Podcasts about sales episode

In this latest installment of "Building Great Sales Teams," Doug continues to expand upon #ThePlaybook, offering valuable insights and strategies. In this episode, our focus is squarely on Customer Relationship Management systems (CRMs). Doug unveils an ingenious hack that's likely eluded many, promising to be a game-changer in the realm of sales. Whether you're a seasoned sales professional or just starting out, this episode is packed with knowledge and innovation that you won't want to miss. Sit back, relax, and get ready to supercharge your CRM skills with Doug's expert guidance. Enjoy the ride!

Sharing money wins - you either love them or hate them! Some people find them super tacky and icky, but I find when they're shared with integrity, passion and strategy, it helps to build your credibility and authority, attracts the driver buyer and helps to redefine others' money mindsets. In today's episode, I'm going DEEP into why sharing money wins in your business is a hill I will die on - as long as it's done in an ethical way! To help you do this, I'm sharing my favorite technique (which can also be used to break up with your boo, if you're ready for that

As you can tell from this sales series so far, I LOVE sales and I'm obsessed with geeking out over sales psychology. In today's episode, I want to take you inside my brain and hopefully open up a new perspective on sales and why you need to work more on sales psychology. If you're feeling that things just aren't hitting right now and your buyers aren't connecting with you, infusing psychology into your marketing and sales techniques is probably exactly what you need to start boosting your income again. So, if you're ready to start making sales again, sit back and tune in to episode 4 of this sales series. In this episode, I'm spilling the tea on: Why you need to implement sales psychology in your business The power of data-driven marketing How gaining confidence will take your sales to the next level Avoiding becoming a carbon copy of someone else and standing out from the crowd Episode Breakdown [01:45] What does using sales psychology actually do for you? [03:33] Analyzing data from your past sales [04:45] Gaining true confidence in selling [06:27] Finding your own unique sales process [07:11] Tracking your success in sales [07:41] Creating memorable content [08:48] Learning how to stay in your consumers' minds [12:25] An invitation for you Resources & Links In My World LIVE OFFERINGS Apply for the Sales Expert Minimind Apply for the 6F7F Mastermind July Cohort // Over 50% sold out  Join the No Figures to Six Figures Signature 8 Week Group Program waitlist LOW TICKET & FREE Purchase the replay for The Social Experiment - 2 Hour Live Event Sign up for The CEO Atelier: Our FREE vault of over 20 lessons, downloads & guest speakers LET'S CONNECT FURTHER Join me on Instagram: DM me “Close Friends” to be added to the list See everything else at my website, natashazoryk.com YOU MIGHT ALSO LIKE: Episode 11. 2023 Check-In: Half a Million in Sales Episode 13. Sales Series: Why is No One Buying in 2023? Episode 14. Sales Series: Ditch The Ick, Modern Selling Breakdown

Whether you're beginning a new position in sales or gearing up for 2023 in the same position you've been in, there's something special about starting a new season. The problem is, we let that excitement fade and rarely follow through on the goals we set for ourselves. Mike Fisher, Chief Sales Officer at Sales Bullpen, joins the show to give us a boost in motivation along with a method for sticking to our sales goals all year long. He reminds us of the power of taking ownership of our performance, making strategic plans for sales initiatives, and keeping goals top-of-mind. Ready to make 2023 your best year yet? Press play. **Additional resources from this episode:** - Mike's LinkedIn: [https://www.linkedin.com/in/integrityservicesfisher/](https://www.linkedin.com/in/integrityservicesfisher/) - Episode 24: The Power of Reframing: Uncovering The Hidden Salesperson - Episode 23: Preparing for Sales Calls and Asking Better Probing Questions for Sales - Episode 12: The Selling Skill that Will Better Connect You with Customers

Your Relationship with Sales   Episode #89   In this episode, Nick discusses how your relationship with selling makes or breaks your business and why.

Sales Episode 6

Sales Episode 1

Sales Episode 3: Buffer

Sales Episode 4: How to Conquer Barriers to Purchase

Sales Episode 5

Are you focused on the wrong things to increase sales for your purpose-driven business? Learn what to focus on so you make more money and more impact. The post Creating Space for Sales | Episode #104 appeared first on The Do Business Better School.

Are you focused on the wrong things to increase sales for your purpose-driven business? Learn what to focus on so you make more money and more impact. The post Creating Space for Sales | Episode #104 appeared first on Rank & File.

Today, I am very excited to introduce you to Dr. Andy Luttrell, a social psychologist who has (at least so far) devoted his career to understanding people's opinions. You know I love a good question, and he is mostly curious about those opinions people hold onto really tightly and can't seem to let go of. As he asks on his website, “Why do we hold some views that define us and others that we're happy to change?”  Such an interesting topic, and I am excited to let you hear some of his findings on the science of opinions and how that ties in with persuasion in our conversation today.  Show Notes: [00:06] In today's episode I'm excited to introduce you to Dr. Andy Luttrell, professor and host of the Opinion Science Podcast. [03:15] Andy, a social psychologist, shares about himself and his background.  [05:45] In some cultures, our view of ourselves is ever changing. Others are more fixed. [08:17] Your audience is going to have its own way that it prefers to navigate certain questions. The way you present yourself and your brand image, or the messages you communicate with ought to take that audience's preference into account.  [09:56] Oftentimes, we have to pick what works for our brand and just go with it.  [10:41] If someone sees their stance as rooted in morality, they are often not going to budge.  [11:18] If the message matches the kind of opinion the audience already has, it is going to go further.  [12:49] When we are trying to talk about these moral issues, sometimes we feel like we want to retreat from talking about morals, but that is exactly the dimension that the audience cares about (and has proven to be more persuasive).  [14:54] Are logical arguments the most persuasive or are emotional arguments the most persuasive? It depends on who you are talking to.  [15:56] Most people are not only logical or emotional people. It also depends on the context of what you are talking about.  [17:20] There are all sorts of ways personality variables can come into play with the persuasion process.  [18:34] Anyone has the potential to change their mind. Some personality variables can have to do with one's willingness to engage with certain ideas.  [20:20] Some research shows that we can sell our products or ideas framed in terms of the personality traits that define you best and that is going to have more leverage.  [21:34] The personality of the person you are trying to influence is going to determine which message is going to be most impactful.  [23:29] If we are framing something in terms of a very political audience and the wrong person comes across it, that might actually tarnish the image or backfire. If you are working in a sensitive space, be aware.  [25:45] We have this foundational understanding of persuasion that goes back to the 40's.  [26:07] Persuasion is at the heart of what we do every day. It doesn't feel like we are trying to constantly influence the people around us, but we are talking about our opinions almost all the time.  [27:06] There are always going to be some growing pains in the application process.  [29:09] We can have good guesses but we don't have specificity.  [31:10] If you run the same simulation a dozen times it is not going to go exactly the same in each one. There is a bunch of stuff you can never really account for.  [32:26] You run the risk of chasing things that are not relevant if you have too much to account for.  [33:40] Persuasion is about changing your evaluation of something.  [35:14] A strong opinion is one that people say they will not change and it will be the thing that guides the decisions they make.  [37:22] One place confidence comes from is consensus. If we think most people hold the same opinion, we become confident in it (for better or worse).  [39:46] Strength is an important part of the equation in getting people from one side to another.  [40:19] One interesting way people have looked at persuasion is through self affirmation.  [41:29] You are perfect with room for improvement.  [43:27] Melina shares her closing thoughts. [45:13] Melina's award-winning first book, What Your Customer Wants and Can't Tell You is available on Amazon, Bookshop, Barnes & Noble, Book Depository, and Booktopia.  Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business:

Today I am very excited to have Matej Sucha with me on the show to talk about the importance of applied behavioral economics and the work he has done to help shape the field. As you will hear in our conversation today, there are two fairly distinct camps in the behavioral sciences: the academic research and the applied. While many of us work together, there are different goals for each and there can be disagreement from time to time.  In general, I think most of us see the need for both sides and how they are necessary to help move the entire field forward. Matej is like me, an advocate for behavioral economics being used and shared in business as much as possible, which is why he recently founded and became the Editor in Chief of insideBE.com, which you will hear about on the show, in addition to his work as a managing partner at MINDWORX.  Show Notes: [00:06] In today's episode I'm excited to introduce you to Matej Sucha, managing partner of MINDWORX and founder of insideBE. [02:56] Matej shares about himself, his work, and how he got into behavioral economics.  [04:01] This year they launched insideBE which is an app dedicated to behavioral economics in business.  [05:53] Behavioral economics doesn't have the place it deserves in business. It is still in the phase of early adoption. It is not at the center of attention for businesses. [07:03] We have to put more emphasis on business applications.  [08:43] People want to see more practical business applications.  [10:27] Matej's consultancy mainly focuses on the applications of consumer behavior.  [11:16] They developed their own approach for a behavioral audit in order to know when we should create an intervention and move people in the direction we want them to move.  [11:57] Matej shares one project he was fascinated by.  [14:44] When they included social proof the probability that the person would send their CV went up by 130%.  [15:14] Findings from research can inspire business solutions that are proven to work.  [15:47] Matej shares about an insurance project he worked on that was offering their customers travel insurance one year for free.  [16:56] One of the biggest mistakes that marketers make is that they only focus on how they can motivate their customers.  [19:01] They increase the conversions by understanding and removing the psychological behaviors that stood in the way.  [21:02] The problem is twofold. Companies, salespeople, marketers, and product designers don't even think about understanding the problem and jump to creating the solutions. The second part is that they don't know how to understand the customer and the problem.   [22:29] One tiny insight can help you create amazing solutions.  [24:34] It is about asking the right questions. Why aren't customers doing what you want them to do? [26:08] Often the solution can be really simple.  [29:08] Timing is more important than the message itself. Timing doesn't require a deep knowledge of behavioral science.  [30:27] When you're a business person there is no better place to start than to learn from the amazing work of the greatest minds in the field.  [32:01] There are a lot of great resources available.  [34:16] The purpose of the content they are creating at insideBE is to first and foremost teach people how they can try themselves. The best way to get potential clients excited is to teach them as much as possible.  [37:10] “The next big thing in marketing is not technology. It is psychology.” -Rory Sutherland [37:50] If companies want to gain a competitive edge, it is psychology they should focus on.  [39:59] Melina shares her closing thoughts. [41:40] The Brainy Business was nominated for the best market research podcast of 2021. Vote for The Brainy Business here by August 31! Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business:

Today we are going to be talking about something that is sort of a fact of life whether we like it or not. If you want to live in the world amongst other people and put your personal or professional brand out there, you need to be prepared for negative reviews. This episode was inspired by a long-time listener who has become a friend and colleague – Jeff Pool from the Human Behavior Lab at Texas A&M University. Thankfully, it wasn't inspired by him giving a negative review to The Brainy Business or anything like that. Instead, it was something he suggested a while back could be an interesting episode. It felt like the right time with my book just coming out a couple of months ago now, and the recent behavioral economics analysis of Amazon episode where I talked about the power of social proof and how they popularized reviews.  I also asked the BE Thoughtful Revolution for some insights on what they might like to know or what comes to mind when thinking about negative reviews while creating the content for today's episode. The consensus was based on how to respond to them: Should it be done right away or delayed? Publicly or privately? What tone to use? And more.  Show Notes: [00:07] Today's episode is dedicated to negative reviews. [00:45] If you want to live in the world amongst other people and put your personal or professional brand out there, you need to be prepared for negative reviews. [03:42] Melina shares an email from her friend Kurt Nelson of the Behavioral Grooves podcast hoping I'd get 4.7 stars on my book. [05:11] It is important to accept that negative reviews are coming and just wrap your head around that. [07:54] Why do we feel these so much more and why do they stick with us differently? Why is their weight heavier than positive reviews? [08:23] The reason we even look at or have influence from reviews and testimonials and star ratings (also known as social proof) is because of our natural tendency to herd. [10:21] Negative reviews are triggering our herding instincts and make the subconscious get scared of what could happen if we get too many more of those in the future. [11:43] Reading or otherwise looking at negative reviews makes us focus on them more than the positive ones because of those herding instincts. [13:34] We have a perception about ourselves and the type of person we are: honest, ethical, good at what we do. When we are confronted with information that threatens that perspective our brains really don't like it, we want to resolve that cognitive dissonance. [15:12] Even though you don't like it, there is probably some kernel of truth in the negative thing someone had to say about you or your brand. What if you looked for the learning opportunity in a negative review? [17:00] Don't ostrich – It may be tempting to avoid reading the reviews because they can be painful, but not knowing what people are saying doesn't make it so they don't feel that way (and aren't sharing with others). [18:48] In general, yes, you should respond to all the comments you get, both good and bad. And, tempting as it may be, don't delete negative comments. (If they are profane or blatant lies it could be an exception, but in general, this is not a good practice.) [20:12] People aren't often expecting any response, let alone a kind and open-minded one. You will be surprised at how many people you can bring back around to your side. [23:12] It is best to respond to the person wherever they posted to begin with. [24:30] You want and need that public acknowledgment for all the future people who see the comment. [27:39] Treating this person as a human who deserves kindness triggered some reciprocity and encouraged them to act in kind and, as far as I know, keep listening and following me. [28:29] Not everyone is your customer and that is ok! There are so many people out there who you can or will resonate with; focus on them. [30:54] It is really important to know what you are about, who you are for, and why you do the things you do before you are confronted with a negative review that addresses one of those things. [33:39] The lesson is to know your customer and identify what matters to your brand when you are in a cold state, so you can know what to take to heart and change, and what can be heard and let go of without having to constantly address your strategy. [34:08] There are some times where it makes sense to say you are sorry, of course, but in general, you don't need to (and actually shouldn't). [35:29] You can absolutely acknowledge their feelings, but you don't have to say “sorry” to do that. [37:30] When you identify what matters to you and your company in that cold state, it is also important to know about your brand voice. [38:56] For most brands, it is best to be respectful and kind in your correspondence with customers and others in public and in private. [40:05] Do what you can to reframe your perception to see the opportunity in a negative review. [40:18] Hating negative reviews is natural because of our herding instincts, focusing illusion, fundamental attribution error, and cognitive dissonance, but thankfully understanding that can help you feel better about addressing them, overcoming your instincts that might not be the best initial response, and letting you give the reviewer the benefit of the doubt when crafting responses. [41:08] Don't jump to apologizing. More often than not it will not work well. [41:21] Melina shares her closing thoughts.  [41:23] The Brainy Business was nominated for the best market research podcast of 2021. Vote for The Brainy Business here by August 31! Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business:

I know these behavioral economics analysis episodes are very popular. The ones on Starbucks and Peloton have quickly risen through the ranks to become the third and fourth most downloaded episodes ever on the show (and as we are on the precipice of our 3 year anniversary that is a pretty big feat!). There are also analysis episodes on Apple Card, Costco, and Disney and as you know today we will be talking about Amazon.  I am so honored to announce that What Your Customer Wants and Can't Tell You is now an award-winning book! The International Book Awards were just announced and my book was a finalist in two categories. According to their website and press release, books published from January 2019 to May 2021 were eligible and there were over 2000 entries amongst the various categories.  Show Notes: [00:08] Today's episode is a behavioral economics analysis of Amazon. [01:50] I am so honored to announce that What Your Customer Wants and Can't Tell You is now an award-winning book! [03:27] In case this is your first behavioral economics analysis episode with The Brainy Business, what you can expect is a fairly rapid-fire list of things I see from Amazon where they are using tactics that tie back to concepts from behavioral economics. [06:05] And this gets to the first and possibly most important piece of behavioral science built into the entire company of Amazon, which comes back to the biggest mistake I have said time and again most businesses make when trying to implement behavioral science into their work or just working on most projects: understanding the REAL problem you are trying to solve. [06:43] Taking the time upfront to understand the behavior that needs to be changed and what might be motivating it (and on the flip side, how to make it easy for people to change) is so important to the success of Amazon. [08:28] Truly understanding the problem before jumping into a solution is incredibly important for every business. [09:01] This brings me to another cool way that Amazon thinks differently by reframing its approach to projects. Matthew Confer and I talked about this on his recent episode on The Brainy Business, and it is called the “press release method” or the “working backward” method. [10:10] This simple mental shift, framing the project differently, can help people get out of their myopic approach to what is in front of them and ask some great questions. [11:11] Reframing with the press release method can help you to ask the right questions early enough and avoid potential cataclysmic failures. [11:29] Amazon really took herding and social proof to a new level. [12:17] Star ratings, reviews, and recommendations for what other people “like us” have done before are hugely influential in getting someone to buy. [14:02] With books, they also let you overcome that additional uncertainty by reading a few pages and taking a peek inside. [14:45] The more people who use Amazon, the better it gets. There are more options to buy from, sellers are heavily influenced to keep honest and sell good stuff or they will get bad ratings. [16:04] To help overcome the loss aversion and fear of regret, Amazon makes most returns incredibly easy. [17:17] Another way Amazon makes it easy to buy is with their 1 click purchase set up. [18:54] Simplicity and reduced friction while working with the brain makes a huge difference. [19:23] It is so important to talk about the Prime membership at Amazon. Paid on an annual basis, there are lots of perks and benefits from being a Prime member, the biggest arguably being free 2-day shipping on a huge number of items. [22:27] If you create a huge amount of value that drives loyalty and other purchases and engagement and revenue, the subscription is more of a mechanism to build the habit. And, as we are seeing from Amazon, can be far more valuable than the cost of the membership. [23:26] Look for the value you can create to make it an amazing deal that people will love and want to talk about and you're likely on the right track. [24:44] If you are selling items, it may feel like you are being pushy to have the default be a subscription and let someone self-select to change to a single-time purchase, but that is all in your logical conscious brain. As long as you are creating value and helping someone get something they want and need, there is likely a great value to them in offering a subscription or membership or whatever the somewhat scary suggestion might be. [26:28] The main concepts with Prime Day are loss aversion and scarcity. Time pressure from short-term offers with limited quantities makes people overcome their risk aversion and become very loss averse. Scarcity with herding makes us feel something is a great value and want to jump on offers. [28:07] With how easily our brains get overwhelmed, it is amazing that the 200 million Prime subscribers are able to find what they need and buy it so quickly (across Amazon, half of purchases are made in 15 minutes or less). [31:17] They make an unbelievable amount of information seem almost effortless, which is an amazing feat when you think about it. [31:54] Melina's Top 3 Tips for Incorporating These Lessons: 1) You need to spend more time thinking about the problem you are trying to solve. [32:35] 2) Use social proof and herding whenever you can. [33:11] 3) Make suggestions! People don't always know what they want, so help them find their path. [34:19] Melina shares her closing thoughts.  [34:24] Melina's first book, What Your Customer Wants and Can't Tell You is officially available on Amazon, Bookshop, Barnes & Noble, Book Depository, and Booktopia.  Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business:

Season 7 SALES Episode 73 Introduces the art of the sale, which is the lifeline for your business.  The Beauty Boss Millionaire will sharpen your selling skills with easy and effective methods.      LISTENER SUPPORT  2. Review, rate & share this episode to help more people access this business guidance.  3.  Support this show with a one-time donation to give thanks to the host. 4. Sign up for the BBM Patron  Course,  for business coaching sessions with Falicia Fracassi, patron-only episodes, group chats and Members Only T Shirts.     Advertising, Affiliate and Interview Inquiries   Email BeautyBossMillionaire@gmail.com 

Today I am beyond excited to have Bob Cialdini here to talk about the newly expanded version of his book Influence. There are 220 additional pages and a 7th principle of persuasion that has been added, which he explains in the conversation.  If you've been listening to the podcast for a while or have a background in behavioral economics, behavioral science, or psychology, you have likely heard the name “Cialdini.” His work paved the way for so many careers and I'm pleased to report that he is just an incredibly nice person who is a delight to talk to.  During our conversation, you will notice that I ask questions from listeners just like you – how exciting is that? These questions were posed from within my free global community of behavioral economics and behavioral science enthusiasts, the BE Thoughtful Revolution, which you can join today, and maybe you'll hear a future guest answer one of your questions during the show!  Show Notes: [00:08] In today's episode I am so excited to be speaking with Dr. Robert Cialdini about the newly expanded version of his globally acclaimed book, Influence. [01:17] Cialdini's work paved the way for so many careers [03:07] Bob shares more about who he is and what he does. He is a behavioral scientist with an emphasis on persuasion and social influence.  [05:52] He found a small footprint of principles that seemed to be employed in all the professions he studies and he decided to write a book on the topic.  [08:18] Bob shares the first six principles that he talks about in the book. The first is reciprocity—that people will give back to people that have given to them first.  [09:27] The second principle is liking—we like to say yes to those we know and like. We can identify genuine similarities that exist between us and then raise them to consciousness. We can also give genuine compliments.  [10:22] The third principle is social proof. When people are uncertain they don't look inside themselves for answers so they look outside. One key place they look is to their peers.  [12:55] The fourth principle is authority.  Besides looking at peers the other principal source they look to for information is the voices of experts or authorities of the topic.  [13:41] The fifth principle is commitment and consistency. We all have a preference to be consistent with what we have already said and done especially in public.  [15:00] The sixth principle is scarcity. We want more of those things we have less of. We find those things that are scarce, rare, and dwindling in availability more attractive.  [15:47] After writing the first six principles, he started to recognize that there was one principle he had missed. The seventh principle is unity.  [18:55] Bob shares his story and lesson about the Cuban Missile Crisis.  [20:37] It turned out that Kennedy had an act of reciprocation in place and had not drawn a hard line as many thought.   [21:54] It was a reciprocal concession that helped end the Cuban Missile Crisis.  [23:48] It turns out if you look at loyalty and advocacy of your product and service it is not a problem-free experience they are looking for. Instead, it is a problem freed experience. Bob shares a problem that was resolved in favor of the customer.   [25:04] There are going to be mistakes and bobbles. If those people can then resolve the problems quickly that is what is perceived as a special kind of gift to the customer who then feels obligated to give something special in return.  [26:08] When there are mistakes, there should be budgets available to allow you to fix that mistake.  [28:07] If there is a problem, it is an opportunity to have this reciprocity benefit.  [29:13] Melina asks a listener question from Adnan: “How do your strategies of influence adapt to a digital world, for example, social media?” [31:05] The platforms and delivery systems on which those principles are presented can change but the principles don't change. [32:18] One principle has gained greater traction than all the others with the advent of the internet and that is social proof. People now have access to the views of others all around them. 98% of people check product reviews before making a purchase.  [34:01] Another listener question from Brant: “As people are becoming more familiar with the principles of persuasion and know they are there, are they less effective now?” We should not resist those principles being employed on us if they are being employed honestly.  [36:44] Where it is true, we want people to use these principles on us. They inform us.  We have to guard against the manipulation and counterfeit of these principles.  [38:18] We have to be in a position to reward those who use these principles to inform us properly, but we have to sting those people who undercut their validity.   [40:11] When he wrote the first edition of the book there were no prior readers so he sent out an invitation for the readers to send him an account of when they witnessed the principles working on or for them successfully. He included Readers' Reports throughout the most recent edition.  [42:21] He is thinking about writing his next book as all readers' reports with a comment from him on each.  [43:01] Bob shares a story of the unity principle working for him after he recognized its power.  [46:00] Melina shares her closing thoughts.  [48:33] Melina's first book, What Your Customer Wants and Can't Tell You is officially available on Amazon, Bookshop, Barnes & Noble, Book Depository, and Booktopia.  Thanks for listening. Don't forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let's connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Join the BE Thoughtful Revolution – our free behavioral economics community, and keep the conversation going! More from The Brainy Business:

Today I am very excited to have Stephen M. R. Covey with us on the show today.  In case his name sounds familiar, it’s because his father Dr. Stephen Covey wrote The 7 Habits of Highly Effective People—one of the best known and most highly acclaimed business books of all time. And his son (our guest) has done some very amazing things in his career as well, living on that family legacy of greatness. As president and CEO of Covey Leadership Center, Stephen nearly doubled revenues while increasing profits by 12 times. During that period, the company expanded throughout the world into over 40 countries, greatly increasing the value of the brand and enterprise. The company was valued at $2.4 million when Stephen was named CEO, and, within three years, he had grown shareholder value to $160 million in a merger he orchestrated with Franklin Quest to form FranklinCovey. His book The Speed of Trust: The One Thing That Changes Everything, has sold more than 2 million copies and is a fantastic read. While it isn’t specifically naming concepts of behavioral economics, as you’ll hear in the episode it is very well rooted in that space. Today Stephen will share his “economics of trust” equation plus a bonus qualitative measure of trust that didn’t make it into the book. (Stick around until the end to hear that.) He also touches on some of the 13 behaviors that lead to great trust, so it is all about the behavior and economics of trust.  Show Notes: [00:08] In today’s episode I’m very excited to introduce you to Stephen M.R. Covey to discuss his book, The Speed of Trust. [02:35] Stephen will share with you his “economics of trust” equation plus a bonus qualitative measure of trust that didn’t make it into the book [04:47] Stephen shares about himself and his father.   [06:25] He has a feeling of stewardship and responsibility to try to carry on his father’s legacy and the great work he has done. He is very proud of his heritage.  [08:41] In his case there was somewhat a transference of trust from his father to him, but not completely. He had to earn it as well.   [10:20] Stephen shares his experience with a large group of naysayers in the merger and how trust made it work.  [11:49] There is a risk to get real and be transparent, but there is a greater risk of not doing it.  [12:31] The power of going first—of being transparent and vulnerable—invites reciprocity back. The vast majority reciprocate and that is powerful.   [15:40] The key to influence is to first be influenced. In the words of his father, “Seek first to understand and then to be understood.” [16:27] Understanding is not necessarily agreement. If people feel understood they feel much more open to your influence.   [17:29] Trust affects everything. Trust is also learnable as a skill.  [18:50] Trust always affects two measurable outcomes: speed and cost. When the trust goes down in any relationship in an environment you will always find that the speed goes down with it and the cost goes up. That is a low-trust tax.  [19:56] When the trust goes up in a relationship, the speed goes up and the cost comes down. That is a high-trust dividend.   [22:34] Stephen shares a few illustrations of the speed of trust from his book.   [23:24] Client referrals offer a transference of trust.   [26:31] Nothing is as fast as the speed of trust. Nothing is as profitable as the economics of trust.   [28:21] The cost of distrust is very real. The speed goes down and the cost comes up.  [31:19] Smart trust is having your propensity to trust and balancing that with your analysis. Start with the heart and you will see possibilities you would never see otherwise. Then balance that with your head.  [33:46] The vast majority of people respond well to being trusted and they rise to the occasion. They perform better, develop capabilities, and reciprocate by giving the trust back to you.  [36:02] Most leaders can be far more trusting than they are being. Our big challenge is that we are not trusting enough.  [37:47] There is actually more control in a high trust culture than there is in a rules-based culture.  [39:02] Two great practices are to declare your intent and assume positive intent as a starting point. Be trusting as well as trustworthy.  [41:19] It can help you build trust enormously well and fast to have a process for accountability upfront.   [43:01] Energy and joy are the two keys on the qualitative side. When the trust goes up in a relationship, the energy and joy in all forms go up with it.  [45:01] In high trust cultures people are more energized, more engaged, less stressed, and less burned out.  [47:13] Inspiration is the new engagement.  Inspired employees are far more productive than engaged employees.  [47:49] To be trusted is the most inspiring form of human motivation. It brings us the very best in all of us.   [49:44] Melina shares her closing thoughts.  [51:01] Melina’s first book, What Your Customer Wants and Can’t Tell You is officially on presale and available on Amazon, Bookshop, Barnes & Noble, Book Depository, and Booktopia. Buy today and be one of the first to receive a copy when it officially launches May 11, 2021. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business:  

When you have an influential brand, it's much easier to grab the attention of your ideal clients and stand out in a crowded market. One of the biggest complaints I hear from clients and emerging experts is they feel like a Best Kept Secret. If you have great talent, can solve big problems for your clients, and still feel like you are getting passed over for your competition, chances are you aren’t shining brightly enough and people just don’t see you clearly. Listen in on Amplify Your Success Podcast episode 212 as I share how to use these six building blocks of influence to boost up your visibility and gain much needed traction this year. Join in the conversation in the Amplify Your Authority Facebook Group! Key Takeaways What an Influential Brand is and how it elevates you out of “invisibility” Why 2021 is THE YEAR to capitalize on your business superpowers. How to use your signature offering to position your authority (and develop repeatable profits!) Two ideas on how to take the lead with authority platforms (and it’s a game changer for lead generation!) How to use stories, case studies and formulas to establish your brand’s influence My #1 “bold move” to catapult your influence to new levels. The key that consistently successful influential brands use (and it's so simple you can use it now too.)   Resources Mentioned in This Episode: Authority Platforms that Boost Business Influence | Episode 95 How The ROCS Method Exponentially Grows your Sales | Episode 174 Amplify Inner Circle for Experts, Speakers, Service Professionals building a business based on their talent

Do you feel uncomfortable with the idea of selling your services as a coach? Do you feel like you’re not good at sales? If you’re having trouble getting people to say YES on discovery calls and enroll in your packages and programs then this episode is for you.  I talk about why your sales approach isn’t working and what to do about it. And, specifically I reveal the 5 big mistakes most coaches tend to make on their discovery calls, and how to fix them. Complete show notes here: drkimfoster.com/29 Resources & Links: The 4-Part Formula For Replacing Your 9-5 Income With A Coaching Business You Love (my free online training) Business Academy for Coaches (my 4-month flagship group program) The Art of Sales (Episode #007) Impostor Syndrome (Episode #015) Health Coach Squad (my free Facebook Group) The best platform for your coaching practice: Practice Better The landing page program I recommend: Leadpages The email marketing system I recommend: ConvertKit 3 Ways To Get New Clients (my free PDF guide): drkimfoster.com/getnewclients N.B. some links are affiliates.

If you identify as an introvert, you may have wondered if you’re cut out for this entrepreneurial game. All that marketing, self-promotion, visibility stuff...so much easier for the extroverts, right? Well, in this episode I dive into the ADVANTAGES of being an introvert when it comes to building a wellness coaching business, and exactly how you can leverage your strengths when it comes to marketing yourself. (I also talk about my own story, and where I fall on the introverted-extroverted spectrum, if you’re curious about that). Here are some of the things I share in this episode: 6 strategies for marketing yourself as an introvert how to know if you’re an introvert...and how to use it to your advantage what introversion IS and ISN’T how to claim you superpowers as an introvert Get full show notes and more information here:  http://drkimfoster.com/10 Resources: 3 Ways To Get New Clients: drkimfoster.com/getnewclients Quiet by Susan Cain The Art of Sales (Episode #7) LET’S HOP ON A CONSULTATION CALL! LEARN MORE HERE: http://drkimfoster.com/consultation    

Sales is a form of service. You know you have something valuable to offer a potential client, but you may not know how to help them see that. How do you sell through storytelling and a genuine offer? All you have to do is listen to what they need, and answer the “5 Why’s” you’ll learn in this episode. In this info-packed episode: Leave your prospect having taught them something new, regardless of whether they say yes to your offer Filter your clients Use “I” language You are are the differentiator… especially in a saturated market Let your prospect talk The contact method that’s far better than calls or emails when you’re talking with prospects And of course, the 5 Why’s!   Why me? Why you? Why no one else? (Get specific! This isn’t trash talk— give them questions they can ask your competition) Why this? Why now? Find the SmashNotes summary for this episode here.   Episode References: Episode 12: The 5 Obstacles You’ll Face in Sales Episode 3: Balance is Stupid - Try This Instead (work-life integration)   The Straight Truth - Anything other than a yes is a no (or… a not now!)   The One Thing: Shut up and listen when you walk into a sales meeting— they want & need to tell you their pain points; all you have to do is listen.   Connect with Rick on Instagram, Facebook, Twitter, and LinkedIn (@mrrickjordan)   Subscribe and Review on iTunes. Subscribe and Comment on CastBox. Follow on Spotify. Subscribe and Review on Stitcher.   Rick’s company: ReachOut IT   Production Credits

Sales is a form of service. You know you have something valuable to offer a potential client, but you may not know how to help them see that. How do you sell through storytelling and a genuine offer? All you have to do is listen to what they need, and answer the “5 Why’s” you’ll learn in this episode. In this info-packed episode: Leave your prospect having taught them something new, regardless of whether they say yes to your offer Filter your clients Use “I” language You are are the differentiator… especially in a saturated market Let your prospect talk The contact method that’s far better than calls or emails when you’re talking with prospects And of course, the 5 Why’s!   Why me? Why you? Why no one else? (Get specific! This isn’t trash talk— give them questions they can ask your competition) Why this? Why now? Find the SmashNotes summary for this episode here.   Episode References: Episode 12: The 5 Obstacles You’ll Face in Sales Episode 3: Balance is Stupid - Try This Instead (work-life integration)   The Straight Truth - Anything other than a yes is a no (or… a not now!)   The One Thing: Shut up and listen when you walk into a sales meeting— they want & need to tell you their pain points; all you have to do is listen.   Connect with Rick on Instagram, Facebook, Twitter, and LinkedIn (@mrrickjordan)   Subscribe and Review on iTunes. Subscribe and Comment on CastBox. Follow on Spotify. Subscribe and Review on Stitcher.   Rick’s company: ReachOut IT   Production Credits

Last month's theme was storytelling. This month, although our focus has shifted to problem-solving, the following resource addresses both themes in a way that'll encourage you to implement one while strengthening the other. If you want to learn more about how you can become a better problem-solver, you won't want to miss this episode! If […] The post Let’s Talk Sales! Problem Solving in Sales – Episode 163 appeared first on Criteria For Success.

Chuck Zamora, President of Zamora International – The Learning Company.  As his company name suggests, Chuck is an internationally known sales expert, having taught thousands of people, all over the world, to improve their sales and leadership skills.  He’s also the author of “Chuck Zamora’s Little Black Book of Quotes.” Chuck started his career as a teacher…Continue reading ➞ Chuck Zamora, Breaking Down the Best Secret in Sales – Episode 21

Chuck Zamora, President of Zamora International – The Learning Company.  As his company name suggests, Chuck is an internationally known sales expert, having taught thousands of people, all over the world, to improve their sales and leadership skills.  He's also the author of “Chuck Zamora's Little Black Book of Quotes.” Chuck started his career as a teacher…Continue reading ➞ Chuck Zamora, Breaking Down the Best Secret in Sales – Episode 21The post Chuck Zamora, Breaking Down the Best Secret in Sales – Episode 21 first appeared on Mike Malatesta.

As a professional salesperson, did you even realize that there is a social environment in business in sales? If you did, you were probably one of the more successful salespeople in your organization. If you didn't, you probably aren't. That is one of the takeaways from this conversation with Christian Madsbjerg, author of the new book, “Sensemaking.” Anthony believes his book is the must-read book of 2018 for every business person. It's a treatise on the intersection of AI and culture and makes a case for how AI must be made to enhance and serve human culture in the end. This is a fascinating conversation for salespeople who want to understand how to maximize the human side of sales. Christian Madsbjerg on The Social Environment of Business and #Sales - Episode 111 of #InTheArena with @IannarinoClick To Tweet Is a good sale the optimized one or the convincing one? AI is being introduced into the sales profession at an unprecedented pace. The optimization of sales cycles and sequences through AI is at the forefront the minds of many who are charged with increasing the bottom line through product and service sales. In this conversation, Christian asks if the best sale is the convincing one or the one that is best optimized? In his thinking, our infatuation with refining processes and building out great systems has us thinking a bit askew. Find out why a good sale is the convincing one and why only human beings can do the kind of convincing needed to put the right product in the hands of the person who truly needs it. Computers don’t care - humans do Anthony has long believed and said that caring is the currency of success in business and in sales. In the end, the person who cares more is the one who will be most trusted and therefore most successful. Christian Madsbjerg makes an intriguing case for a stronger understanding of and reliance on human intuition, cultural understanding, and social appropriateness as tools that can fuel long-term success in sales relationships. It's too much to contain in a short paragraph like this so you need to make sure that you listen to this conversation to hear Christian’s masterful way of describing it. Computers don’t care - #humans do. It’s vital to maintain that objective understanding in business - especially in #sales. Hear Christian Madsbjerg explain on this episode of #InTheArena with @IannarinoClick To Tweet There is a third kind of knowledge that all sales professionals need The first type of knowledge we all possess is subjective or preferential. Some examples are that you may feel that one type of sound is too loud or a certain type of food is too spicy. Then there’s the kind of knowledge that we can measure. But Christian points out that there’s a third kind of knowledge - one he calls an “intersubjective” kind. It’s social or cultural in nature. Examples: We know how far to stand from each other at a party. We know how loudly we should speak. This is another type of knowledge that can’t be measured, but it’s a kind that is critical in the business world. If you only rely on data sets to tell you about your customers, you make big mistakes because you’re not relying enough on your innate human ability to understand others and what that understanding tells you about their needs. Sound helpful for a sales professional? You bet it is. Listen to hear more, on this episode. What is the appropriate use of personal information in the digital age? With the recent outrage over data breaches and inappropriate use of personal data, as well as the advent of the GDPR in the European Union, many questions are being asked about not only the security and privacy of personal data but also its proper use. Christian believes that those who lead companies today need to look beyond the practical leverage they can gain through data sets and begin to ask what benefit their use of data will have to real people. How will the end result for people be BETTER if personal data is used in a par...

Vertriebserfolg gesucht? In der Dr. Sales-Reihe verrät Christopher interessante Tipps und Tricks für deinen Verkauf. In dieser Episode stellt er einen einfachen Trick vor. Mit diesem kannst du deinen Vertriebserfolg verdoppeln. Mit nur einem Trick verdoppelst du deinen Vertriebserfolg. Wirf dafür zunächst einen Blick auf dein letztes Verkaufsgespräch. Wie bist du vorgegangen? Während eine bestimmte Frage im Small Talk alltäglich ist, streiten sich Verkäufer darum, ob sie im Verkaufsgespräch etwas zu suchen hat. Der Psychologe Daniel Howard hat sich mit der erhöhten Empfangsbereitschaft für überredende Botschaften beschäftigt. Dafür arbeitete er mit einer amerikanischen Spendenorganisation gegen Hunger zusammen. Das dortige Call Center machte mit Bürgern Termine zum Kuchenverkauf aus. Mit dem bis dahin verwendeten Telefonskript erzielten die Mitarbeiter eine Zustimmungsrate von achtzehn Prozent. Howard veränderte an dem Skript nur einen Punkt. Dieser verdoppelte das Ergebnis beinahe. Vertriebserfolg durch konsistentes Handeln Was aber hatte zu diesem Signifikanten Anstieg der Zustimmungsrate geführt? Howard hatte die Mitarbeiter des Call Centers darum gebeten, am Anfang des Gesprächs folgende Frage zu stellen: “Wie geht es Ihnen heute?” Mit dieser Frage eröffnest du das Gespräch und da die meisten Menschen hier positiv antworten, geben sie eine erste Zustimmung. Das kannst du für deinen Vertriebserfolg nutzen. Uns Menschen ist konsistentes Handeln wichtig. Das heißt, wenn du eine erste Zustimmung erhältst, folgt meist auch eine zweite. Wie du diese sogenannte “Ja-Straße” nutzen kannst und welchen Satz du aus deinem Telefonskript streichen solltest, erzählt dir Christopher in dieser Dr. Sales-Episode. Shownotes: Ein Verkaufsgespräch eröffnen [1:04]Konsistente Zustimmung [6:05]Die “Ja-Straße” [8:10]

~The Simple Sophisticate, episode #156 ~Subscribe to The Simple Sophisticate: iTunes | Stitcher | iHeartRadio Each time NYC stylist Tiffani Rogers stops by The Simple Sophisticate podcast we begin with a conversation about the most recent trends and fashion events, but then it leads to a life discussion as we both, women in our 30s who are striving to enjoy the everyday, making it our own as well as reach our full potential while learning from the many lessons life abundantly shares with us. And this interview was no different. As mentioned in the title of today's episode, relationships and how to meet new friends and potential romantic partners are both discussed, as well as inching toward 40 and loving it. Tiffani also shares a couple of life lessons she has learned thus far, and we discover there is one approach we both use to remind us that we are doing just fine in this thing called life. Be sure to tune in. Below are all the links, photos and videos discussed on the blog. Style by Tiffani Shop the City - Shopping Guide of Manhattan, use promo code SIMPLYLUX to save 10% Discover Tiffani's styling services: personal wardrobe, bridal, special occasion (online or in person) Did you know you could hire her to be your on-call stylist? Yes! Weekly, Monthly, Yearly or Seasonal check-ins Visit Tiffani's blog for insights into taking care of your wardrobe, shopping and styling ~Past interview with Tiffani Rogers on The Simple Sophisticate: Episode #129: Talking Style, New York City and Sales Episode #111: A Discussion About Quality over Quantity in Fashion and Life ~2017 Met Gala, honoring Comme des Garçons designer Rei Kawakubo. Red Carpet style discussed on the episode: ~Priyanka Chopra in Ralph Lauren~ ~Gisele Bündchen in Stella McCartney~ ~Katy Perry in Comme des Garçon~ ~Blake Lively in Burberry~ ~Watch Norma Kamali video on the difference between 21 and 71 here    ~Petit Plaisir ~Blueberry & Rhubarb Crostata, find the recipe here. Download the Episode

http://www.GetPublishedTV.com Virtual Book Tour can genereate a lot of sales. In this episode Dale explains how we got a new microphone to eliminate the annoying buzzing. He shares with you what a virtual book tour or launch is and how to go about holding one. There are other episodes on Get Published TV about regular book launches so make sure you check them out and don't forget to leave comments. By GetPublishedTV Tags : book, launch, tour, virtual