people achieve what they never thought was possible.   He brings over a decade of sales leadership experience with deep expertise in Consultative Selling, Sales/Rev Operations, Sales Enablement, and and Leadership Development. Thriving in environments where he can build repeatable, scalable, and measurable processes for early/mid-stage SaaS startups, he embodies a servant leader mindset. His teams have booked over $100M in annualized revenue.  You can connect with Adam through linkedin: linkedin.com/in/adambjay Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com   Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Text Hawk to 66866 to become part of Mindful Monday. Join 10's of thousands of other Learning Leaders to receive a carefully curated email from me each Monday morning to help you start your week off right... Full show notes at www.LearningLeader.com Twitter/IG: @RyanHawk12    https://twitter.com/RyanHawk12 Notes: AJ Hawk is the all-time leading tackler in Green Bay Packers history. He won a National Champion at Ohio State University and was voted captain of the Green Bay Packers Super Bowl-winning team (2010-20110 He was inducted into the Ohio State University Hall of Fame in 2019. Currently, he is a co-host on The Pat McAfee Show which airs weekdays on YouTube. (AJ is my younger brother) Keith Hawk spent 30+ years as a sales leader. At one point, more than 1,000 people were in his charge. Keith now regularly speaks around the world on such topics as Leadership, Principled Negotiation, Consultative Selling, and Building Thriving Corporate Cultures. He is the co-author of two popular business books, Get-Real Selling, and Terrific – Five Star Customer Service. (Keith AKA "Pistol" is my dad) Pat McAfee is a future billionaire and the founder/CEO of Pat McAfee Industries. He's the host of "The Pat McAfee Show" which airs weekdays on YouTube from 12:00-3:00. Pat recently agreed to a deal with FanDuel which has them spending more than $140 million to be the title sponsor of his YouTube progrum. Prior to launching his media career, Pat was named the "punter of the decade" from his time booming balls for the Indianapolis Colts. Pat is also a WWE color commentator, professional wrestler (he once wrestled Stone Cold Steve Austin), and analyst on ESPN's College GameDay. In WWE, fans and critics often deem Pat as one of the greatest color commentators of all time for his humorous comments, his energy, and his charisma. “When you grow up you tend to get told that the world is the way it is and your life is just to live your life inside the world. Try not to bash into the walls too much. Try to have a nice family life, have fun, save a little money. That's a very limited life. Life can be much broader once you discover one simple fact: Everything around you that you call life was made up by people that were no smarter than you. And you can change it, you can influence it… Once you learn that, you'll never be the same again.” - Steve Jobs quote that Pat has hanging up in his studio. "I view life as a movie." - Pat McAfee Keys to a great marriage: Pistol - "On our wedding bands, we had "C, C, C" engraved. They stand for: Communication Consideration Cuddling Questions from fans of The Learning Leader Show: Haley Erickson – CPA: What an achievement! I glean so much from your work and am thankful you share this material with the world. My question: Who is one of the most impactful people in your life and how have they impacted you? Rob Stevens, Leadership Consultant: This is very personal to me. I'm curious what your dad would say about adding value as more and more people get beyond 60. I see a lot of older people, with a lot of wisdom and experience, either retiring or getting pushed to the side. I'd be interested if he has any ideas on how those of us that are over 60 can continue to make significant contributions. It's kind of the question that you like to ask about advice for kids just out of college wanting to make a difference only the other end of the spectrum. David Salvador - VP at Gogo Aviation: Congratulations Ryan! "What is the most impactful investment you can make in yourself for your career?” The draft: It's your birthday dinner. None of your family or close friends can make it. You can invite any person in the world and they will be there. Who are your 5? Pistol: Steve Martin, Pete Rose, Paul McCartney, Al Michaels, James Taylor Ryan: The Rock, Dave Chappelle, Dave Matthews, Peyton Manning, Doris Kearns Goodwin, Taylor Swift AJ: Tom Cruise, Amelia Earhart, Sean Casey, Tiger Woods, Tim Dillon

Today's guest in the Expert Insight Interview is Amy Franko. She is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book "The Modern Seller" is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. Amy and Our host John Golden discuss "How to improve your consultative selling skills.”

What is more effective between the two types of selling - NEPQ™ and consultative selling?   Consultative selling allows you to  find out your prospect's needs, but it's not good enough to get you a competitive advantage to make a difference in your sales outcomes.    NEPQ™, on the other hand, helps salespeople address what people WANT. You move people to persuade themselves to buy instead of you trying to do it for them.    It's certainly the type of selling you need so you're always on top of your game.    Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these tips.    Resources: ✅ Join the Sales Revolution: If you're ready to do sales differently, you're in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup

Hey CX Nation,In this week's episode of The CXChronicles Podcast #172 we welcomed Fang Cheng, CEO & Founder at Linc based in Santa Clara, CA. Linc is the only CX Automation platform built for retail that is changing the conversation in commerce. Their award winning AI powers an infinitely scalable digital workforce for real conversations that solve real problems for your customers.Brands like Levi's, Shiseido, Carter's OshKosh, and many others partner with Linc to deliver extraordinary experiences that span the customer lifecycle to reduce support costs, increase sales conversions, and grow revenue. In this episode of CXCP, Fang and Adrian chat through how she has tackled The Four CX Pillars: Team,  Tools, Process & Feedback throughout her career + shares some of the tips & tricks that have worked across her customer focused business leader journey.**Episode #172 Highlight Reel:**1. How sub-par customer experiences can help to ignite new business opportunities 2.  How product management can help to fuel your CX/CS optimization possibilities3.  Why modern customers demand quick access to information + convenience 4.  Ideas for how you can include your entire team in owning your CX/CS 5.  How you can leverage your VOC reporting to be your North StarHuge thanks to Fang for coming on The CXChronicles Podcast and featuring her team's work and efforts in pushing the customer experience and customer success space into the future.Click here to learn more about Fang ChengClick here to learn more about LincIf you enjoy The CXChronicles Podcast, please stop by your favorite podcast player and leave us a review. This is the easiest way that we can find new listeners, guests and future customer focused business leaders to tune into our weekly podcast. And be sure to grab a copy of our book "The Four CX Pillars To Grow Your Business Now" on Amazon +  check out the CXChronicles Youtube channel with all of our video episodes & customer focused business leader content!Reach out to CXC at INFO@cxchronicles.com for more information about how we can help your business make customer happiness a habit!Support the show

Melinda Emerson, also known as the SmallBizLady, is a sales expert who has dedicated her career to end small business failure. Using her 20 years of experience as an entrepreneur, She has taken all that she's learned to educate people on all things small business. Melinda is also a bestselling author and runs a consulting firm.   In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions.    Here are the topics covered in this episode: How salespeople should protect their relationship with customers  Focus on existing customers because they're going to keep your retention rate high Sales and marketing should work together in order to build a strong customer base Work to learn and understand your customer's challenges and roadmap    More From the Guest SmallBizLady on social media    LinkedIn: https://www.linkedin.com/in/melindaemerson/    Book: https://succeedasyourownboss.com/products/     Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast       Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/  If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts. Are you in? Subscribe to Badger Maps' newsletters now! https://www.badgermapping.com/newsletters/

We're going to assume you don't still treat sales like a strictly transactional process (and if you do, you definitely need to listen), but what does it really mean to be a consultative partner? Elo's Luke Wilwerding is back to help us answer that question. Why is a customer-centric approach more important than ever? What does a consultative sale look like from start to close? How do salespeople overcome hurdles like objections or asking for the business?   #VARValue – How does Elo fit into the consultative sales cycle?   Referenced Articles: 7 Ways to Win Deals with Consultative Sales - HubSpot   TEConnecting with us: Luke - Edge computing Dean - Virgin Galactic selling space flights John - Stir dating app for single parents   Talk to us! Twitter - @TEConnectPod Email - TEConnect@bluestarinc.com Submit your podcast ideas: https://www.bluestarinc.com/us-en/landing-pages/podcast-topics.html    Sponsored by: Elo M60 Pay

What if you order an Irish coffee without asking anything? Why is making assumptions a terrible thing during sales? In this shorty, Walter talks about the correlation of his Thanksgiving trip to Vegas, Irish coffee, and consultative selling. He said, “Do not order an Irish Coffee without asking a couple of good questions.” Walter emphasizes that consultative selling can help salespersons move and take everything out from their pipeline, including stagnant deals. He will also discuss the importance of not talking about benefits and features and creating urgency for problems. Highlights The Irish Coffee in Vegas - 1:11 The pitfall of ordering the coffee without asking anything - 3:20 In-sales making assumptions is a bad thing - 4:47 Consultative Selling Conversation - 5:47 Complex Sales and Consultative Process - 6:47 Asking a lot of questions is not enough - 7:40 Finding compelling reasons - 8:48 Differentiating the self from the offering - 10:47 Creating urgency for everything - 11:48 Recap of the talk - 13:00 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Joe Rogan Teaches Us How to be Great at Consultative SellingOn today's show we examine what has made Joe Rogan the top podcast host in the world and look at how that applies to consultative selling. Joe has a lot to teach us and how to be great at sales is just the beginning.  If you are a professional and you want to grow your business, today's Inside BS Show is a tutorial on Consultative selling techniques you should be using to increase revenue. Timestamps:00:00 Joe Rogan Teaches Us How to be Great at Consultative Selling00:23 Who is Joe Rogan?01:00 Joe Rogan's Controversial COVID Treatment Increased his Influence02:12 To Be Great at Consultative Selling you Must Be Intellectually Curious04:04 Consultative Sales Experts Have a Strong Network of People They Call Upon06:12 Consultative Selling Experts Have Empathy07:35 Dominate a Niche Market First if You Want to be a Paler in Consultative Sales11:23 Become a Person of Interest and Watch Your Revenue Explode

Today's Inside BS show shares how Dave Lorenzo become known as the Godfather of Consultative selling. This will help you discover why consultative selling is right for you. 

What is B2B Sales?If you've ever wondered why B2B sales is based upon personal selling, you must watch this episode of the Inside BS Show.  On Today's show we discuss B2B sales and study why it is really all about personal selling. This means your relationship skills are just as important in B2B sales as they are in B2C sales. Timestamps:00:00 What is B2B Sales?01:43 How All Sales Are Made02:52 How to Influence the Decision Process03:45 How to use Data and How to Use Stories in B2B Sales04:52 Four Questions to Answer in B2B Sales06:24 How to use Consultative Selling in a B2B environment08:00 What is the Ideal Mindset for B2B Sales?