Podcast appearances and mentions of liz wendling

Liz Wendling is a renowned sales and business development consultant with expertise in transforming the sales approach for modern professionals. As president of Insight Business Consultants, Liz focuses on helping businesses and individuals refine their sales strategies to connect authentically with clients. Known for her no-nonsense style, Liz emphasizes genuine communication and building trust in sales relationships. She is also a respected author and speaker, offering practical insights and actionable advice to help sales professionals succeed in today's competitive marketplace.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Liz Wendling to explore the power of authenticity in sales communication. Liz shares practical advice on overcoming common challenges in sales emails and follow-ups. She highlights the importance of personalized messaging, engaging directly with clients, and refining sales language to avoid sounding pushy or self-serving. The conversation offers insights on how to ask clients about their preferred communication styles and provides motivation for sales professionals to finish the year strong by focusing on genuine connections. If you want to elevate your sales game, Liz's tips on crafting compelling sales emails will inspire you to sell with heart.KEY TAKEAWAYSAvoid Clichés: Stop using overused phrases like “just following up” that can harm credibility.Define Your Reputation: Focus on what you want to be known for as a sales professional.Refine Your Language: Eliminate self-deprecating or minimizer statements from your communication.Direct Communication: Engage clients with respectful and direct conversations.Follow-Up Preferences: Ask clients how they prefer to stay in touch during meetings.Authenticity Matters: Ensure every message delivers real value and reflects authenticity.Language Matters: Pay close attention to the words you use in emails and interactions to create meaningful impact.QUOTES TO REMEMBER“When you sound like everyone else, you get the same results as everyone else: ignored.” — Liz Wendling“Act like a professional, and do what professionals do.” — Liz Wendling“Your language should catch their attention with business-centric value, not gimmicks.” — Liz Wendling“Declare what you want to be known for and make that your mantra.” — Liz Wendling“You don't need fluff—get straight to the point and the heart of your message.” — Liz Wendling“Ask your clients how they want to communicate moving forward.” — Liz WendlingCONNECT WITH LIZ WENDLING:Liz Wendling's LinkedIn.FOLLOW THE CONVERSATION:Darrell Amy's LinkedInLarry Levine's LinkedInSelling from the Heart websiteADDITIONAL RESOURCES:Order Larry Levine's book, Selling in a Post-Trust World:Get it on Barnes & Noble and access exclusive content!SUBSCRIBE to our YOUTUBE CHANNEL!Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

In Episode #95 of Mastering Modern Selling, Liz Wendling joins us to share her insights on authentic sales strategies. With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets.Key Takeaways:Embrace Authenticity:Liz highlights the importance of being genuine in sales interactions. She recounts her early career where she succeeded by treating prospects like family, which led to her being the top salesperson despite not following traditional sales training.Personalization Over Automation:Avoid generic, templated messages that feel impersonal. Instead, craft emails and messages that speak directly to the recipient, making them feel valued and understood.Ditch the Fluff:Liz advises against starting emails with phrases like “I hope you're doing well.” These often come off as insincere. Instead, get straight to the point and provide value from the first sentence.Balanced Serving and Selling:Authentic selling involves a balance between serving and selling. Liz compares it to inhaling and exhaling – you need both to survive. Being overly focused on serving without aiming to close the sale can be just as detrimental as being too pushy.Effective Follow-Up:Follow-up should be thoughtful and value-driven. Liz emphasizes the need to continue providing meaningful insights and addressing the prospect's needs rather than repeatedly asking if they're ready to buy.Liz Wendling's approach to sales focuses on authenticity and genuine connections. By personalizing interactions, avoiding unnecessary fluff, and balancing serving with selling, sales professionals can build trust and ultimately achieve better results.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.  Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters.Liz understands the sales challenges professionals face when selling in today's competitive environment. She shows them how to make a profound difference in their sales approach, language, and process —online and offline. Whether for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will customize her Sales Clinic Programs around the specific needs, challenges, and objectives a business faces.Liz has coached thousands of professionals to build solid business skills, develop a success mindset, exceed sales expectations, and prosper in any economy. To learn more, visit www.lizwendling.com In this episode we cover:The interconnectedness of serving and selling in business. 1:53Sales mindset and unique selling proposition. 6:05Customer service and sales strategies. 11:29Authenticity in sales and service. 15:58Sales strategies and mindset. 19:37Effective communication and sales techniques. 23:30Modern sales strategies and mindset. 29:41Thanks so much for tuning in again this week. I appreciate you 

Today Gina welcomes the one and only Liz Wendling to discuss the importance of both serving and selling in the sales process. They debunk the outdated mantra of "serve, don't sell" and emphasize the need for a balanced approach. Liz shares insights on how over-serving can actually hinder business growth and explains the importance of solving problems and making recommendations. They also touch on the pitfalls of generic sales tactics and the need for personalized, relevant messaging. Tune in to learn how to strike the right balance between serving and selling in your business. Key Takeaways:  ·         Serving and selling should be thought of as an interconnected, inseparable pair, much like inhaling and exhaling, essential for sustaining business life. ·         Overemphasis on serving, without the balance of selling, can create a detrimental energy that diminishes one's professional credibility and value. ·         "Know, like and trust" is no longer sufficient on its own; today's sales strategies must also focus on relevance and the ability to solve customers' problems. ·         Clear, transparent communication that outlines the intent to serve and potentially sell is key to establishing a trustworthy relationship with clients. ·         Adapting one's sales approach to align with personal authenticity and customer needs is crucial for effective and enjoyable transactions. Notable Quotes: ·         "Serving and selling are interconnected aspects of the sales process. They go hand in hand, and doing one without the other is just wrong." - Liz Wendling ·         "Selling today is not sleazy when you do it in a way that not only aligns with you but how it aligns with the way the world makes decisions today." - Liz Wendling ·         "If you only serve and you don't solve and you don't help someone buy something from you, you're the cause of the disruption." - Liz W Wendling ·         "Know, like and trust gets you a ticket to the game, but it's not enough anymore. You must be relevant." - Liz Wendling ·         "Every single business stays in business because somebody is selling something and somebody is buying something." - Liz Wendling Resources: Find more about Liz Wendling at her website Connect with Liz Wendling on LinkedIn More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother  

Say goodbye to feeling inauthentic. Toss out the scripts that make you sound like you got stuck in the 1990s. Kick fear to the curb when asking for the sale. Liz Wendling shares with me how to create a more effective and non-salesy way to sell and generate more leads, clients and profit.She is straightforward, practical and sassy! She even used one of my messages to show how I was not doing myself justice with my prospect – and showed me how to improve on it. Wasn't expecting to be the example of the “wrong approach” – but took it like a trooper.If you're looking for inspiration that leads to action, Liz is your person. She knows how to transform professionals into wildly successful sales rock stars! Hang on to your hats!You can reach Liz at:Learn more about Liz: https://www.lizwendling.com/Email her at: liz@lizwendling.comIn this episode you will learn:How to avoid being salesy and pushyLanguage's impact on salesThe significance of strategic and continuous follow-upFollow up is a process, it's not an eventFraming your first message in Linkedin that will not sound salesy and genericHow to be authentic and realHow relevance and value hold more weight than traditional relationship-building alone in modern salesA little about me:I began my career as a teacher, was a corporate trainer for many years, and then found my niche training & supporting business owners, entrepreneurs & sales professionals to network at a world-class level. My passion is working with motivated people, who are coachable and who want to build their businesses through relationship marketing and networking (online & offline). I help my clients create retention strategies, grow through referrals, and create loyal customers by staying connected.In appreciation for being here, I have a couple of gifts for you.A LinkedIn Checklist for setting up your fully optimized Profile: https://www.janiceporter.com/linkedin-training.htmlAn opportunity to test drive the Follow Up system I recommend by sending a FREE greeting card (on me): www.sendacardeverytime.comConnect with me:http://JanicePorter.comhttps://www.linkedin.com/in/janiceporter/https://www.facebook.com/JanicePorterBizhttps://twitter.com/janiceporterJoin our Relationships Rule community on FB here:https://www.facebook.com/groups/relationshipsrule/Thanks for listening!Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.Do you have some feedback or questions about this episode? Leave a note in the comment section below!Subscribe to the podcastIf you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on iTunes or Stitcher. You can also subscribe from the podcast app on your mobile device.Leave us an iTunes reviewRatings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on iTunes, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on iTunes.

Many salespeople destroy any chan"langce of having a meaningful conversation--much less a sale--by using language that creates immediate resistance. Today's guest, Liz Wendling, is a sales trainer specializing in helping salespeople avoid "language landmines," "word bombs," and "phrase grenades," and shows them what to say instead to create interest and engage prospects and customers. You'll hear lots of things to avoid, and what you can replace them with to get more people talking, and buying from you.

In the realm of business, sales are the lifeblood that keeps things flowing. However, many individuals fall into the trap of viewing sales through a negative lens. According to sales coach Liz Wendling, if you despise the very thing that sustains your business, you're headed for trouble. But fear not! In today's enlightening episode, Liz shares invaluable insights on how to become a successful salesperson by embracing your unique process and approaching sales with a fresh perspective. To start your transformation, it's crucial to shift your mindset around what sales truly means to you. Rather than conforming to the stereotype of a pushy, aggressive salesperson, seek out the skills and techniques that work best for your personal style. You don't have to sacrifice authenticity for success. Instead, reframe your mindset to see yourself as confident and self-assured. Remember, clients are not drawn to individuals who are overly pushy, but neither are they attracted to those who come across as weak. Find the balance that allows you to confidently present your authentic self, undeterred by the fear of rejection. Selling is undeniably a pivotal skill for achieving overall business success. Embrace the challenge, overcome the fear of rejection, and unlock your full potential as the salesperson you aspire to be. Quotes “If you hate the only thing that keeps you in business, you're in trouble.” (2:03-2:06 | Liz) “Take your mind off of all the things you think selling is and start to declare what it is.” (4:29-4:34 | Liz) “If you're putting yourself out there with a product and service, and someone says no, you just move on.” (6:48-6:55 | Liz) “When you have a process that fits you because it's made for you, and you use it every day, that's the way that you can find success.” (14:13-14:21 | Liz) “Stop making selling so challenging and difficult. It's not. It is a skill that can be learned, like any skill.” (45:12-45:23 | Liz)  Links Connect with Liz Wendling:  Website: www.lizwendling.com YouTube: https://www.youtube.com/@lizwendling-sellingwithaut6011 LinkedIn: https://www.linkedin.com/in/lizwendling/   Website: www.businessvictories.com Subscribe to the Victory Letter under Business Victories at www.businessvictories.com/victoryletter To order the Grow Planner use the coupon code brightshiny:  www.businessvictories.com/growplanner Instagram: https://www.instagram.com/victorygirl/ YouTube: www.youtube.com/@cheriruskus Contact: www.businessvictories.com/contact   Thinking about starting a podcast? Use my code “shiny” for 50% off your first month with HiveCast.fm

Today Gina is excited to welcome back the incredible Liz Wendling, business consultant, sales coach, and founder of The Sales Clinic. She dives right into the topic of breaking bad sales habits and the importance of acknowledging and addressing them head-on. If you don't acknowledge your bad habits and work to break them, the result is usually doubling and tripling down and as Liz says, you get really good at being crappy.  Liz emphasizes that bad habits can hinder success and discusses various common sales habits that may be holding you back. From being too pushy or wishy-washy to poor follow-up and lack of organization. She highlights the negative impact these habits can have on your sales performance. Liz and Gina also explore the psychological aspect of breaking bad habits and the necessity of inner work. The conversation delves into the willingness to change, the role of ego, and the significance of authentic self-reflection. Additionally, they talk about the necessity of sales leaders to address bad habits in their team members and engage in honest conversations to determine the level of commitment to personal growth. They also commiserate over LinkedIn pitch slapping, cheesy messages, and generic scripts - emphasizing the importance of standing out, being authentic, and respecting the recipient's time. Find out more about Liz Wendling More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

In this episode, Steve Fretzin, Walt Hampton, David Ackert, and Liz Wendling discuss:Client, prospect, and networking follow-ups.Beyond the billable hour.Crossmarketing and solving the problems your clients are having.Specializing versus generalizing. Key Takeaways:People want to do business with people. You don't need to use specific marketing language when talking to prospects.Increasing your rates will not run your clients off. If they see your value, they will continue to pay you with no problems.You can't just say you are the specialist or the expert, you need to prove it and show it from every aspect of your firm from beginning to end.Business is a co-creation exercise. Creating an amazing business is about having amazing relationships. "This is all baby steps, everything in practice growth comes down to baby steps. Spend a few hours talking to somebody about what those baby steps might look like. It will motivate you to take them." —  David Ackert Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Walt Hampton:  Website: Summit-Success.comEmail: Walt@Summit-Success.comFREE eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthamptonPublishing Resource: http://summitpresspublishers.com/steve Connect with Chuki Obiyo:  LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchuki?lang=enInstagram:  https://www.instagram.com/chuki_law/?hl=en Connect with Liz Wendling:  Website: https://www.therainmakingcoach.com/Books: https://www.therainmakingcoach.com/lizs-book/LinkedIn: https://www.linkedin.com/in/lizwendling/Twitter: https://twitter.com/lizwendling4Facebook: https://www.facebook.com/insightbusinessconsultants Connect with David Ackert:  Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by  Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin, Walt Hampton, David Ackert, and Liz Wendling discuss:Staying consistent in your business development amidst the whirlwind of life.The top automations that are saving automations time.Scheduling made easier.Removing email as a friction point. Key Takeaways:Block time for you and your tasks, not just to accommodate others.Your calendar communicates your values. What you schedule time for is what you value the most.Consider listing out a singular date option, then linking your calendar if you are hesitant to move to the automated scheduling.ChatGPT should not be used for blog articles on your website. You want your blog to sound like you. "We're all busy, toddlers are busy, we have to create that time and make that time and the more you tell yourself, you're busy, the more you start to believe that and the more you stay in the pinball machine." —  Liz Wendling Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: ReMarkable2: https://remarkable.com/store/remarkable-2PipelinePlus: https://pipelineplus.com/Calendly: https://calendly.com/Acuity: https://www.acuityscheduling.com/Doodle: https://doodle.com/SaneBox: https://www.sanebox.comChatGPT: https://openai.com/blog/chatgpt/ Connect with Walt Hampton:  Website: Summit-Success.comEmail: Walt@Summit-Success.comFREE eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthamptonPublishing Resource: http://summitpresspublishers.com/steve Connect with Liz Wendling:  Website: https://www.therainmakingcoach.com/Books: https://www.therainmakingcoach.com/lizs-book/LinkedIn: https://www.linkedin.com/in/lizwendling/Twitter: https://twitter.com/lizwendling4Facebook: https://www.facebook.com/insightbusinessconsultants Connect with Chuki Obiyo:  LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchuki?lang=enInstagram:  https://www.instagram.com/chuki_law/?hl=en Connect with David Ackert:  Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What You'll Learn From This Episode:Why you do not want this self talk: I love what I do, but I hate to sell, because hate is a strong word.Why you must start changing the negative approach that you have to the only thing that drives business—selling.Why you need to stop sending signals that say you are bothering someone and using language that says, I don't mean to bother you.Related Links and Resources:Summary:Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.  Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today's competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline. Whether it's for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will customize programs around the specific needs, challenges, and objectives a business faces.Learn more at: https://www.lizwendling.com/

About Liz Wendling: Liz is the President of Insight Business Consultants and the Rainmaking Coach for Attorneys. She works with the mantra, "It's not what you sell, it's how you sell that matters". Liz shares her insights on why too many professionals shy away from selling and what they can actually do to overcome this situation. In this episode, Nancy and Liz discuss:Have a structure to enter a sales conversation with the right mindsetHow Liz started working with law firmsSales training should be an ongoing option because selling changes over time Key Takeaways: The buyer and seller are two human beings talking, not two professionals yet. First show you're a human, then show you have the expertise to helpAnyone with a love-hate relationship with sales should look at why they hate to sell. Look at why it's uncomfortable to find ways to make it more comfortable. "People make selling way harder than it has to be when really, it's not that hard. But it's easier to make it sound really difficult when you don't want to learn how to do it in a way that aligns with who you are." - Liz Wendling Connect with Liz Wendling:LinkedIn: https://www.linkedin.com/in/lizwendling/Website: https://www.lizwendling.com/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

In this episode, Steve Fretzin and Liz Wendling discuss:Removing your blinders to move forward in business. The biggest mistakes lawyers make in growing their firm. Making a difference in the first 30 seconds of an intake call. The process to make the client confident and comfortable in you.  Key Takeaways:When you do everything well in a conversation, the close will happen naturally (but, yes, you may still have to ask for it). There is always selling involved. If you are in business, you need to sell to stay in business. Gather information and make the conversation about the prospective client and less about you and your firm. You have to set up the close from the beginning. You can't expect to hit a perfect hole if you don't set the tee up correctly at the start. "If you sound like everyone else, then they make a decision based on the lowest retainer. Differentiation begins in the first few moments of consultation by skipping the superficial crap that people still use. There is a better way and it starts with ‘before we get started.'" —  Liz Wendling Connect with Liz Wendling:  Website: https://www.therainmakingcoach.com/Books: https://www.therainmakingcoach.com/lizs-book/LinkedIn: https://www.linkedin.com/in/lizwendling/Twitter: https://twitter.com/lizwendling4Facebook: https://www.facebook.com/insightbusinessconsultantsFind out more about Liz's Secret Shopper Offer: https://www.therainmakingcoach.com/law-firm-secret-shopping/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions.  You're the expert. Your podcast will prove it. 

Do you feel like a professional equal to your prospects? Prospects need and deserve a relationship with a sales professional that will ask the right questions, dig in if they need to, and show up in that authentic, strong, and personal way. It's true, today's prospects don't' want to be bugged, they want solutions. But that means you've got to be willing to ask the tough questions. Our guest, Liz Wendling, discusses how that starts with you checking your energy at the door. Ask yourself, if I'm afraid to ask that tough question…why? Mark and Liz also discuss how to lower the temperature in the room, make a customer feel comfortable, and ask relevant questions.  You can find Liz Wendling's books here.  Explore Mark Hunter's variety of on-demand masterclasses here, including courses on prospecting, follow-up, and pricing.  

 Discover what are the top 3 overrated and over dated sales phrases you should totally drop Find out why your marketing and selling skills are more crucial than how your website looks Understand how your language and choice of words play an important role in convincing prospects Resources/Links: To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/ Summary Have you ever wondered if some of your sales techniques might be a bit old-school or outdated? Many professionals continue to use sales techniques that are over 25-30 years behind the times! These methods are becoming less and less effective with each passing year. If you have not updated, you're likely outdated. Think you know everything about know sales? Think again. It is time to make way for some game-changing, money-making, client-attracting concepts that will transform your sales success right now. This week, we have another business coach/sales coach Liz Wendling. She transforms ‘old school' professionals into wildly successful sales rock stars in front of today's modern consumer. Get a taste of what Liz has to offer and find out how your language plays a big role in how your prospects will respond to you. She also shares some of the phrases of the sale that will keep you updated and wanted. Check out these episode highlights: 01:28 – Liz's ideal client: My ideal clients are professionals who sell services but they have a really bad problem that I call “a love-hate relationship with sales”. They love what they do, but they absolutely hate to sell. 02:18 – The problem she helps solve: I like to teach them how to get out of their heads, and that negative belief around selling, that selling is bad and you have to be pushy, and you have to be aggressive. So old school! 03:32 – The symptoms of the problem: If they're rattling off the mantras of, “I don't want to be sales-y. I don't want to be pushy. I hate being aggressive. I don't want to be one of those people.” And on top of that, they keep hearing, “I need to think about it. I have no money. Call me in a few weeks” 04:23 – Clients' common mistakes before consulting Liz: I talk a lot about the word, “follow up”. The F-word, the L-word, love, and then some minimizer words. And I bet to everyone out there if you checked your last 21 emails that you sent out, you probably said “I would love to get together with you. I'd love to connect with you. I'd love to get something on the calendar. I would love to work with you.” 06:17 – Liz's Valuable Free Action (VFA): So, I would say to truly stop using the language that really doesn't move the sales process forward. So, if you are going to drop an F-bomb, which I highly recommend you stop, instead of saying, “I'm just following up”, why don't you say, “Hey, Bob, in our last conversation…” 07:00 – Liz's Valuable Free Resource (VFR): To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/ 07:32 – Q: What advice would you give to a salesperson or a professional who is complaining about and struggling with not getting people to return their calls their emails, or texts? A: I would say turn the table on yourself and ask yourself, “Would I respond to my own email? Do I sound like everyone else in the inbox?” Tweetable Takeaways from this Episode: “If you don't change your language, it's going to be hard to change your results.” -Liz WendlingClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you here on the Sunshine Coast in Australia, joined today by Liz Wendling. From Jersey, but now living in? Liz Wendling 00:22 Denver, Colorado! Tom Poland 00:24 And I just got to, for the record, I just got to ask Liz to say the word “coffee” but in Jersey style. Liz Wendling 00:30 Coffee. Tom Poland 00:31 Coffee, I love the way you put an R in there, as well when you do that. Liz Wendling 00:37 It does. Tom Poland 00:37 Aside from being a Jersey girl, Liz is a nationally acclaimed and applauded speaker. She's the author of, not just one, but six books! Her two most recent, and I love this, Liz, The Heart of Authentic Selling and, Sell Without Selling Your Soul. She's driven by that mantra, “It's not WHAT you sell, it's HOW you sell it that matters.” And I can imagine that in there, Liz, is this heavy dose of the authenticity of wanting to help people not just flog another product, so I can't wait. The title is, “How to Avoid the Top Three Phrases That Make You Sound Outdated and Old School in Your Selling”. Liz, our time starts now, I should say. Question number one, seven minutes to go, who is your ideal client? Liz Wendling 01:28 My ideal clients are professionals who sell services but they have a really bad problem that I call “a love-hate relationship with sales”. They love what they do, but they absolutely hate to sell. And they've convinced themselves that if they do enough marketing, they never have to sell. And I tell people if you are talking to other human beings, and you're trying to get that human being to hire you, and then pay you for that service, you are in a sales conversation. You can't avoid sales. So, the professionals I work with are financial planners, accountants, attorneys, coaches, and consultants. And I teach them how to have a better mindset around sales and get some good skills so they can close more business. Tom Poland 02:11 Perfect! Thank you for that. So, let's go to question number two, can you tell us a bit more about the problem you solve? Six minutes left. Liz Wendling 02:18 Okay, I like to teach them how to get out of their heads, and that negative belief around selling, that selling is bad and you have to be pushy, and you have to be aggressive. So old school! So outdated! So, they hang on to this outdated mindset around selling so that they can protect themselves. They say, “I don't want to be one of those salespeople, so I just won't do it at all!” And what they wind up doing is leaving a heck of a lot of money on the table because they're not willing to step into the only thing, the only activity, that keeps them in business, and that's sales activities. You can do everything else beautifully. You can have a perfect website and great social media, but if you don't know how people buy and can't inspire someone to buy from you, good luck! Tom Poland 03:04 And not only are they leaving a lot of money on the table, but they're probably failing to help a lot of people that need help. Liz Wendling 03:10 Correct! And they're ruining their reputation too. Tom Poland 03:13 Yeah, sabotaging belief about not selling. So, let's go to question number three, what of them would you say is the typical symptom? Someone listening to this would go, “This is what's going on in my world, in my sales world, in my non-sales world.” How do people know that they should be reaching out and finding out more about what you do? Liz Wendling 03:32 If they're rattling off the mantras of, “I don't want to be sales-y. I don't want to be pushy. I hate being aggressive. I don't want to be one of those people.” And on top of that, they keep hearing, “I need to think about it. I have no money. Call me in a few weeks”, and they're getting ghosted. So, they have a mindset that they hate selling, and then nobody gets back to them, so they're stuck. They are literally stuck in the same spot. And they keep moving around that same spot, but nothing is happening in their business. So, I would say they would reach out to me if they want to pull themselves out of that and start moving their business in a different direction. Tom Poland 04:10 Perfect! Thank you for that. We've got just over four minutes left, common mistakes that people make when they're trying to solve this problem. Now, you mentioned several phrases that people are using that make them sound outdated or old school, tell us about that. Liz Wendling 04:23 Sure! I talk a lot about the word, “follow up”. The F-word, the L-word, love, and then some minimizer words. And I bet to everyone out there if you checked your last 21 emails that you sent out, you probably said “I would love to get together with you. I'd love to connect with you. I'd love to get something on the calendar. I would love to work with you”, and you drop an L bomb. And what they don't realize is that when you say the phrase “I would love”, it's a self-serving phrase. It's not collaborative. It doesn't invite me into the conversation. It only tells me what you would love to do to me. It doesn't work anymore! We've got to lose that phrase. The next one is “follow up”, which also comes with touching base, reaching out, and checking in. And those phrases now, everyone's using them! So, they don't really inspire anyone to follow up with you, which makes you have to follow up again and again and again. And you say things like, “I don't know if you got my last 19 emails. I'm not sure if you saw the last 27 messages I left you”, and they don't take a look at why, what are they doing that's causing that problem? And then the last one, I would say, is all those minimizer phrases. “I know you're busy, so I don't want to take up too much of your time. I hope you're having a good weekend. I hope you had a great day”, or “How are you?” and all those minimizer phrases that we throw out there because we think that we've got to soften the blow of our message. And all those do is make you show up outdated, passive, wishy-washy, and weak. So, if you don't change your language, it's going to be hard to change your results. Tom Poland 05:59 Stop dropping the love bomb. Stop with the- Liz Wendling 06:02 And the F bomb. Tom Poland 06:03 And stop minimizing. Perfect! The three big mistakes. So, let's flip it now. Let's talk about what people can do. Question five, I'm after one top tip, something that's going to help people. It's not going to solve the whole problem, they probably need you for that, but give us a top tip. Two minutes left. Liz Wendling 06:17 So, I would say to truly stop using the language that really doesn't move the sales process forward. So, if you are going to drop an F-bomb, which I highly recommend you stop, instead of saying, “I'm just following up”, why don't you say, “Hey, Bob, in our last conversation…” or “When I saw you at the networking event last week, you and I talked about…” I call it getting “right to the meat of the message”. Leave out “I'm just following up” because that's what you're doing anyway – you are following up! Tom Poland 06:45 Spoken like a true Jersey girl. Let's get to the bottom line, and cut to the chase. Let's give people some more, a valuable free resource we could direct people to. So, a landing page where people can find out more about your work. Liz Wendling 07:00 They can go to my website and there's a free gift on there that goes much deeper into some of the languages we talked about today. And that's lizwendling.com/free-gift. Tom Poland 07:13 Perfect! And I'm on the page right now. It looks like it's got a real depth of value there. So, folks, go to lizwendling, W-E-N-D-L-I-N-G, .com/free-gift. Go get it! 55 seconds left, Liz. What's the one question I should have asked you but didn't and the answer, please? Liz Wendling 07:32 Okay. I would say, what advice would you give to a salesperson or a professional who is complaining about and struggling with not getting people to return their calls their emails, or texts? And I would say turn the table on yourself and ask yourself, “Would I respond to my own email? Do I sound like everyone else in the inbox?” And here's the hard one, “Where do I blow people off? Where do I not get back to people?” Is it just karma coming back to you? Or does your message really suck? Tom Poland 08:07 Perfect1 Liz Wendling, thanks so much for your time and your insights and it's a pleasure to be listening to the voice of experience. Cheers! Liz Wendling 08:13 Thank you, Tom! Tom Poland 08:15 Thanks for checking out our Marketing The Invisible podcast. If you like what we're doing here please head over to iTunes to subscribe, rate us, and leave us a review. It's very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

 Discover what are the top 3 overrated and over dated sales phrases you should totally drop Find out why your marketing and selling skills are more crucial than how your website looks Understand how your language and choice of words play an important role in convincing prospects Resources/Links: To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/ Summary Do you feel overwhelmed with selling that you just can't seem to close any deal or sell any of your products? Do you want to know what are the 3 most common sales phrases that you need to throw out the window ASAP? Are you ready to turn up your marketing skills and make you and your product undeniable to anyone? Liz Wendling is a nationally applauded speaker and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul. Liz is driven by the mantra, “It's not WHAT you sell, it's HOW you sell that matters”. Get a taste of what Liz has to offer and find out how your language plays a big role in how your prospects will respond to you. She also shares some of the phrases of the sale that will keep you updated and wanted. Check out these episode highlights: 01:28 - Liz's ideal client: My ideal clients are professionals who sell services but they have a really bad problem that I call "a love-hate relationship with sales". They love what they do, but they absolutely hate to sell. 02:18 - The problem she helps solve: I like to teach them how to get out of their heads, and that negative belief around selling, that selling is bad and you have to be pushy, and you have to be aggressive. So old school! 03:32 - The symptoms of the problem: If they're rattling off the mantras of, "I don't want to be sales-y. I don't want to be pushy. I hate being aggressive. I don't want to be one of those people." And on top of that, they keep hearing, "I need to think about it. I have no money. Call me in a few weeks" 04:23 - Clients' common mistakes before consulting Liz: I talk a lot about the word, "follow up". The F-word, the L-word, love, and then some minimizer words. And I bet to everyone out there if you checked your last 21 emails that you sent out, you probably said "I would love to get together with you. I'd love to connect with you. I'd love to get something on the calendar. I would love to work with you.” 06:17 - Liz's Valuable Free Action (VFA): So, I would say to truly stop using the language that really doesn't move the sales process forward. So, if you are going to drop an F-bomb, which I highly recommend you stop, instead of saying, "I'm just following up", why don't you say, "Hey, Bob, in our last conversation..." 07:00 - Liz's Valuable Free Resource (VFR): To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/ 07:32 - Q: What advice would you give to a salesperson or a professional who is complaining about and struggling with not getting people to return their calls their emails, or texts? A: I would say turn the table on yourself and ask yourself, "Would I respond to my own email? Do I sound like everyone else in the inbox?" Tweetable Takeaways from this Episode: “If you don't change your language, it's going to be hard to change your results.” -Liz WendlingClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you here on the Sunshine Coast in Australia, joined today by Liz Wendling. From Jersey, but now living in? Liz Wendling 00:22 Denver,

This is episode 520. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LIZ'S TIP: "It will take some time to shift what's coming out of your mouth. The more you start to do this in little subtle ways, before you know it, you drop that “I would love” language, and you start sounding completely different. The best part is you could actually watch people feel a compliment or feel something you're saying, because it's collaborative. You're not landing a bomb on them and just saying, I love working here. You're making it about them as well, and watch what happens to the relationship and the way that communication continues on."

Why do some salespeople make it so hard to buy? My friends Liz Wendling and Larry Levine stop by the show today to discuss when the sales process actually gets in the way of the sale. It's really not that hard.  ✧ Do what you say you're going to do. ✧ Keep processes simple. ✧ Have logical next steps. Do you realize that you're training your customers how to do business with you? Are you thinking about the path your relationship is started on? How likely are they to refer their friends if the buying process is so difficult, even if the solution overdelivers on your promises? Think about this stuff. Remember you're trying to create an environment to buy, not just make a sale. Please subscribe, review, and share this show wherever you get your podcasts.

Where do initial consultation calls go wrong? Consultation calls are an important part of building your practice and firm, but are there crucial mistakes you should be aware of?Liz Wendling joins me to talk about where most consultations go wrong, and how to fix it.Liz is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys nationwide seek Liz out when they want to discover how to maximize their business development skills and win more business. Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment. Using a straightforward and practical approach, Liz teaches attorneys the business development skills they don't teach in law school. Liz gives listeners actionable tips on: [2:10] How to know where consultation calls are going wrong [7:00] Tips for positioning yourself on consultation calls and navigating client questions [12:10] How long a consultation call should take [17:45] Why you need to be selling [20:20] Recommendations Liz makes when doing an audit  [24:10] How to highlight your expertise in your bio without being wordy [33:50] Liz's book recommendation Resources mentioned in this episode:Consultations that Convert by Liz WendlingConnect with Liz here: LinkedIn www.therainmakingcoach.com  Connect with me Instagram Pinterest Facebook Twitter Karin on Twitter Karin on LinkedIn Conroy Creative Counsel on Facebook https://conroycreativecounsel.com 

Where do initial consultation calls go wrong? Consultation calls are an important part of building your practice and firm, but are there crucial mistakes you should be aware of? Liz Wendling joins me to talk about where most consultations go wrong, and how to fix it. Liz is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys nationwide seek Liz out when they want to discover how to maximize their business development skills and win more business.  Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment. Using a straightforward and practical approach, Liz teaches attorneys the business development skills they don't teach in law school.  Liz gives listeners actionable tips on: [2:10] How to know where consultation calls are going wrong [7:00] Tips for positioning yourself on consultation calls and navigating client questions [12:10] How long a consultation call should take [17:45] Why you need to be selling [20:20] Recommendations Liz makes when doing an audit  [24:10] How to highlight your expertise in your bio without being wordy [33:50] Liz's book recommendation Resources mentioned in this episode: Consultations that Convert by Liz Wendling Connect with Liz here: LinkedIn www.therainmakingcoach.com  Connect with me Instagram Pinterest Facebook Twitter Karin on Twitter Karin on LinkedIn Conroy Creative Counsel on Facebook https://conroycreativecounsel.com 

Where do initial consultation calls go wrong? Consultation calls are an important part of building your practice and firm, but are there crucial mistakes you should be aware of? Liz Wendling joins me to talk about where most consultations go wrong, and how to fix it. Liz is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys nationwide seek Liz out when they want to discover how to maximize their business development skills and win more business.  Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment. Using a straightforward and practical approach, Liz teaches attorneys the business development skills they don't teach in law school.  Liz gives listeners actionable tips on: [2:10] How to know where consultation calls are going wrong [7:00] Tips for positioning yourself on consultation calls and navigating client questions [12:10] How long a consultation call should take [17:45] Why you need to be selling [20:20] Recommendations Liz makes when doing an audit  [24:10] How to highlight your expertise in your bio without being wordy [33:50] Liz's book recommendation Resources mentioned in this episode: Consultations that Convert by Liz Wendling Connect with Liz here: LinkedIn www.therainmakingcoach.com  Connect with me Instagram Pinterest Facebook Twitter Karin on Twitter Karin on LinkedIn Conroy Creative Counsel on Facebook https://conroycreativecounsel.com 

I've long said that there's only about a 5% difference between mediocrity and superstardom. In Season 2 of the Rethink The Way You Sell Podcast, we're going to dig into that 5% and identify what separates top performing sales pros from the rest.  As you dig a little deeper into that 5%, what you're going to understand is the difference between “those who know” and “those who do.” Interestingly (but not surprisingly), what separates top performers from average sellers doesn't seem to have anything to do with selling skills. Top performers don't know more, they just execute relentlessly on the most important things. The difference, then, comes down to the seller's ability to overcome the obstacles that get in the way of performing these tasks. You already know enough. That's not what's getting in your way. There are the seven intangible characteristics of top salespeople  They are proud to be in sales They are purpose-driven They treat selling as a career, not just a job They take ownership of their outcomes They begin with the end in mind They create an environment to buy They keep their swagger I'm going to dive deep into each one of these characteristics, and along the way, you're going to hear from a few of my friends, like Andy Paul, Tara Horstmeyer, Larry Levine, Luigi Prestinenzi, Jordana Zeldin, Mike Hook, Andy Racic, Camille Clemons, DeJuan Brown, and Liz Wendling. Being a top performer is about alignment between who you are and what you do, seeing a bigger picture than most, and creating an environment where you can do the work.  I'm excited to bring you along with me as I explore these concepts over the next two dozen episodes. Are you with me? Please subscribe, review, and share this show wherever you get your podcasts.

Intention is a word we hear a lot, but what does it actually look like in action? In “The Power of Intention”, Wayne Dyer teaches us that intention is a powerful force we all have access to, and reveals how to use the concept to actively participate in the act of creating the lives.  For Liz Wendling, this book resonates because it made her change the way she looks at everything, and the decisions she makes minute-by-minute.  How do we make intention something that's a part of our daily rituals and interactions? In this episode, we talk about how to use intention to make a positive impact on the world around us.  Three Things You'll Learn In This Episode  The true definition of intention  Intention is a powerful force with a lot of momentum behind it if we know how to implement it in our daily lives. It allows us to actively get involved in the way we want to create something for ourselves through discipline, wisdom, love and surrender.   Fire your brain, hire your heart  Even for the most disciplined individual, white-knuckling alone won't get us to where we're trying to go. Wisdom is the GPS that steers us in the right direction, and the more we honor and surrender to it, the more intentionally we can lead our lives.  Setting an intention for all our interactions  One thing we need to be aware of as introverts moving through the world, is that we need to set the intention to leave a positive impression on people. It's easy to come off as closed off and guarded even though we don't intend to be that way. Leaving everyone we talk to with a positive impression is easily doable if we're intentional about it.  Guest Bio  Liz Wendling is a multiple bestselling author, coach and President at Insight Business Consultants. As The Rainmaking Coach for Attorneys, Liz combines a rock-solid sales background with a passion for coaching. Her innovative approach will support you in opening doors, closing sales, and building relationships. Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today's competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline. She is straightforward, practical, and sassy and helps professionals innovate, modernize, and master their sales approach, language, and process. Liz has coached thousands of professionals to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in any economy. To learn more about Liz and her work, visit https://www.lizwendling.com/ (https://www.lizwendling.com/) and connect with her on https://www.linkedin.com/in/lizwendling/ (LinkedIn). 

Liz Wendling is an experienced and impassioned sales person who takes great joy in coaching others how to sell with heart and soul. She believes that building authentic relationships based on trust is the key to being a successful salesperson. After 30 years in corporate sales and marketing, Liz realized the world of sales was changing and she left the corporate world to have more control over her sales results and income level. Liz has authored several books, including The Rainmaking Mindset For Attorneys: Attracting Clients, Winning Business and Increasing Profits, Everyone Sells Something!: It's Not What You Sell, It's How You Sell, The Heart Of Authentic Selling: Tap Into The Power of Human Connection And Close More Sales, and Consultations That Convert: How Attorneys Turn Interested Prospects Into Invested Clients.    Expert action steps: Check your communication. Change your messaging to get better results. Don't use words like ‘following-up”, get to the heart of your message. Be straight and authentic. Leave out apologetic language. Don't waste people's time, your prospects will appreciate it.   To learn more about Liz Wendling, visit her website. You can also find her anywhere on social networking by searching Liz Wendling. Liz recommends you check out her book, The Heart of Authentic Selling on Amazon, where you'll also find her other books.   You can find Nicky's book, The Thought Leader's Journey, on Amazon.   Visit eCircleAcademy.com and book a success with call Nicky to take your practice to the next level.

HIGHLIGHTS01:36 Liz's professional journey to becoming a sought-after consultant and coach04:26 Re-engineer language to stand out: Remove fillers, minimizers 08:14 Voice mails, like emails, need to be straight to the point11:49 Being nice versus being real15:11 People buy from people they like and trust is BS — it's about value20:21 Turning attorneys into human beings who know how to connect with others24:29 Connect with Liz and work with herQUOTES03:10 Liz: "It truly is about the approach and the language that we use. And when we drop the BS and this crap from the past and step into the world of now, not what we use to do, what we need to do today, that's where people can change their results forever."06:52 Liz: "If you don't get anyone's attention, you're never going to get their business. Leave that crap out. It doesn't belong in the beginning of an email, get to the point, right? We have what three seconds now in this day and age to get someone's attention."14:06 Walker: "Nice is doing what somebody else wants you to do and kind is doing the right thing on behalf of them, and that nice is weakness and kind is strength. And so, I think the way you just matched kind with authentic, meaning, caring."Where to find Liz:LinkedInWebsiteEmailAmazon author pageWhere to find Walker:LinkedInTwitterInstagramwww.walkermckay.com

Liz Wendling combines a rock-solid sales background with a passion for coaching. Her innovative approach will support you in opening doors, closing sales, and building relationships.Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today's competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline.

Digital sales are about leveraging yourself, your service, your products, and the available digital platforms to build relationships. Social selling is where you get to socialize, connect, and have conversations. Liz Wendling emphasizes that social channels are connected to real people in the real world having real conversations. You have to humanize the connection so they feel you're there to help. One of the ways Liz connects with potential clients is through her “Verbal 2x4.” Listen to this episode of Sales Reinvented to learn more about her social selling strategy! Outline of This Episode [1:21] The difference between digital and social selling [2:27] How to improve your social selling skills [3:36] How to use Liz's “verbal 2x4” [4:48] The characteristics of a great digital seller [5:55] Stop apologizing and stop being self-serving [7:41] Top three digital selling dos and don'ts [10:11] Liz's verbal 2X4 put into practice How to improve your social selling skills Liz sees room for improvement in both empathy and understanding as well as flexibility and advocacy. Selling isn't about pushing your products but listening to your potential customers to understand what they need. Only then can you solve their problems. You also have to be flexible with the changing marketplace. Potential clients want to work hand-in-hand with someone who wants to help and believes they can do so.  Liz's strategy is perfect because it works for her. She makes sure her message hits someone with a “verbal 2x4.” She wants to get their attention to move them toward a conversation. What can you do to get someone's attention? What can you do that lands with an impact? The characteristics of a great social seller Authenticity, flexibility, and dedication are necessary attributes for any seller. Liz emphasizes you must be flexible in your process, authentic in your approach, and dedicated to follow-up and follow-through. You have to be able to have conversations (and resurrect the dead ones). Many people give up on themselves far too early in the process and blame it on the customer because “they don't know what they want.” Be flexible and shift the message or conversation to re-engage potential clients.  Stop apologizing, stop being self-serving, and start serving Liz implores salespeople to stop apologizing and being self-serving with messages. What does that mean? Liz gets far too many messages saying, “I'm so sorry to bother you…” or “I know you're busy, so I'll be brief.” It not only puts the salesperson in the less-than position but does nothing to build confidence in the person you're reaching out to. Get rid of apology language. Secondly, don't make it all about you. Make it all about your customer. Don't say things like, “I'd love to get on your calendar” or “I'd love 30 minutes of your time.” You're telling someone what YOU want instead of inviting them into a conversation that they want to be a part of.  What are Liz's top three digital selling dos and don'ts? Listen to learn more! Liz's verbal 2X4 put into practice Liz teaches her clients to prospect on LinkedIn with a “verbal 2x4.” Liz focuses on the pain, problem, challenge, issue, or dilemma that her target market is muddling through. One area she focuses on with her consulting practice is family law attorneys. They're spending a fortune to get leads. But they often fall short in sales conversations and conversions—so they're losing a lot of money.  Liz's message hits home: “Many of the firms I work with are struggling with this, they're spending a fortune on that, but here's what the end result is.” Then she'll ask for a conversation. They often respond with, “Are you a fly on the wall? How do you know this?”  They think their attorneys are bad at closing, not fully realizing that they're actually bad at opening. Instead of her pushing for a conversation, they're the ones asking to get on her calendar. The outcome is always a great conversation. If you have a message that lessens the noise, you can have real honest conversations from an authentic place.  Connect with Liz Wendling Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month “Victory Lap” of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us? You only have a certain amount of time and resources, so you can't just spin your wheels. Do you have things you are churning away at that leave you feeling dragged down? There are things to discover that will light you up and pull you toward a better place. It may mean dropping things you feel are important or an obligation, it may take true revaluation, it may mean starting something new that doesn't work out, or it may even mean taking a break from it all. But no matter what, you will come out more enriched and enlightened from the new choices you make. Find out more about Liz Wendling WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

Business and Attorney Coach Liz Wendling joins this episode to talk about: Going back to an old behavior. The ability to always land on her feet. Getting pitched in the pandemic. The inspiration of "AHA" moments and a multitude of surprises around connection.  Going wide and not going deep. The analogy of The Eye Doctor. Helping versus Selling. Selling in Kindergarten. Zigging when others were zagging. Her Dad working in a building next to the World Trade Center on September 11, 2001. Stepping into service rather than sorrow. Where she goes and what she does when she doubts. Connect with Liz on Linkedin, Facebook and at www.lizwendling.com Watch this episode on The Intentional Encourager Podcast YouTube Channel: https://youtu.be/oTF5bhEKhcM

In this episode, Brynne and Bill are joined by Liz Wendling, president of Insights Business Consultants. Liz believes that sales skills are not optional. Listen as she helps you identify a unique approach, as well as determine processes and techniques that feel most aligned and natural to you.

Have you ever found yourself trying to upgrade your "sales" skills by learning how to close? Lawyers & attorneys routinely believe that is the magic skill they're missing to get better at getting clients to sign the dotted line. Well, it turns out that the paradigm is upside down! Opening is the new "closing". Liz Wendling tells us how. Liz combines a rock-solid sales background with a passion for coaching. She believes it's all about HOW you sell that matters. When you start changing your sales approach, language, and process, everything changes for you. Liz has coached many lawyers to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in this new economy. In this episode, we get into how this all happens! Listen to this podcast to change how you think about selling. References: Liz Wendling's Rainmaking for Attorneys. Mindset by Carol Dweck. Help Us Out! Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it! Resources: Join the next cohort of our Build Your Book Academy. Get the LinkedIn for Lawyers Course. If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org. ----- Links to Listen to this Podcast: Anchor Spotify Apple Podcasts Google Podcasts Amazon Music Pocket Cast Breaker

Today I'm pleased to introduce you to a dear friend and powerhouse woman, Liz Wendling! This was such a fun interview and we laughed, we got real on what works in sales today - and hint - it's different that 2 years ago! Liz is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.  In this episode: Liz shares how her unconventional yet authentic method led to a revolutionary discovery of her passion with sales. It's out with the old and in with the new: dissing out the sale-sy approach and building relationships with the new, smart and savvy consumer that results in more success. She sheds light as to why some individuals dislike sales and how understanding your personal approach and embracing your soul makes selling more fulfilling. The impact of looking into one's self, listening to bodily cues, admitting mistakes and finally taking corrective measures to be a better salesperson. Liz defines what “selling from the soul” means and how certain openings already determine what will happen in the closing. Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today's competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline. Whether it's for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will customize programs around the specific needs, challenges, and objectives a business is facing. Liz has coached thousands of professionals to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in any economy. “Nobody wants to do business with a servant. They want to do business with a woman who's aligned and confident and strong and compelling. They want someone who can stand up for themselves and say, “I'm happy to do a proposal, but it doesn't sound like I have the right information or enough information for me to do accurately.” - Liz Wendling You're going to love Liz– let's meet Liz Wendling You can learn more about Liz on her website. Follow her on LinkedIn and Twitter. Liz Wendling Show Notes

True success is rarely about other people. It is about staying who you are despite others telling you who you should be. Liz Wendling is a sales expert and the President of Insight Business Consultants. She works with people who love what they do but hate to sell. And she is very successful at it, all because she was true to herself. While her whole life was full of people telling her to be someone she's not, Liz continued and persevered in the path that speaks most to her inner knowing. In this episode, she joins Chad Burmeister to share her life story and how she helps others figure out who they are and sell in a way that is true to who they are. Tune into this conversation and learn how Liz got started on sales and how the sales business works these days, all the while embracing your true self. Learn more about your ad choices. Visit megaphone.fm/adchoices

It's shocking how much time, money, and effort businesses SPEND to attract leads but resist INVESTING in updated sales and conversion skills. Leads are great, but if you aren't converting enough leads into clients and prospects into sales, you're WASTING money. In steps Liz Wendling!  Today's podcast is a MUST LISTEN one, if you want to stay in business! Listen in as Nancy talks with Liz about how to convert those leads. Be sure to have pen and paper ready as you will want to take note of all the practical information shared! Connect with Liz: lizwendling.com https://www.linkedin.com/in/lizwendling/ Connect with Nancy: Need help to get your business moving? Set up a Curious Call with Nancy to discuss how she can help! Join us for discussion on today's topic in our LinkedIn group, Pigs Can Fly with Strategic Business Hacks Learn how Nancy can help you SOAR HIGHER in your business! http://www.businesssuccessunlimited.com Want to be featured on an upcoming podcast? Let’s talk! 

Liz Wendling combines a rock-solid sales background with a passion for coaching. Her innovative approach will support you in opening doors, closing sales, and building relationships.Liz is driven by the mantra, It’s not WHAT you sell, it’s HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today’s competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline.She is straightforward, practical, and sassy and helps professionals innovate, modernize, and master their sales approach, language, and process. Liz has coached thousands of professionals to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in any economy.If you’re looking for inspiration that leads to action, this is where to find it. Liz is known for her energetic programs, presentations, and business-building superpowers that transform professionals into wildly successful sales rock stars!

ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Liz Wendling, President at Insight Business Consultants on the show to talk about the importance of the language we use when interacting with prospects and clients. https://www.linkedin.com/in/lizwendling/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. She speaks with our host Subhanjan Sarkar on her book “The Heart of Authentic Selling.” The post Bizcast: Bits about books – In Conversation with Liz Wendling, Author, The Heart of Authentic Selling appeared first on Business Podcast Network.

Liz Wendling is a big name in the sales world. Speaker, sales consultant, author of six best selling books. Who would have guessed she would also be the definition of a woman your mother warned you about? Do not miss today's conversation with Gina, Rachel and Liz. Her energy is off the charts, and she is here to unload an enormous amount of sales wisdom. Listen and try to keep up as they discuss shifting your focus to the customer, selling authentically, using conscience communication, dropping the 90's sales lingo, the necessity of leaving your comfort zone and SO much more.  Find out more about Liz Wendling here Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.  More about Rachel Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as TheSingingLender, at www.thesinginglender.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is a Pod About It Production.  

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul. Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters. Liz understands the sales challenges that professionals face when selling in today's competitive environment and shows them how to make a profound difference in their sales approach, language, and process —online and offline. Whether it's for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will customize programs around the specific needs, challenges, and objectives a business is facing. --- Support this podcast: https://anchor.fm/makeyourbigimpact/support

To succeed and be happy, you have to do more, more, MORE!! How often do we tell ourselves this? Well, today's guest says that is wrong, wrong, wrong. Liz Wendling, author, sales consultant and coach extraordinaire joins Jeff and Christie to share her energy, passion and wisdom.  Liz's message is simple; drop your doubts, insecurities, excuses and expectations. Discover what excites you and use your skills to leverage it into something greater that you can also profit from. Because the question is not "What more can I do?" It's "Who do I want to be?" Find out more about Liz Wendling here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production.  

It’s the end of 2020 and we are all feeling a bit worn out. Are you using external forces to conjure up excuses? In today's episode, I am so excited to be talking with Liz Wendling about excuses and getting things done in the present. We discuss how to save 2020 for you by figuring out what will help you thrive at the end of the year. What do you want to accomplish by the end of the year? Determine what boulder is in the way of you reaching your goal and figure out if you can move it, go around it, or if there is deep work that needs to be done to remove it. Mindset is the first boulder we face when we sabotage ourselves. Start there. It’s easy for attorneys to get caught up in the company's everyday hustle and bustle. They start acting like robots that are treating clients all the same.  Massive changes are not always necessary for your practice. Sometimes it is the consistency of the small tweaks that make a drastic change over time. Liz and I discuss how to build trust with your clients by showing your value through being different by changing your body language, your language, and more. What You Will Learn in This Episode Why getting clear on what you want is the first step to getting unstuck What is in the way of your growth? How to be magnificent rather than marginal  Why complexity will keep you broke Why shifting your model and your message is a critical business practice Links and Resources Hiring & Empowering Solutions on Facebook www.hiringandempowering.com https://www.linkedin.com/in/molly-hall About Our Guest Liz Wendling is a sales and business development consultant. She is an author, public speaker, and has her own YouTube channel. Liz helps people learn how to be their best selves when it comes to business and working with customers. She teaches others how to lead with their hearts and not set themselves up for failure.  www.therainmakingcoach.com The Rainmaking Mindset For Attorneys  https://www.amazon.com/dp/0984676694 Consultations That Convert  https://www.amazon.com/dp/B01N5RJAU3   https://www.linkedin.com/in/lizwendling/

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.   Liz talks sales language, what to say, what not to say, how to say it, and much more through your sales pitch!

Liz Wendling is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys from all over the world seek Liz out when they want to discover how to maximize their business development skills and win more business. Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment. Whether it is for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will work with you to customize programs around your specific needs, challenges, and objectives. She is known for her high-energy, straight-forward, interactive, and result-oriented programs and presentations. Free audio training - https://www.therainmakingcoach.com/free-gift-2/   Website: www.therainmakingcoach.com The Rainmaking Mindset For Attorneys - https://www.amazon.com/Rainmaking-Mindset-Attorneys-Attracting-Increasing/dp/0984676694/ Consultations That Convert - https://www.amazon.com/Consultations-That-Convert-Attorneys-Interested-ebook/dp/B01N5RJAU3 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this podcast, Chad Burmeister interviews Liz Wendling to uncover:

On this week’s episode of the Wealthy Woman Lawyer Podcast, we speak with special guest, Liz Wendling. Liz is the founder of Liz Wendling Business Consulting and Sales Coaching and works with executives, consultants, and attorneys to help them improve their sales skills. She is also the author of two books for attorneys, The Rainmaking Mindset for Attorneys and Consultations That Convert, and is a sought after speaker on these topics.

At its core, selling is more of an art than a science. Much of sales comes down to understanding what your prospect wants and offering value to address that want. However, it can sometimes be difficult to help that prospect recognize that your product or service will fill that gap in their lives. Identifying and using the right sales language can go a long way in convincing that prospect to make a purchase. To learn more about how to sell with the right sales language, Dubb founder Ruben Dua spoke with Liz Wendling. Liz is a business consultant and sales coach who helps her clients confidently and authentically close more sales. She has a ton of experience and knowledge about using certain language that can make you a more effective salesperson. In her conversation with Ruben, Liz spoke on a wide range of topics. They included why you need to stop using bad sales language, how to stop sounding like everyone else when you’re selling your product or service, and common phrases to avoid when you’re speaking with prospects. Whether you have just started your sales career or have been a salesperson for some time, you can learn a lot from Liz. Want to learn more from Liz about how to sell with the right sales language? The story continues at dubb.com. Learn more about Dubb at https://dubb.it/up5c Chat with us on social media: Dubb Facebook: https://www.facebook.com/dubbapp Linkedin: https://www.linkedin.com/company/dubb/ Instagram: https://www.instagram.com/dubbapp/ Twitter: https://twitter.com/dubbapp Youtube: https://www.youtube.com/dubbapp Ruben Dua Facebook: https://www.facebook.com/rubendua Linkedin: https://www.linkedin.com/in/rubendua Instagram: https://www.instagram.com/rubendua/ Twitter: https://twitter.com/rubendua Medium: https://medium.com/@rubendua Youtube: https://www.youtube.com/user/theqbe About Dubb Do you want to be like the 10K+ people who use Dubb to boost their business with easy video communication? Here’s how people use Dubb to win... Easy Video Sharing to Streamline Comms Instantly record and share videos via Gmail, LinkedIn, Outlook, CRMs, and more to quickly build trust and increase sales. Drive Conversions for Your Business Book meetings, capture video testimonials, drive conversions, and more with customizable call-to-action buttons. Automate Your Marketing with Ease Create campaigns, email broadcasts, landing pages, funnels, and automatic workflows to streamline communication for your entire business. Learn more about Dubb at https://dubb.it/up5c --- Send in a voice message: https://anchor.fm/connection-loop-dubb/message

"So the next time you hear an objection, don't panic and think that you have to fight back and go into justification mode." - Liz Wendling in today's Tip 534 How do you get over this objection? How do you transform this objection? Join the conversation at DailySales.Tips/534 and check out her resources! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Pay attention to how many times you blame the lack of time for not getting things done." - Liz Wendling in today's Tip 516 Do you have a busy badge that needs to be surrendered? Join the conversation at DailySales.Tips/516 and check the link to get a free audio program from Liz! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Nationally recognized business and sales consultant. Author of six books on how to sell and communicate from the heart.

"Don't waste precious seconds being inauthentic with fluff and crutch words and get to the point." - Liz Wendling in today's Tip 486 Are you using filler words, crutch phrases, and lazy language in your email communication? Join the conversation at DailySales.Tips/486 and learn more about Liz. Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"When you develop the sales language, the sales mindset and skillset that build high trust relationships and inspire others to make decisions that feel right for them, you will be seen as authentic. " - Liz Wendling in today's Tip 435 How do you develop your authenticity? Join the conversation at DailySales.Tips/435 and check the link for free audio program from Liz! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Liz Wendling is the rainmaking attorney coach and the author of 6 books! Attorneys from all over the world seek her out when they want to discover how to be more confident and fearless in their practice and client development, lead generation and lead conversion process. Liz Wendling combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships. Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate. Liz is known for her energetic programs, presentations and business-building superpowers that transform professionals into wildly successful sales rock stars! What you’ll learn about in this episode: How Liz works with her client attorneys and law firms to help them modernize their lead generation approach to keep pace with today’s market Why today’s consumers are savvier, and why it is important for attorneys and their firms to sell to these consumers in a way they appreciate Why the first five minutes of an initial client consultation is the “make or break” moment that determines whether the potential client becomes a client Why the best way to close with a client is to manage the conversation and do everything right from the start, and why there is no “magic closing technique” Why following up using the right strategy and the right language with the right frequency is powerful What critical mistakes firms make and why it is important to differentiate themselves, make a true connection, and go beyond marketing Why making generic declarations about baseline expectations like “we treat every client with care” does nothing What three steps Liz recommends attorneys take that can help them get more client conversations Resources: Website: www.therainmakingcoach.com The Rainmaking Mindset for Attorneys by Liz Wendling: https://amzn.to/2VNU9CF LinkedIn: www.linkedin.com/in/lizwendling/ Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

"Starting out your communication in this way puts you in a less than position and it creates an imbalance between you and your potential client, and that imbalance is where the chasing starts and the sales games begin." - Liz Wendling in today's Tip 417 Are you always using this email phrases? Join the conversation at DailySales.Tips/417 and share your own thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Stop declaring what you don't want and start proclaiming what you do want." - Liz Wendling in today's Tip 358 How about you? Do you hate to sell? Join the conversation at DailySales.Tips/358 and get your FREE audio program from Liz! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"You can not stay in business unless you're closing sales. Evading sales is a fatal business mistake." - Liz Wendling in today's Tip 329 Are you evading sales? Join the conversation at DailySales.Tips/329 and feel free to share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm  

"So don't buy into the belief that people weren't interested in what you were selling. And accept the truth and the responsibility that your email wasn't interesting and your email missed the mark. S" - Liz Wendling in today's Tip 296 Is your email creating the impact that you want? Join the conversation at DailySales.Tips/296and feel free to share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"The more they talk, the more comfortable they will feel with you and the more they will learn, you will learn about their concerns that they have. " - Liz Wendling in today's Tip 277 Will you show me the value?  Join the conversation at DailySales.Tips/277 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm  

Master The Language Of Leadership: How To Gain Respect, Credibility, and Influence Through Your Choice Of Words with Liz Wendling, The Rainmaking Attorney Coach   Brief Episode Description   Do you ever feel that your words come across as weak, passive, or wishy-washy? Or do your words come off as too pushy, abrasive, or arrogant?   Between those two extremes is a powerful way of communicating that combines confidence, strength, and authenticity and allows you to stand out and look like a leader. What you say and how you say it matters more today than ever before!   In this lively interactive session, you will learn how to:   Talk to us about the language of the leader and how to identify and eliminate the words and everyday phrases that decrease your authority and self-assurance and discover what to say instead Ask for what you want or need and get it, without losing your sense of self or being brash or aggressive Enhance the way that others perceive you in meetings, business conversations, or sales situations   Links and Resources   Hiring & Empowering Solutions on Facebook www.hiringandempowering.com https://www.linkedin.com/in/molly-hall https://www.therainmakingcoach.com

Sales sabotage can be overcome, but you must watch what you're doing, what you're saying, and the results that you're producing." - Liz Wendling in today's Tip 239 Are you participating in sales sabotage? Join the conversation at DailySales.Tips/239 and share your experience! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Education is still important, but you need to educate people from where they are, not where they used to be." - Liz Wendling in today's Tip 219 How do you genuinely influencing others? Join the conversation at DailySales.Tips/219 and learn more about Liz! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Sales doesn't have to be a "four letter word." There is a right way to sell that can grow your business AND your reputation.  Today's guest, Liz Wendling, is here to help us check our sales approach to make sure we love what we do and still close the deal. Liz is the author of five books including Sell Without Selling Your Soul and Everyone Sells Something. She combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today's crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships. On today's podcast… 3:34 - Magnetizing your marketing message 6:18 - The negative mindset around positive sales 10:00 - "Salesy" hypocrisy 13:56 - Sales is business growth 17:54 - Technology is killing your business 20:49 - Is too much social selling a bad thing? 25:27 - Sales is the best job in the world 29:38 - Liz's "why" We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About

We always love meeting a champion for authenticity in the sales profession. This week you're going to enjoy hearing from Liz Wendling, author of The Heart of Authentic Selling and Selling Without Selling Your Soul: How Smart Women Connect, Communicate, And Close With Confidence. She'll challenge all of us to take a journey to discover our authentic self as she shares her story. Thanks To Our Friends at Send Out Cards!

We always love meeting a champion for authenticity in the sales profession. This week you're going to enjoy hearing from Liz Wendling, author of The Heart of Authentic Selling and Selling Without Selling Your Soul: How Smart Women Connect, Communicate, And Close With Confidence. She'll challenge all of us to take a journey to discover our authentic self as she shares her story. Thanks to our Friends at SendOutCards! Check out this powerful way to build relationships with easily personalized cards. Try it out now and send your first one for free here.

We always love meeting a champion for authenticity in the sales profession. This week you're going to enjoy hearing from Liz Wendling, author of The Heart of Authentic Selling and Selling Without Selling Your Soul: How Smart Women Connect, Communicate, And Close With Confidence. She'll challenge all of us to take a journey to discover our authentic self as she shares her story. Thanks To Our Friends at Send Out Cards!

Liz Wendling is back and she has a message. Watch your mouth! We're not talking the seven words you can't say on TV, Liz wants you to get out of the patterns of the typical boring, generic, predictable, overused language, words and phrases. It's time to stop blaming the client, start making the changes in our technique that will lead to real relationships and drop more "F-Bombs"...follow-ups that is.  Liz is the author of five books including Sell Without Selling Your Soul and Everyone Sells Something. She combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today's crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships. Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate. On today's podcast… 1:28 - Watch your mouth! 6:27 - If you do the predictable thing, so will your prospect 10:18 - How to replace the word "love" in your conversations 16:27 - The "F-word" follow-up 20:21 - Is it the client's fault? 24:35 - How many sales are left on the table because you are taking ineffective action? 29:00 - Liz's why is all about stepping on the gas We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About

It is often a challenge to find the intersection of mindfulness and sales. Liz Wendling has been a successful entrepreneur since 2001 when she declared she would be her own boss. In this show she tells us a few things to stop doing and how to listen to your head that different than your heart to increase your sales rate success. About Liz: Liz Wendling combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships. Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate. If you’re looking for inspiration that leads to action, this is where to find it. Liz is known for her energetic programs, presentations and business building superpowers that transform professionals into wildly successful sales rock stars! Liz customizes training and workshops specifically tailored and designed for your unique business. For more on Liz's work: https://www.lizwendling.com/   Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you wasting marketing dollars by not converting prospects into clients? Following up on last month’s discussion about marketing, The Un-Billable Hour host Christopher Anderson tackles the equally important subject of sales with the help of Liz Wendling. Together they discuss the many ways attorneys are sabotaging their own efforts to convert prospects into clients, explain how to rethink your approach to closing a sale, and provide invaluable practical tips on how to improve your consultation style. Liz also shares stories and lessons from her role as a law firm secret shopper. Liz Wendling is a sales guru and author of the The Rainmaking Mindset and Consultations That Convert. Special thanks to our sponsors, Answer1, Solo Practice University, Scorpion, and Lawclerk.

Sales, marketing, and advertising messages must be tied together – more than ever before. With customer access to direct competition and indirect competition to solve problems, the way we work together determines the experience customers have. The consistency of that experience is what strengthens our relationship with customers. Jess Dewell hosts panelists Liz Wendling and Dr. Ingrid Pyka to discuss ways of avoid languaging that erodes credibility.

Sell Without Selling Your Soul - with author Liz Wendling Liz Wendling is a sales coach and consultant for women, sales professionals, and a few smart men.  Liz is also the author of Selling Without Selling Your Soul Bringing integrity to the sales world was Liz's inspiration for this book. Since we are all selling something, Liz thought it was time to drop the baggage, and focus on the thing that keeps us in business - Sales. I hope you enjoy the conversation as much as I did. Questions Addressed Sell without selling your soul why? You choose how you want to sell - why is this important? Why do we struggle with identity and confidence? What are some common mistakes we all make? Why is it important to be authentic? What can we do if we struggle with being ourselves? How does technology play a role in sales? What does Liz's execution process look like? What is the Knowing/Doing Gap? What are some skills that we can focus on that will help us be better sales professionals? What are some of the skills that people resist? What does Liz's research process look like? How do we build out our own process? Key Takeaways It is time for women to reframe what it is to sell, create influence, and generate confidence We can't avoid the thing that keeps us in business - SALES Focus on how you want to be.  We get to choose this, we should lean into this. Sales many times is a love-hate relationship Love the work, but hate the idea of stepping into the role of the salesperson. When we step into this mindset, we create a fatal business strategy If you are reluctant to sell, or have a hatred toward it, it means you are doing it wrong. Common Mistakes Feel like you have to talk about yourself - Best way to combat this - ask questions, listen, relax. Showing up as self-serving rather than self-confident Don't get stuck up in your head. Within the first few moments, the client may decide "you are not it". Authenticity is not a strategy.  You don't learn to be authentic.  You are, or you are not. If you have crappy skills, it does not matter how authentic you are. You have to be you. If it does not feel right, it likely is not. You have an option to change your language.  Stop, figure out a way that resonates with you. If you are using words or a process that is not yours, it's like running around with someone else's clothes.  You'll never feel comfortable. The human element will always be a part of the process. Think Heart to Heart instead of just Head to Head Fit - "we are a good match" Inspired Action - what can I do that can inspire me right now to do what I need to do to move things forward. "If it's on paper, it is something that I thought was important" Knowing/Doing Gap - I know what I need to do, but I'm not doing it.  Break the problem into multiple pieces, smaller parts. Too many people drop the ball because they do not want to stay in the process. If you are going to do the activity, build a process around it to ensure success. People Skills/Communication Skills - We are human beings talking to other human beings. People do not like "being closed", they do like buying things, and solving problems. Empathize from your heart, not your head. Drive-by empathy does not make an impact. Hone/refine your prospecting skills.  Is your prospecting approach a cold-call version of an email?  Are you barging into their inbox?  If so - this is a virtual sales pitch that will get you nowhere. Differentiate yourself. When prospecting - leave out all of the stupid stuff that makes people roll their eyes.  Know the pains, challenges, issues, headaches, heartaches.  Get in their world. Make it about them, their world, not your world. Follow-up - These days people are either failing to follow-up or using improper follow-up - This is the main reason sales pros are losing sales. "You want to give yourself a raise? Improve your follow-up" Liz After the 10th follow-up, they just give up. Follow-up is not a task, it is a process. Honesty is always welcomed - this is an expectation you can set. Ask better questions - GOOD, emotional, questions. Your process is personal.  If you have closed business, you can map out this process.  Create the steps, what does it look like when you pull the path apart, and put it back together? Don't drop the ball in your process. Don't make the prospect feel like they are being forced through your process. Take a personal approach, remember the 1:1 relationships, don't make assumptions, ask better questions. If you don't get the sale - get the lesson.  See if there was a lesson you were supposed to learn.  Assess the situation. There is a nugget in there you can apply to the next sale. Show Links Sell Without Selling Your Soul Liz's Website Liz's Twitter Liz's LinkedIn Catalyst Sale Podcast Episode with Christie Walters Catalyst Sale Podcast Episode with Christie & Jeff Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.  

Liz Wendling of Insight Business Consultants of Littleton and Skyler Schissler of World Ventures Travel Club on lead generation, dressing for success and closing questions. Cut off at the end but good content.

Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world. Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages - Liz There are so many gems in this episode, we can't possibly list all of the salient points Liz makes here.  Some highlights to listen for, include: Why movies like Glengarry Glen Ross have skewed our view of sales Why serving, listening, and sharing are not selling Why technology is killing your business  

Ever seen this in Twitter? "Thanks for the follow! Download my cool thing. [link]" I have, and it's awkward as hell. I just met you and I'm doing what everyone else is doing -- I'm asking, "What's in it for me? This is a critical mistake most businesses make online because it overlooks a critical step in social networking and that is to building rapport and relationship FIRST before asking me to take an action. Our guest Liz Wendling shares the tips and strategies on how to be normal online and grow your business by using these powerful online tools in a purposeful way.

Whether you are a small business owner or in sales, this show will provide you with some words to use in your sales conversations. Often we don't ask for the sale because we're afraid of rejection, or we've been using sales pitches, not sales conversations. Liz Wendling is the Sales Coach for Women and share some insights on asking for the sale. For more tools for small business owners, visit www.AlignedPerformance.com