Authentic Persuasion Show: Recent Episodes
Jason Cutter
The Authentic Persuasion show is a 5x a week show with one goal – to help you be more effective in your sales career or with running your sales team. Jason Cutter brings his nearly 20 years of sales/leadership experience with this updated podcast centered around his book: Selling With Authentic Persuasion. If he can do it (a guy with a marine biology degree), then you can to!
The guests and topics will provide insights on how to do your part in shifting the way that sales is done, moving to being a profession that you can be proud of and prospects actually want to buy from.
This show is for you if you: A) Are in sales, but think there is a chance you are acting more like an Order Taker B) Are looking for new ways to improve your selling effectiveness C) Have found that you aren’t a fan of most sales ‘tactics’ D) Just want to round out your sales podcast library with something different!
The show was previously titled The Sales Experience Podcast, with 310 episodes published before the change. That means there is a ton you can go back to for inspiration and advice.
Make sure to subscribe, and for more about Jason, the book, and sales, go to – www.jasoncutter.com
How does persistence help you to be successful in sales? What is holding you back in making that 2nd call attempt? As someone who is in sales, it is not just about calling or emailing once, you have to be persistent and determined in the right way. If you are not reaching out to your […]
What is the difference between leaders and managers? How can you be a leader in your sales conversations? Your job in sales is to help people in a way that benefits them, not just yourself. You are there to help them to get to a better place and make necessary changes. In this episode, I […]
“I don’t wanna change a KPI for a day. I wanna change a behavior. And I think that’s what we focus on is how do I change that behavior for a lifetime instead of the KPI for a day?” – Todd In this episode, you will be listening to the aftershow with Todd Smith. This […]
What role does gamification play in a sales operation? In what ways can you motivate your sales teams to do their best at all times? You can really tell the difference between a solid close-knit team and one that’s not. It would be great to be in a team that feels like a family, and […]
Why is it important to focus on the sales experience? Why do some companies don’t focus on it? A lot of sales organizations think it’s just the numbers. If we make enough dials, if we knock on enough doors, if we set enough appointments, if we, if we make people sit through enough demos, we […]
What is mystery shopping? What are some lessons that we can learn from it? If you’re in sales, an individual contributor, or a salesperson, this is super important for you because this is the difference between winning and losing. In this episode, I talk about a mystery shopping lesson, which is speed to lead. Learn […]
What is it like to be an order taker? What is the role of this type of salesperson? If you’re still not getting the results that you want, it could be some other things that are out there that are causing you to not be as effective. In this episode, I talk about understanding the […]
“Sales is the ultimate entrepreneur of the corporate world. You are the entrepreneurs and what you put into it, how you invest in your customer, and how you create solutions is going to be to your benefit.” – Ronnell In this episode, you will be listening to the aftershow with Ronnell Richards. This is a […]
Why is it important to understand the “why”? What motivates you to continue doing the things that you believe are valuable? For us to succeed in sales, we need to understand the fundamentals of our profession. It is crucial to understand your own “why” in life. In this episode, Ronnell Richards from Business & Bourbon […]
How did the Authentic Persuasion Show come about? What inspired me to keep creating content and reach 500 episodes? This is an exciting milestone of mine and I would like to take this occasion to acknowledge and celebrate where this podcast came from, and where it is now. Learn more about my story and the […]
What is one thing that most people hate? Could you also be one who is afraid of it? In this solo episode, I talk about the fear of change, and how should you manage to adapt to a change initiated by your sales leaders. For people in sales roles, you know what that’s like when […]
What value does a vision board have? How do you actually make one? In this episode, I talk about the importance of having a vision board. It’s never too late to make a vision board. For those who don’t have one, or never heard of it, go to jasoncutter.com, and there is a link on […]
“What I’ve seen in the collection space, is the most effective collectors take on a lot of what we do, which is relationship building, being empathetic, and being very soft about the approach” In this episode, you will be listening to the aftershow with Teresa Dodson. This is a casual conversation, off the cuff, and […]
How do you successfully build relationships with your customers? Why is it more important to listen to understand, than to listen to reply? A lot of people believe that retention starts after the client is enrolled, and that’s totally not true. Retention starts the minute you are on the phone with the customer, talking for […]
How do you find creativity in the sales process? Why is this such an important sales success trait? This is a huge separator between the unsuccessful salespeople and the successful, based on results, and closing deals. The key to creativity is it’s all about solving problems. In this episode, I talk about finding creativity in […]
Why do you not have a sales process in your organization? Why is having a sales process so important? You need to have a sales process built out in your team, such that every single member of the team is doing it the same way. You will get more success as a team when you […]
How do set a strong and effective follow-up to your prospects? What are some challenges that you face during this stage? You will never close 100% of your deals, but you can move the needle in your favor by getting effective follow-ups. In this episode, I talk about facing follow-ups in your sales process. Learn […]
“There’s no room for ego, no room for ego in this company. If you feel bad about us posting that you haven’t been performing and updating your metrics, then maybe this is not the right place for you.” – Assaf In this episode, you will be listening to the aftershow with Assaf Cohen. This is […]
What are some things you should consider in starting up a business? How does authentic persuasion apply to this? You just don’t get into a business for the sake of running a business. You should understand the marketplace and the customers that you want to serve. In this episode, Assaf Cohen from Pay.com and I, […]
How do you execute urgency in an effective way? What can be some of the problems with urgency? Urgency is the part when done wrong, it just feels super gross. It’s when you think of sales and you think of that pushy person who’s only focused on their goals to help you buy, to make […]
How can confidence help you persuade your prospects? How do you build it up in your self? There’s one thing that is the most important part of being successful in sales and in most things of life. When you have it, in what you’re saying in yourself and in your sales conversations, you can sell […]
What role do hope and trust bring as you deal with your prospects? How do you develop this attribute within yourself? To be successful in sales, you really need to make it all about your prospects. Take what you learned about them, the information you found out about why they want what it is that […]
What gets in the way for you to close more deals? Are you able to identify your own personal objections? If you want to be successful in sales, make sure that you’re aware all the time of what objections you are bringing with you into your sales role, and what are you putting on other […]
What impression are you leaving with your prospects? What are some factors that cause you to struggle with sales conversations? You must understand fully how your prospect sees you and your approach if you want to be successful in sales. Always be aware of what they might think your intentions are. In this solo episode, […]
Why is empathy so important in order to be an authentic persuader? How can you develop this attribute? When you are asking questions and you do it in a way where you actually want to know the answers, this will lead you to listen more than you speak. In this episode, I talk about embracing […]
“Teaching me the value of hard work and money was something that my dad was really good at. And it’s still working today” – Brad Everyone has their own success story, and some can influence others to reach their own way of success. In this episode, you will be listening to the aftershow with Brad […]
How do you drive your sales team to achieve their goals? What are some effective strategies to help them scale? Technology these days has played a big role in identifying problems and challenges that are getting in the way to success, and there are softwares out there that can really help you identify it and […]
Why is curiosity important to be successful in your sales role? What things should you be curious about? In sales, you need to be curious about everything to do with what you’re selling, how it works and the value it’s giving to your prospects. If you want to move to quota breaker status, and be […]
When will you know it’s time for you to finally talk to some prospects? How do you get yourself ready for it? If you’re new to sales, a lot of you who have the natural tendency to want to be in sales would want to dive in right away. While other people on the other […]
How do you define success in the world of sales? How can you improve in facilitating your customers? I believe your job as a salesperson is to pull people along towards your vision for them. The only way to be successful is to make it all about them and make them feel safe. In this […]
“When people do pick up [the phone], we’re encouraging them, we’re providing them the services they need in a way that’s positive, not pushing people through.” – Tyler How do you handle the stigma where people avoid answering phone calls, thinking they are scammers? How do you differentiate your organization from these folks? In this […]
What value are you bringing to the people you engage with? As a leader, how can you more effectively motivate your people? If a person is trying to reach out, it is because they don’t know or is not sure of something, and they are looking for some guidance on your part. Always remember to […]
Why does extrinsic motivation only work so much? What is the downside of this strategy? Most people are conditioned to focus on extrinsic motivation, especially if you are in sales. This tradition is just handed down over time, and salespeople are just so used to it. In this solo episode, I talk about how extrinsic […]
What do you do when your prospects think they can do it on their own? How do you handle this scenario as a sales professional? A lot of salespeople want to fight, use rebuttals, and convince the prospect that they are engaging with. There are some who would manipulate, trick, or bribe them with a […]
What keeps your customers from moving forward in your sales conversations? How do you earn their trust? If you remember from the authentic persuasion pathway, there are five pillars, and you have to go through those parts of the process to have an effective and complete sale. In this episode, I talk about the importance […]
“I think sales forecasting is super important. Forecasting allows us not just understand revenue, but also people growth.” – Phil There are things that you or your organization itself might be missing as to why you are not scaling. It is important that you follow a standard sales process in order to be successful. In […]
Why is it important to have that connection with your prospects? How do you create a connection? As a sales professional, you don’t need to fill the air with garbage. However, you will need to share what’s important. And if you can listen, and give heed to people, saying less is often even more powerful. […]
Should I try to sell via email or text? My prospects keep telling me they do not have the budget, what should I do? In this episode, I continue with having Part 8 of my question and answer segment. I really want to help everyone in sales, it’s part of my mission, to help facilitate […]
Are you over-automating your sales process? Is this strategy overall a bad thing for your success in sales? In most areas of our lives, there’s no reason to be doing the things that you don’t have to be doing because technology is there. There’s a lot of things that used to be done manually that […]
How do you adapt to a new strategy that your company or leader carries out? Why is it important as a sales professional to be open to change? If your leaders are asking you to do or change something different, the reason is that they feel it’s going to help them succeed on that mission […]
“If people are impatient, you need to have a conversation with them really early on that that is engaged with something that they’re interested in.” – Kevin Daly Consumers these days just have less patience. As a salesperson, in charge of directing them to the right path, you’ve gotta be mindful and empathetic of that. […]
How can quality conversations affect our success in sales? What can you do to improve on this aspect as a salesperson? You need to make every conversation count. As a salesperson, your role is to guide your customers to the right path whether it is beneficial for both of you or not. In this episode, […]
What are some challenges that you face in getting personal information? How do you deal with personal doubts in your products or service? A sales process is a formula that you have to follow. No matter what you’re selling, no matter who you’re selling to, it is the fundamentals that need to be a part […]
What should you do if you aren’t that smooth enough during your sales process yet? How do you respond when you don’t know the answer to a question? The normal response from new salespeople is they get concerned, and scared, and they anticipate that the customer is not gonna put up with it, then that […]
How do you overcome objections that come your way? What if your own objection is yourself? This is the number one thing that people usually have challenges with within their selling process. Sometimes other selling strategies will work on the clients who have not moved forward, but most of the time it won’t. In this […]
“In the sales world, I’m gonna be my own trainer sometimes, I’m gonna be my own support staff sometimes, but I can’t ever stop investing in learning more.” – Jay In this episode, you will be listening to the aftershow with Jay Hammans. This is a casual conversation, off the cuff, and unscripted. Learn more […]
How do you prepare to become a leader? Are you ready if an instant opportunity to become one comes for you? Being a good salesperson and a sales professional is actually being a leader of the prospect and being the guide, and the leader that they would want to follow. In this episode, Jay Hammans […]
What is the contrast between enrolling and selling? And how are they relevant to each other? When we talk about sales, it generally has a connotation of something I’m doing to you. Now when somebody is enrolling in something, they’re actually signing up, and it’s more of a process. In this episode, I talk about […]
How long should you take your conversations before moving to the quotation part? How does this impact your success? A lot of times salespeople get in the mode where they just wanna rush to that point, and the challenge is that you make it feel like an unpleasant sales experience. In this solo episode, I […]
Do you recognize your primary greatest fear? Why is it important to understand and overcome your fears? Most people are afraid of embarrassment and literally being in the spotlight. You should not be afraid to step up and embrace change, because that’s where you will learn and grow. In this episode, I talk about fears […]
“It’s not just a problem in the United States. Deaf people are underestimated and are not given the same opportunities as hearing our goal is to see that change.” – Craig What is it like to live as a deaf person? How can these folks enjoy the same opportunities and privileges as the hearing ones? […]
How do you successfully lead a deaf community? How can this be relative to authentic persuasion? It is imperative in leading a deaf organization to find qualified people that have the ability to interact with a hearing corporation and work with internal deaf employees. To manage and work between both worlds requires a lot of […]
Are you ready and willing to take the necessary steps in shifting from a salesperson to a sales professional? What are some of these steps? As a sales professional, you are carrying the responsibility of helping other people get to a better place. Always think of what’s best for each person you speak with. In […]
How can you tell that a salesperson is an order taker? Why is it also important to recognize it in your self? In what I do, listening to phone calls, talking to sales reps, or observing them in their sales calls, I can actually pick up a tell of somebody who is an order taker. […]
If you don’t have a sales process, you won’t know what’s broken, what’s not working, and what needs to be improved. Some people think sales is about talking people into and out of things, manipulating situations, and getting people excited. You need to understand the fundamentals of sales, then apply any of those sales processes […]
“It’s been a challenge trying to get people to realize that we are doing a service for people. We are helping them avoid bankruptcy.” – Kelly How can debt relief programs help you? What is it in this industry that people have to know about? In this episode, you will be listening to the aftershow […]
How do you deal with people who owe you money? What could be a more effective way in dealing with them? Generally, people would really want to be heard and understood. Understanding this basis will make you shift from those old-school sales tactics where you just keep harassing people, to being more empathetic and going […]
How do you control your sales day? What does this necessarily mean? People, in general, will default to being reactive instead of proactive. As salespeople, we must be careful in choosing between the two, as the one or the other will surely bring an impact on our sales. In this episode, I talk about controlling […]
What are the elements of a successful salesperson? What if you are not naturally born to be in sales? I think there’s no such thing as a natural-born salesperson, and I firmly believe that anybody who wants to, can make themselves into a sales professional. In this episode, I talk about the 5 Sales Success […]
You can be yourself, you can be an introvert, and be successful in sales. It doesn’t have to be all or nothing. You need to have a system and a process. You need to be the leader that knows where the destination is. To be a sales professional, make sure you have these traits: openness, […]
“There’s nothing quite like immersing yourself in somebody else’s culture. And I think that’s the difference between transactional sales and relationship sales” – David How do you avoid the siloed nature within organizations? What impact can internal alignment bring to your organization? In this episode, you will be listening to the aftershow with David Rueda. […]
What gets in the way for your business or product to succeed? One of the keys to success is focusing on selling internally as much as externally, and having the full support of every department. You also need to find and select the right person for a certain vertical or project in order to succeed. […]
Why do “sales” feel like such a dirty word? What actually comes to your mind, when you see salespeople starting to approach you? When it’s done right, with an intention to help somebody get to a better place, sales can be an act of service. Sales is something you’re doing for somebody and with somebody. […]
Who is running your team? What concerns sales leaders and business owners? The goal of businesses is to make money, be successful as a company, and also help you be successful. If there’s something that needs to be rolled out or changed, embrace that. In this episode, I talk about an experience I had in […]
One of the biggest challenges I see with people in sales is that they are so focused on the moment, and they’re not thinking long-term. When you’re in survival mode, you’re not thinking long-term, and then it actually causes this death spiral of your sales career. Usually there comes with it some level of desperation, […]
“Being young, and coming from nothing, I do understand where people come from. I do understand the poor people, and someone who needs a chance.” – Reda How does having a dream or vision help you in life? Are you ready to act on what it takes to reach them? In this episode, you will […]
What are the keys to scaling a business successfully? How do you deal with the challenge of finding the right people? It’s important to have the correct structure in place for your organization, as well as the ability to leverage people. Do not be afraid to recruit people who are smarter or more capable than […]
How do we keep a positive mindset? How does this affect you in your sales career? Life is tough to keep a positive mindset but when you’re in the sales world, it can be even more challenging. In this episode, I will continue to address questions that I get from my clients, and from people […]
Welcome back to the Authentic Persuasion Show! This is officially the Kickoff of the 6th Season. Tune in and join me in this journey, as I continue on my mission to help change the way we all sell. Make sure to catch the unique setup this season which will help everyone out there in their […]
I am struggling with getting past gatekeepers, what should I do? How should I approach that? My sales keep canceling, how can I get them not to cancel? In this episode, I will continue to address some common questions that I get that are related to sales. Learn more about the basic fundamentals of sales, […]
My clients treat me like I should be on demand, and that I work for them. Is there anything I can do to change that? In this special episode of my training session, I continue to address questions that are sales-related. One of the things that I love doing more than anything, is helping facilitate […]
My manager asked me to move up to a team lead supervisor role, should I do it? I used to be a door-to-door salesperson. Now I’m over the phone and working from home, I’m struggling to get the same results I used to get. What can I do? In this special episode of my training […]
How do you recruit authentic salespeople who will be effective? How do I manage my reps to a process, but give them the latitude of being authentic? In this special episode of my training session, I addressed some leadership-focused questions that will help everyone in a leadership role. Learn more about leadership, how to be […]
What is the one question I should be asking that will help me close more deals? You said it is my duty to help people, especially as their guide, but my product doesn’t change lives. How do I get people to care? These are some of the questions that I get that I am going […]
Will people buy at me if I am being my real self? How can I become effective in being authentic? People actually want you and your authentic self and they want to know that they are dealing with a human who cares. In this special episode of my training session, I am going to answer […]
What happens after, when people don’t buy? Is there anything you can do about it? In sales, no matter what, it’s not B2C nor B2B, but H2H. It’s human to human. The big thing is that no matter what you sell, no matter who you’re dealing with, none of that really matters at the fundamental […]
What does sales experience mean to you? Why does it even have to matter? The sales experience is about what the prospect is dealing with, what your employees are dealing with, and then ultimately what your company is facilitating. In this episode of my training session, I talk about the sales experience and what it […]
What does it mean to “Marry the Vision, and Date the Strategy”? Why is this important to be applied by everyone in an organization? The mission and vision explain what you do, who you’re focused on, and the value you provide. While the strategies, are about how are you going to get there. In this […]
Why does working together as a team matter so much? How can you break down silos between marketing and sales? One of the things that get in the way is when a prospective customer hears or reads something, then they get to the salesperson, and the salesperson says something different. In this episode of my […]
Why is it important to follow a sales process? How can it help you in becoming authentic? If you are not sure about a sales process, or why one would be valuable, the key is that what you’re looking for is scalable, consistent, expected results. In this episode of my training session, I talk about […]
What are some factors that affect our mental health? How is this relevant to you, being in a sales role? In this episode of my training session, I talk about mindset and mental health. There’s a lot that goes into sales and selling, and a lot that makes it a tough mental game, which then […]
As a salesperson, you might want to ask yourself – “what type of things do I want to sell?” or “what kind of product or service would I be excited by and believe in?” In this episode of my training session, I talk about getting your ideal sales job. If you have a sales role, […]
How do referrals help you in your sales career? What happens when you don’t focus on it? One of the biggest challenges I see with people in sales is that they are so focused in the moment, in the short-term, and they’re not thinking long-term. It’s really tough to farm when you’re worried about eating […]
Was it really something I wanted to do? Is that something I should do? Does this make sense to me? These are some of the few questions customers might have after making a purchase. It’s human nature for everyone to have some form of buyer’s remorse after purchasing almost anything of any value. In this […]
What does a paradox mean? What comes to mind when you hear the words “The Cancellation Paradox”? If you’re a sales professional, you’re going to have people that are going to cancel or people that are going to change their minds. It is always not easy to guide people who are stuck in their comfort […]
How do you sell without selling? Why is empathy pivotal when it comes to sales? Sales is sales at a basic level, and the fundamentals are the same. People usually default to order taker mode, and they don’t really know how to make it applicable to a particular customer. In this special episode, you are […]
What are some of the obstacles you face in your sales career? How can you go over your own doubts? Becoming a customer is a fundamental experience that everyone has prior to entering a sales career. We sometimes bring our customer experiences with us, and it will be quite difficult for you to persuade others […]
How do you make the shift from being a salesperson to a sales professional? Are you always evaluating yourself and looking for ways to improve? Remember that everything in life is sales. If you want your children to do something, you’ll need to use some level of persuasion, leadership, and trust to convince them to agree. This […]
Welcome to 2022! What’s next for the Authentic Persuasion Show? In this episode, I am going to give you a recap of what the plans are for this year. Focusing on my ultimate mission – to enable and encourage over a million authentic persuaders in the world, let’s shift the way sales is done. Make […]
What type of salesperson are you? Are you just taking orders, or are you an authentic persuader? Your goal is to guide people through a process and to a specific destination. Don’t only build rapport, demonstrate empathy, and develop trust, and then just hope that your customers will want to do business with you. In […]
How do you build up and trigger urgency? Why is this so important in your sales process? This is the make-or-break step, and it’s where most order takers fail. This is the part that, when done poorly, feels quite unpleasant, similar to when you think of that person who is entirely concerned with pushing and pressuring you […]
What type of salesperson are you? Can you win at sales with Authenticity? Most people associate the phrase “sales” with a grossly misleading image of a – jacket, tie, and pushy car salesperson. Remember that the most respected people are the ones who are honest, and these people are the ones who earn trust. In […]
What are some important closes that you should be using, or are so fundamental? How critical is it to have a thorough understanding of your sales role? When sales is done in a certain way, it’s all about human to human. No matter what, your job is to help a confused, worried, scared, or excited […]
What if you don’t close a deal? What happens when you have a sales conversation with someone, and then you have to do some follow-up? In most sales environments, rarely ever is it a hundred percent, one-call close. People sometimes need to check in with someone else because they don’t feel safe and are relying […]
How can you be a purveyor of hope? Why is it critical to recognize that everything you do is for the benefit of the customer? As a salesperson, you are the one giving your customers the path, as your role is to be their guide. This is where you tell your prospects, how they can […]
Prescription before diagnosis is malpractice. What does this mean? How does this relate to becoming an Authentic Persuader? In terms of sales, diagnosing involves deciding what is going on for your potential buyer and evaluating if you can help them. The key is that you must first diagnose and determine what they are suffering from, […]
What is the foundation to developing trust? What are the advantages of being a trustworthy salesperson? When all else is equal, people will buy from individuals they know, like, and trust. You can’t ask, demand, or compel someone to trust you. It can only be built using a formula. In this training session, I talk […]
Do you empathize in order to succeed? Should you even be concerned about potential customers? In this episode of my training session, I continue to talk about empathy and actually winning with it in all your sales process. Always ensure that you leave them in a better state than you found them. Asking questions, listening, […]
How do you show empathy in a way that is effective? Are you getting positive results in your sales conversations? There is no right or wrong, good or bad when it comes to demonstrating empathy; it’s all about effectiveness. This is where you ask questions, go through your fact-finding process, analyze, and try to get […]
What is it that you are afraid of? As a salesperson, are you able to face challenges? If you want to be successful in sales, you need to know what your prospect is going through. Purchasing something new involves change. And, for the most part, change can be worrisome. In this episode of my live […]
Are you being a leader? What does it entail to become a leader on your own? In this episode of my live training session, I discuss all you need to know about leadership and its elements. I don’t mean leadership in the sense of managers, supervisors, directors, or bosses, or someone in charge of salespeople. […]
How well do you know yourself as a salesperson? Do you work on your weaknesses so you can become better at them and make them your strengths? If you want to be really effective at sales and persuading people, you have to understand how your mind is working, and then apply those to your prospects. […]
What are your personal fears and how do you deal with them? How well can you recognize these feelings in yourself? Fear is something you can’t get rid of. Fear is always present; it is a part of us. The idea is to recognize your fear, experience it, then go ahead and do it anyway. […]
What are some positive characteristics of a salesperson? What distinguishes effective salespeople from the rest? Every successful salesperson, in my opinion, possesses five characteristics. All of these are attributes that may be learned and improved through time. In this episode, I talk about the good attributes of a sales professional that can you help you […]
What does it mean to be an order taker? In the field of sales, what do these people do? Salespeople who are acting like order takers are trying to close deals and maybe giving up a lot on price, or they’re so worried about upsetting the other person by selling them or moving them forward […]
What’s next for the Authentic Persuasion Show? Some of you may have wondered where I went once the podcast season ended. Here, I will tell you what’s been going on with me for the past couple of months. Stay tuned for what’s coming! Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker […]
Do you want to know the mindset of a salesperson? Are you interested in developing skills in the sales industry? Are you looking for answers on how to become successful in sales? Sales is the highest paid work yet the lowest paid easy work in the world. It’s thought-and-feeling transfers where you don’t know when […]
What is your mission? What drives you? And we’re not talking about big life purpose, not even about, how you’re going to change the world. But more of like, what is at the core? One of the biggest things that have been found in a person’s life is that when you set a mission, or […]
Do you doubt yourself? Are you not confident enough to take on sales? Do you have what it takes to be a top salesperson, or are you going to cower away? People who are confident trust their capabilities. They do not wallow in fear and hide; instead, they are driven through a positive mindset and […]
Are you wondering how you can improve your company’s sales? Interested to know how can you authentically connect with your audience rather than simply making a sales pitch? What does “thoughtful” communication really mean when you’re talking to a customer? What’s the strategy behind successful conversations? If you are a salesperson or a business owner, […]
What does it really take to be successful in door-to-door selling? Analyze the situation, be intuitive and come up with a way to break the ice and have a good authentic conversation with who you are selling to, and then do the transaction. The three types of salespersons are “dinosaurs..” herbivores (they take the leads […]
How do we find the missing elements that are keys to our success? How do we move forward and go to where we need to go? Do you want to make sure your actions align with yourself in the future? Your company wants and needs you to succeed. If you work for a company and […]
Have you effectively utilized your prospect client’s data to close a successful deal? How has lead generation evolved throughout the years? Does traditional marketing still work, or will it eventually go out of date? Time passes by quickly, and the business industry would likewise adapt to these changes. Techniques and strategies will never be obsolete; […]
What comes to your mind when you heard the word ‘rocket fuel’? Do you possess that rocket fuel within you? How can you turn setbacks into capital rocket fuel? A lot of times, people aren’t grateful for the things they have. They worry about what they don’t have and that’s the first thing that blocks […]
Can sales be a career for women? How are women making a shift into tech sales? Women are effective in sales because they are good listeners. If most of the time is spent listening to clients, the salesperson gets a wealth of crucial data to build a compelling, collaborative, consultative, mutual success plan to achieve […]
Are you interested in making a lot of money? Do you like to empower a billion people to be happy? Do you want to learn how to achieve your dreams? Your happiness is determined by whether you can enjoy the consistent persistent pursuit of whatever your potential is. The key is having enough drive persistence […]
Where do companies miss the mark that affects their community and culture? Is your team happy in the workplace they are performing in? Moreover, is your company, organization, or team in a healthy collaborative environment? Working in a workplace where everyone is collaborating and working together is an ideal workplace that can result in a […]
Telling NO actually leads to money – As a Salesperson, how do you sleep at night when you persuade people to buy from you? How can rejecting or saying no lead to more money and profit? Are you leading your customers to the framework you know you can help when they need your product and […]
Are you facing high turnover in your company? When it comes to addressing turnover concerns, what is your first step to employee retention issue? Do you hire candidates based on their skills or attitude? Have you seen any commonality on the reasons why your employees leave? There are so many reasons why employees leave a […]
How do we move people forward in the sales conversation? Are you having doubts about losing the chance of closing a sale from a potential client? Do you want to know the balance between Abundancy and Urgency? There are about 7 billion people on the planet. Not everyone will buy from you, and not everyone […]
Do you want to know the secret to effective sales? Do you want to learn how to become a successful salesperson and be able to help others as well? Sales is a mental game. Being in charge of the sales process and providing service to the customer require a lot of focusing on. It’s important […]
What are the proper ways to approach the government as a business entity? Do you think your current knowledge is sufficient to deal with its complexity? How will you navigate yourself when you are in a pinch? Do you have what it takes to deal with them? The government is one of the essential keys […]
How does your optimism in the business industry measures in 2021? Have you found a way to steer around the challenges facing you this year? Does your current sales perspective match with the shifts brought by the pandemic? How will you stand out in the new era of sales? We all have different wants, needs, […]
Are you an Introvert? Or an Extrovert? How can you create a network of people who connects with you in a suitable way to your interests? How can you meet somebody and form a relationship with them? There’s a difference between being an introvert and just being shy. Networking and connecting with other people requires […]
How can you put yourself in the position to win business? How does consistency contribute to your authenticity? We’re all a work in progress. We’re all trying to get better, do better. We’re all continuously adapting, reinventing ourselves, improving ourselves, communicating with the world. And from that you take and you build and you assimilate, […]
How do you show your authenticity to your clients? Does your authenticity build around your interest in profits? Or is it to deepen the relationship and create an image of charisma? Do you want to transform your selling such that it would be your new calling? Humans are naturally emphatic. This is precisely why authenticity […]
What is persistence? What does it provide, and why is persistence valuable to companies? A lot of times, order takers don’t even know why somebody would want it. They know what the brochure says, what they were told in training, but they haven’t walked a mile in their customer’s shoes enough to go. Your duty […]
How does lack of confidence hold you back from showing your best self? Can you possibly pretend to have confidence and get the attention of your audience? Many people, especially when they go into sales, do not plan to sell for the long haul. For most, it isn’t their life goal. Nothing comes from nothing. […]
Have you encountered weird-looks when introducing yourself as a salesperson? Do you find it difficult to convince prospect clients? All businesses need to sell to survive but why do so many people are repelled against the idea of a “salesperson”? It is common to see bad apples mixed in a stack of good ones, this […]
What does it mean to ENROLL versus to SELL? Enrollment may be seen as similar to selling, but it is not the same thing. However, it is true that those who are very good at enrollment, have no trouble selling. So what should your focus be? When people hear the word “sales”, it’s almost synonymous […]
What do you feel about your leadership role? How will you improve your leadership skills and be the person you aspire to be? Leadership is a word where the meaning differs relative to the scale. A student leader’s responsibility appears menial in the grand scheme of things, but a country leader is responsible for the […]
Are you seeing stagnant sales figures despite the fact that your sales team looks busier than ever? It could be because your salespeople have fallen into the trap of bad sales habits and toxic sales strategies. The real question here is what makes a good salesman? Selling is all about connecting and build real and […]
Are you out of ideas on what to do during the pandemic? Are you concerned about how to transition your traditional sales persona to the virtual space? With the risk of spreading the virus in mind, the business world made the largest shift towards the virtual space. Different companies are now slowly adapting to the […]
Having trouble reaching your clients during this pandemic? How can you manage your sales team to be able to keep up with today’s demands? How will you build trust with clients? Having an analytical approach to what you are selling is very important. Setting up your team and knowing what will work in the work […]
Do you want to scale down your turnover-rate to scale up your business? Are you tired of wasting most of your resources hiring employees without plans to stay for the long haul? Today’s recruiting environment has never been more challenging. Just when you were working to meet your recruitment quotas, the whole world went sideways. […]
What can you do to improve your relationship with your team? How will this change your company? Many people are chasing after customers or clients. And so many people are letting their top talent go and getting another person. Most people believe that they need to wait till everything’s perfect to make a decision. People […]
How does being mindful has a great impact on your sales profession? Where should you focus on to achieve success? Mindfulness is an awareness of the present moment. Noticing your visualization and affirmations would be things to do when you’re not with your customer to train your mind. Mindfulness helps you respond consciously rather than […]
Are you struggling to get a sale during this pandemic? Are you worried everything will stall out for your business? Do you want to know how you will be able to get back on track this 2021? 2020 has been a challenging year to close sales and gain trust. With the current situation, creating client […]
How can you get the right people? Does comparing yourself to others have a value? You need to have better staffing so that you could make more sales. More staff getting, more support bringing in training, bring in help, and being perfect. If we get the right people in, we onboard them the right way, […]
Is your business geared with the highest visibility? Have you laid down a sturdy foundation for your business to grow and prosper? Have you taken into consideration the advantages of having a well-equipped business publicity? Fading into obscurity is one of the most disastrous scenarios that any businessperson would want to avoid. With the massive […]
Have you found your unique selling point? Were you able to utilize it to its max potential? Or are you still trying to figure out your strengths and weaknesses? “We are all born unique”, one of the most common statements you can hear from advocates of personal development. Learning our unique abilities and using them […]
How is your mindset going to 2021? Will you expect and start your year full of optimism? Or will you be cautious and set your mind towards possibilities? Are you well-prepared as you face 2021? The pandemic set the world into a roller coaster. Any business, big corporations to small businessowners, were thrown off guard […]
Do you want to end your year in sales career with splendor? Do you want to finally close the deal and start your prosperous new year? Do you want to finish this year strong and fulfilled? This year is full of ups and downs. The world, as we know it, is moving forward towards an […]
Are you terrible at negotiating? Do you want to improve your negotiation skills a notch? Do you want to know the secret to your business success? Negotiation is simply an agreement of the terms between the two parties. As simple as it sounds, the tremendous pressure and intimidation a negotiator go through is not simple […]
Is it a bad idea to promote salespeople? What’s the good idea? Organizations move people up thinking that because they sell well, they can lead well. They have the wrong expectation at all levels. Most organizations barely provide sales training. They provide some sales training and then they hope that people do it or they […]
Do you know your clients well enough? Have you formed an emotional connection with them? Have they expressed their trust in you completely? People are born unique, hence our decisions and how we execute them are dependent on that unique trait. Aligning oneself to your clients will already give a big advantage against your competitors. […]
It is the most wonderful time of the year, Christmas Day. A week to go, before getting into a New Year. In this episode, I encourage everyone to take time to reflect on what has happened over the year. See the good in all things, and take lessons from the bad. Merry Christmas and a […]
What does it truly take to be successful in sales? Are you an ideal salesperson that has what it takes to be successful? Do you want to know how to be a successful salesperson? A lot of people want to get into sales but they are being they are held back by fear of objections. […]
Do you have what it takes to be a leader? Do you know the difference between a manager and a leader? Are you aligned with the mission of your company? Being a leader is as heavy as lifting a mountain. A leader sets the right direction for the future of his team and makes sure […]
What are you doing to meet your prospects? Having trouble getting clients to meet due to time conflict? Do you want to expand your tools on how you will be able to properly meet clients and make it easier for both sides? We often get ourselves fixated on how we want to meet our clients […]
Are interested in a way to revolutionize podcasting? Do you want to change the way to disseminate information on your clients and your employees? Do you want to learn the best practices of a successful company? Podcasting has changed the game of dialogues in the entertainment space. Interviews in the past were linear in which […]
Are you interested in how to generate your wealth? Do you have doubts about handling your finances? Do you want to learn what your company might have missed out for an effective sales team? Dealing with finances has never been easy. Money is not just some paper printed and handed out to people. It requires […]
Do you have the right recruitment process? Looking to hire the right person for your team? Putting the right people into your team is very crucial and can be the foundation for the success of the company. And the hiring process is the first step in hiring people for your team. Determining if the recruitment […]
Have you utilized your voice to its max potential? Do you have a problem in connecting with your clients? Do you have that resonance in you? Having a conversation, as a salesperson, might be too linear. You offer your services, you persuade them, then you close the deal. But persuasion demands a resonance in emotion. […]
Do you have the right people on your team? Do you want to escape the situation of being the founder and the only best salesperson in your company? Oftentimes you need the right people for your organization because being the only salesperson could be a positive step in moving forward but it creates a lot […]
How can you be successful at networking? How can you be the solution to your client’s problem? Relationships often build up networks and those networks can get you to the right persons you want to work with. And to build relationships, you need to ask yourself how can you be the solution to your client’s […]
Are you having trouble trying to connect with people? Feeling blanked out and not knowing what to say? Do you want to know how to lead a conversation in your favor? Any businessperson would feel the itch to strike a deal. However, it takes a lot of mental fortitude and persuasion to close the deal. […]
Have you ever thought of promoting your top salesperson into a lead role? Thinking that a top salesperson, as a leader, equates to a top sales team? Have you provided them enough support, to help assist you in reviving your company? “Survival of the fittest”, as what the law of the jungle says and that […]
Why is there a fine line between marketing and sales? How will you interpret the data gathered to create a lead indicator? Does your marketing data translate to effective sales? Does the structure of your business matter? Information is at every customer’s fingertips. Companies struggle to sell products and services to new customers and retain […]
When it comes to sales, it is vital that we ask ourselves this question: “Am I selling TO somebody? Or am I selling FOR, or WITH somebody?” In this episode, I talk about understanding the importance of the foundation, and internal aspects of “why” you are selling. This is where most salespeople fall short, when […]
Do you want your withered sales to see the light once again? Are you approaching your customers in the correct way? Do you have a hard time being unique against your competitors? Do you really know who your customers are? As technology progresses day by day, many companies have a hard time adapting to changes. […]
How can you create an audience that begs you for help? How do you attract them to you? People buy from you because they feel a connection with you. Buyers connect with “the right person” not so much because of how the product works, but how the right person made them feel good, and part […]
What if you are a toxic salesperson? In episode 342, I addressed this topic for the leaders listening. Now, I want to help you – if this applies to you. I truly want you to take your great sales ability and come at your role as a positive force on the team and for the […]
Want to separate your company from the competition? How do you set the right expectations? Building and scaling a successful company could be a difficult venture. One of the challenges to small business organizations is to bring in the wrong type of salesperson. Many times, companies do not set the right expectations or over-promise on […]
Why do companies tolerate toxic energy or behavior in the sales team? Simple: Money A top-performing, revenue-generating rep that also happens to be toxic to the corporate/team culture is better than no rep…right? In this episode, I address this trend, why it happens, and what sales and business leaders should do about it. Buy Selling […]
Don’t be the Weird Guy at the barbeque. Change sales successfully with effective company culture. Transform your sales team from order takers to quarter breakers, significantly increase revenue, and create scalable sales systems. In today’s episode, Daniel Vander Kooi, Founder/CEO of Manna Insurance Group, and I talked about how to build companies through his quote […]
What are the benefits of being authentic? How can a mindset help you achieve your goals? The most common mistake is focusing your energy on one activity. Look at what you’re doing and think about it like a professional. Most content you see scrolling through social media is from “the pros” – people who have […]
It’s that time of year where things slow down for salespeople. The holiday season is upon us, and the prospective buyers are distracted, busy, tuned out. They don’t want to make buying decisions or don’t care about anything other than making it through the holidays. Well, at least that is what most salespeople think. They […]
How do you build a relationship with somebody who doesn’t know you on the other end of the line? What do you say to keep their attention? If you are randomly calling, emailing, or directly emailing your prospects, STOP! It is NOT a numbers game. Become useful and help your prospects. Create value by providing […]
“Just tell me what you are selling, I don’t want to answer any of your questions.” Or maybe: “Can you just show me the demo? I want to see it and I will let you know if I am interested.” Or even: “You don’t need to know that info (in response to trying to get […]
How can you match the wants/needs of your buyer? Looking for the best tool to deliver the best combination of digital experience, human touch, and advice? Oftentimes, you want to drive more effective customer acquisition to deliver a better buying experience for your customers. And, people constantly want some buying assistance and want to talk […]
How would you rate your level of persistence? Do you know why you are even persisting in the first place? In my experience there are 5 Sales Success Traits. These are skills that can be learned and enhanced with focused practice. And they are all necessary for becoming a Sales Professional. Most people might think […]
How creative would you say that you are? I used to think that only applied to painting or music. In my experience, there are 5 Sales Success Traits. These are skills that can be learned and enhanced with focused practice. And they are all necessary for becoming a Sales Professional. Most people might think that […]
Are you curious about your prospects, your industry, and the world? Are you constantly trying to learn new things in and outside of sales? In my experience, there are 5 Sales Success Traits. These are skills that can be learned and enhanced with focused practice. And they are all necessary for becoming a Sales Professional. […]
Are you open to new things? Or to constructive feedback? In my experience, there are 5 Sales Success Traits. These are skills that can be learned and enhanced with focused practice. And they are all necessary for becoming a Sales Professional. Most people might think that only “Natural Born Salespeople” can be successful in sales. […]
Being in Virtual Conferences is great and fascinating. We really focus on connecting with one another, having free flow conversations with people that maybe you wouldn’t necessarily have access to on a day-to-day basis. In this episode, Juliana Stancampiano, CEO of Oxygen will be our guest today. She will be talking about her experience in […]
What is a channel partner? Why do we need channel partners? How can we build a channel strategy to accelerate the growth of our company? These are some of the questions people ask when they are interested in having channel partners and what it can do to their businesses. Instead of selling directly to the […]
Change equals danger. What are you holding back in your sales conversation? Whether it’s signing up for your service or buying your products, that requires a change in trying something new. Nothing is perfect, so there are risks and mistakes involved when taking these chances. In this episode, I talk about how salespeople should disclose […]
What are you seeing now within the industry of Field Sales? What are you seeing with the trend at all of the field sales moving into inside sales? A lot of people assume that field sales isn’t happening right now, and that’s definitely not the case. About 20 percent of customers have either gone out […]
Why would your clients say yes? You don’t always have to ask to close the deal. Rewind to when you were a customer and didn’t like it when salespeople were pushy in their sales tactics. That is why you should know your intentions and analyze what value you can provide. If you do ask, there […]
Thinking about getting into selling insurance? Are you worried that selling insurance is hard? Most of the time you’re going to have people tell you “No”. Even when you locate a good prospect, the product itself is hard to sell. People are loath to discuss how important it is to have insurance. Unlike a new […]
Get up from the table, walk to the other side, and look at the deal from the opposite side. Look at it from both sides of the table. Ensure the deal is fair and honest. The golden rule, or principle: Embrace life professionally and personally, can be found in every culture around the world. Basically, […]
Expensive does not mean better. You can win more sales with a long-term approach to selling. It is the duty of a salesperson to serve customers with products that are the best fit. Consider what is in the best interest of your customer when introducing an item even if this means underselling. In this episode, […]
Learn how to transform your sales team from order takers to quota breakers. Significantly increase your revenue and create scalable sales systems, you should be listening to Authentic Persuasion Show with Jason Cutter! A lot of people think persuasion is a bad word, but rather it should be used properly and done right. A good […]
Each person is unique. They have different needs and wants even if their problems may be similar. When a problem approaches, how do you find solutions to solve it? As your goal is to help solve your client’s problem, it is best to determine a solution that is the best fit by being curious and […]
How can businesses start their digital transformation? Can businesses find success in social selling? Digital sales strategy can create a game-changing impact on your sales team and their results. With the current pandemic, it has significantly influenced the way companies run their businesses and manage their people. It is indeed possible for businesses to succeed […]
Are you bringing all the revenue you deserve in your company? Are you making as many sales as you want to? Do you build enough customer relationships to ensure the long-term success of your company? Only few companies’ sales strategies revolve on throwing random tactics and see what sticks. Most businesses that see consistent success […]
Are sales one size fits all? How do you operate in your sales life versus personal life? The way you handle interactions in your sales role is similar to how you act when you recommended products to your friends or family. When asked what phone they should buy next, you will probably say iPhone because […]
Is your business in need of a sales boost? Or perhaps a total revamp of your “sales strategy”. Many business owners don’t like selling because they are not very good at it. That’s perfect! People don’t want to be overtly sold to. But let’s face it, your success depends on it, no matter how you […]
Drop your baggage. Do you carry positive baggage of stories, hope, and empathy in your sales role? Don’t let the negative baggage weigh you down. The mental baggage that you carry daily with you is based on your experiences. As a salesperson, how you present to others in your sales career will determine the effectiveness […]
How many sales and marketing steps do you have? Does having a sales & marketing process help you win more deals? The “fun” part in sales lies in the fact that buyers can be picky, overly cautious, impulsive, and even suspicious. The only thing that works for some as unstable as this is to work […]
Are you postponing digital marketing? If you have been avoiding digital marketing, is it because you think you are not simply ready? Do you find yourself overwhelmed just figuring out the digital marketing angle? Your customers and potential customers are definitely already online. Right now. Today. There’s a good chance they might already be looking […]
Do you have fun in your sales conversations? Don’t be afraid to show that you are human when speaking to your prospects. A sales conversation does not have to be perfect, this will lead to prospects more unwillingly to buy from you. They may worry about being manipulated or tricked if you are too perfect. […]
Is your marketing strategy failing to produce the results you want? Or have you ever questioned yourself if your business can survive without a strategic marketing plan or no marketing plan at all? While your business could grow and see results every now and then, investing in a diverse marketing plan will expedite and consistently […]
Asking questions means you care. What questions do you ask to help move forward the sales process with your prospects? Closing deals by hope will not work long term in your sales profession. Show that you care about them by shifting your focus as a sales professional to figure out what your prospect’s needs, wants, […]
What is the biggest motivation in your business? What picture do you paint when you hear the word “success” in terms of your business? If your target is to manipulate others to purchase your products and avail of your services, then you might want to rethink your ways. Sales shouldn’t be about manipulation. It should […]
Don’t pitch in the first 15 seconds. It’s not about getting what you want, how do you help other people? A sustainable approach is persuading your prospects for the right reasons. If you’re selling to your prospects, view yourself as a professional like a doctor to find solutions to their problem. Featured on the Riderflex […]
The robotic scripts don’t work. People want real human interactions when making decisions on what to buy. If people find that you are not genuinely trying to help them and only trying to close a deal, it’s not surprising if they rejected your offer. Active listening and asking questions to understand them is part of […]
People don’t make decisions. How do you sell to them over the phone? To move prospects towards a closed deal, a salesperson should gain their trust and help them make a beneficial decision. People tend to buy when they find that a salesperson is not manipulating. Featured on The Sales Conversion Podcast hosted by Rylee […]
Do cheap leads mean higher conversion rates? Is it always about the lowest cost? To close at a good rate, it’s just a numbers game. A low cost in leads may result in higher cost in the long run, which is important to consider as a buyer or lead provider. Featured on the LeadsCon Industry […]
‘What do you recommend?’ ‘Which one should I buy?’ Those are the questions often asked by customers. Having options makes it difficult for clients to make a decision. A salesperson’s duty is to lay out the best one or two options that fit their needs, providing valuable solutions to their problems. Featured on Sell with […]
Do you have ‘sales’ in your title? How do people view salespeople? Salespeople are often seen as tricky and manipulative, however, the strategy for sales success is being authentic and not shy away from being who you are in a sales conversation. Embrace yourself as the sales professional to help and provide value, but also […]
Why do you want to be successful in sales? What is your purpose as a sales professional? The approach to selling only to close deals and making profit is not an effective long-term strategy in sales. Figure out your prospect’s needs by asking questions and understanding at a deeper level. Featured in Tim Alison’s podcast […]
Why do buyers avoid changes? Why does it take them days or weeks to decide on a new product or service? Fear exists as a result of changes. During the approach process, a salesperson should build rapport and find products or services that fit their buyer’s needs. The goal is to help buyers overcome the […]
Why do you want to be successful? What is your intention when you approach your client? Rejections in sales are difficult and there may be mistakes made in your past sales experience. Your process in being real to persuade should focus with the intention of helping others with listening and understanding their needs. Featured in […]
Why do you want to be in sales? How many options do you give to prospects when selling? Your goal as a salesperson should be finding solutions tailored to fit your prospect’s needs, instead of having a ‘sales’ title so you can sell and make a sale. Rather than using manipulation, persuading with empathy and […]
It happens to everyone – the dreaded sales slump. But why? And more importantly, what can you do about it? I will cover my experiences about seeing countless reps fall into sales slumps, and the ones who have successfully pulled themselves out of it. I also talk about this milestone episode, the fact that this […]
Despite the less glamorous aspects of running your own business, the liberating feeling of having that autonomy and being able to make our own decisions are definitely worth it. And that’s one of the defining factors of success. It is having the creative freedom to run our business with our own ideas, rather than being […]
It’s surprising how our self-limiting beliefs, the lies and assumptions we tell ourselves can prevent us from achieving the goals we’ve laid out by ourselves. Only by keeping an open mind, communicating with others, and understanding their standpoint, will allow us to have an open conversation without ego barriers. It takes time and a great […]
People believe that being fully honest somehow directs us to lose in some aspects of our lives, especially in business. The truth is, not being fully honest only blocks your real energy, your true power and influence. Real honesty lets energy flow into one’s work. Honesty should not only be displayed in workplace or businesses. […]
In the hustle and bustle of the business scenario today, speed is essential to making decisions and it has become so easy to forget the most important trait, being honest. When you think about traditional marketing practices, honestly probably isn’t the first thing to mind. As it has been apparent that most businesses only focus […]
Do you have solid transitions for moving through your sales conversation? The transition is the bit that allows for a fluid movement from one portion of your sales process to the next. Top performing salespeople are pros at the transition. As you guessed it, struggling salespeople don’t usually have good transitions ready. In this episode, […]
Did you know your mindset has a lot to do with your success in sales? For many years, the sales community have operated with the belief that success on sales is dependent solely on innate abilities like communication skills and outgoing personality. The assumption has been, if you didn’t have “it”, you couldn’t be taught […]
Like so many words associated with sales, there is so much to talk about the importance of authenticity & persuasion. And in today’s selling environment, authenticity is the most important virtue sales people can demonstrate, even if it means pointing them to a competitor that can give them exactly what they need. Contrary to what […]
Do you take a short-term or a long-term sales strategy to your business? One thing is for sure and couldn’t be stressed enough, try and avoid damaging your long-term sales strategy to make short-term pay off. If you have a small or medium sized business, then it is likely you are focused on sales, and there is nothing wrong […]
In sales, knowing the right people to reach out and connect with at the right time is very crucial. With the tools that salespeople are using today, many businesses have adopted to using CRM system because the sales data can be stored centrally with easy to follow format to monitor sales processes and optimize selling. […]
Are your prospects disappearing on you like a ghost in the night? It is one of the biggest issues my coaching and consulting clients are facing. It has always been a part of sales, but now it feels like it occurring at an even higher percentage. In this episode, I share the main reasons WHY […]
In digital marketing, businesses are truly struggling with this question – should we be who our audiences want us to be? Or should we be who we truly are and find the right audiences for us? Authenticity is not only being sincere and honest. It’s about being reliable, dependable, and true to what you say […]
Digital Marketing can transform your business providing you’re doing it right. Despite the benefits it offers, a lot of businesses fail to capitalize on what digital marketing can do for them. You have to identify the ways that you are probably doing wrong. The most important thing to consider is your customer. Customers should be […]
There’s no such thing as born salesperson. A great salesperson makes it look easy but it has taken them time to hone their skills and they are constantly seeking out to learn to better help their prospects. The top sale performers are the ones always seeking to learn and grow. They always want new information. […]
How should businesses respond from a marketing perspective during this pandemic? In the midst of this crisis, there are still opportunities for businesses to maximize their digital presence during the lull, allowing the business to hit the ground when the situation starts to stabilize. Let’s face it. In this dire moment, maintaining cash flow is […]
Sometimes in your career and in life you need to take time to reflect. There are milestone days that trigger emotional memories. Today is one of those globally historic days. But this is not a ‘here is my 9/11 story’ episode. But it is a call to action – for you to look at where […]
How much information should you put on your web form? Do you want to put a little bit of information so you can get a lot of leads unfiltered, or you want a lot of information so that it is very narrow, with very few responses but higher intent? The strategy behind that is understanding […]
You can’t just dust off an old compensation plan. To boost productivity, you have to speed up on modern trends and align your comp plan to what you want your salespeople to achieve. Start with what you want to achieve. And make sure your comp plan recognizes that. You want to make sure that you’re […]
The more consistent your messaging, the more consistent your branding. If we look at how we present ourselves to our existing customers, buyers, and prospects, are we consistent with our branding? How do you ensure a consistent brand presence in all your on and offline brand communications? The most critical piece in any business is […]
When we think about a collaboration mindset, we probably think about teams. If teams are not on the same page – the time, money, and effort spent will all be wasted. Seriously, who can afford that? Collaborating may not be a natural thing for some individuals. But how can we restructure our approach and see […]
It’s your DUTY to tell your prospects what to do. In this special episode, I start off by sharing an important Authentic Persuader sales tip about what it means to be a professional. Then, in the second half of the show, I share the ideas I have for the direction for the show, and ask […]
Remember to follow up and send a Thank You note. Rejection is a common part of sales, but what do you do when you are declined for a position and feel that you are the right fit for the role? A company may reject you, but this is up to you to reach out and […]
Sales are like going to the gym. What happens when you go to the gym continuously and then stop for a week or two? This example comes down to a similar approach to a sales and marketing team. When you don’t deliver consistent performance, you can’t expect a long sales cycle. Part 3 of this […]
Are you good at outbound calls but lack the skills to present a demo? How can you find the right person that can perform cold colds, inbound sales, and demo presentations all at once? The answer is you can’t. That will be very unlikely to find someone who can do it all. The important factor […]
Having one salesperson to do it all? Don’t expect just one salesperson to complete all the elements in a sales team. Hiring for the right fit in your sales team is a process to match your company’s mission and values. Creating an effective team culture requires an entrepreneurial mindset for salespeople when selling. To improve […]
I have a new book coming out – it is the culmination of what I have learned from my long career of being in the sales seat and leading teams. It is the playbook that I developed for myself and others in similar situations – salespeople, who might not have seen themselves being in a […]
Do you hold your team accountable based on company values? The behavior of your sales team is determined by your company’s mission and values. Aligning with teams in different apartments creates a seamless and effective approach to your business. This is where understanding the vision and goals to improve productivity is by contributing their strengths […]
Your sales team represents the structure of your company. Should they deliver more productivity to get more leads so that they can increase profit? There needs to be structure within an organization to guide salespeople on targeting their leads. Narrowing down to target prospects creates effective results that add value to their company. Top salespeople […]
Taking action to scale is essential to increase potential growth within your company. Are you considering all the factors that come before the process of scaling? The sales team takes part in the company structure in which they contribute value to when speaking to prospects. A Salesperson should know the products or services that they […]
Is your marketing team held accountable for the number of sales? Moreover, is your sales team targeting all the possible leads to close a sale? When given a list of leads, salespeople tend to select prospects that they find will close sales. It is crucial to take account of all leads to ensure that you […]
What matters most during the sales process? How can you go beyond approaching and presenting to create long term relationships with your clients? Salespeople have to keep a professional image as they approach their clients, however, that is not what maintains their strategy to close sales. Reaching to prospects during the sales process is not […]
Do you value relationship selling? What are the things that matter most in the sales world? Successful salespeople focus on their interaction with their clients, rather than the pricing or the details of what they are selling. All these are critical, but the status of your relationship with your clients can keep their loyalty, and […]
Buyers inherently have always been in that place of wanting more, no matter what. But they’ve been cultured by the sales profession to be where they’re at. They hear what it is that they’re telling salespeople to do. But again, inherently, they want something bigger, they want something better, they want something more altruistic. And […]
Sales is about you playing your game for your reasons. It’s about helping individuals get to a better place with your product or service. And it is the toughest thing to get through for people who have either raised themselves in a certain way or been raised in sales in a certain way by managers […]
It is common knowledge in the sales world right now that the only thing to win in sales is you should use manipulation, tricks, and hard sale techniques and strategies. But should you really? The art of psychological sales techniques can lead you down the road of deception. There are already too many salespeople willing […]
There’s a balance of persuading people and moving people in the right way when it’s the right fit. There’s some persuasion when you’re helping them get past a fear to make a decision, get over their own worries about change especially in this unprecedented times due to the COVID-19 Crisis. Everyone’s kind of in a […]
You could use any approach to make some level of sales happen. But is it sustainable? And is it the proper way to do it for yourself or those customers of your company brands? Sales is more than just hard sales pitch, monthly targets and quotas, financial goals and bonuses. It is creating real engagement […]
One of the best ways to jumpstart referrals in the short term is handwritten cards. They’re just not done enough by the people. It takes less than five minutes to write a card. Go on Amazon and buy those magic cards. Don’t put your brand or logo on the card at all. Don’t put your […]
Salespeople are often shortsighted and focused on just one thing. And that one thing they focused on is money and it is rampant in the world of business. When people are focused on money, they’re not focused on helping. And when they’re not focused on helping, they don’t nurture relationships and build that care that […]
The number ONE Pillar in the four-pillar strategy is over-deliver. Let your work speak for itself. Be so great at what you do. Exceed your client’s expectations. Show up and give an extra mile in your service. That’s a quicker turnaround. That’s a better product, a better service. The four pillars are over-deliver, listening, surprise, […]
How many of you have a referral strategy? Is your approach to looking for referrals done correctly or are you just not doing it at all? Word-Of-Mouth is immensely powerful. In fact, it’s the BEST marketing tool you have. But are you making good use of it? 99% will say that the number one source […]
With things going on because of the global pandemic, people are forced to embrace the new normal. That goes the same for businesses. Industries have learned to adapt working remotely or virtually, when it seemed to be impossible before all these crazy times. For health and fitness, a lot of instructors have gone online coaching […]
No matter what type of the business platform you have, you have to treat the sales process as an ongoing journey. Building relationships and nurturing them and keeping that sales mentality are vital for customer loyalty. Continue to build that relationship even after that one membership sign up because it is the key to upselling […]
People, most of the time, don’t realize the energy that they’re carrying into different things. If you are in a sales conversation with somebody, and you’re not very enthusiastic about it, do you think you’re gonna get a sale? Justin shares how the mental shifting is very important in overcoming that scarcity mindset. A lot […]
Are you a fitness business owner that wants to build an efficient, effective, profitable business that actually adds to your lifestyle? Entrepreneurs often say business strategies, sales strategies, and business tactics are the keys to being successful. But what if I tell you none of it matters unless you have your mindset right? A lot of […]
When selling, are you going into so much detail about how your service works that you are actually losing deals? So many reps over-explain – essentially disassembling the entire car in order to prove that it has value. This habit can be the result of several things. In this episode, I unpack the reasons why […]
What is your intention behind the calls you are making? According to Jarrett, it’s about being smart, working hard, and building relationships. Instead of making 100’s of calls a day, make less, then reach out and connect human to human. Check out this final part of our conversation. Book your free Sales Power Call with […]
Are you memorable during your outbound calls? Always remember that your goal is to make an impression on the person you are reaching out to. Jarrett shares his thoughts and experiences on how to breakthrough during that cold call and turn it into longer conversations that lead into relationships and sales. We also chat about […]
Are you making tons of calls and going through the motions? Or are you learning from the experience, feedback, and making shifts? How are you doing on changing your strategy from outbound grinding to inbound relationship building? Check out part 2 of my conversation with Jarrett – where we cover these topics. He is such […]
When selling during a pandemic, we need to ask ourselves: What is important right now? What relationships have I built? What foundation is in place? There are metric-doing steps. And there are relationship-building steps. In this episode, Jarrett and I talk about selling during Covid-19 times, using social media, and the power (and leverage) of […]
You are selling the wrong thing. Your prospects don’t care about the features of what you are selling. They might not even care about the benefits. Unless it is what they need. Most sales reps are focusing on the incorrect value. No one buys a drill – they buy the hole. And a professional salesperson […]
How do you get more diversity in your sales team? Maya has been in the Silicon Valley, in predominately male occupied sales teams. She shares her tips for companies, and for individuals who find themselves with a lack of diversity around them. Book your free Sales Power Call with Jason Enroll in the Persuading Like […]
The key to building bridges between sales and marketing is transparency. One trick is to automate as much of the data tracking as possible. That way no one can bias it to tell their side of the ‘story’. It will also improve communication. In this episode, Maya shares what she sees that leads to success […]
Are you including your customer’s CFO in buying process? Most B2B sellers are afraid of what Finance might say, so they hope the deal goes through without dealing with them. But they are the ultimate gatekeeper. In this episode, Maya and I discuss this topic, plus how to shift Salespeople who are operating like Order […]
The new school of B2B sales is about relationships. It is about being intentional with your prospective buyer, treating them like a human, and supporting them in their goals. That is how you win in sales – especially ones with longer sales cycles. In this episode we talk about women in sales leadership roles, what […]
We all have an Ego. Not just salespeople (although theirs is usually pretty big). The problem, as you may have guessed, is that an unhealthy ego will get in the way of success. In this episode, I share my thoughts and experiences from reading Cy Wakeman’s No Ego book, and how it can help teams, […]
Unless you are a clairvoyant – stop trying to assume you can read your prospect’s mind. You will be wrong most of the time. Especially when you assume that they won’t want to pay your price. In my experience, if you are afraid of the price/cost conversation, it’s because of either/both of these reasons: 1) […]
Are you confident? Do you focus on building confidence, in the right areas for the right reasons? Travis Chappell and I – in this final part of the conversation – finish off talking about what salespeople should focus on most, and how to get there. And of course, since he is absolutely focused on his […]
What if you left every relationship better than you found it? That is Travis Chappell’s philosophy, as he helps people focus on building better networks and focusing on relationships first, creating long-term value, then selling. Check out Part 2 of our conversation where we dive deeper into relationships to help in sales, and life. Book […]
What if you sold based on relationships? What if you had the confidence to preserve until you were successful? On this 3-part series I have Travis Chappell, who among many things (See bio below) has been selling since he was a kid and has so many lessons/insights to share. I wasn’t a sales-kid, Travis was […]
One of the best leadership and management books I always recommend is the Five Love Languages, by Gary Chapman. Might seem like an odd choice for a ‘business’ book, but it is vital if your goal is to have your team members, coworkers, managers and other stakeholders feel like you truly care about them. Yes, […]
How can you sell psychological safety? How do you sell diversity to your employees/team? How will you help someone accept, and hopefully embrace, change? Check out the final part of my conversation with Zack Knight. Book your free Sales Power Call with Jason Enroll in the Persuading Like A Professional Online Mini-Course Download The Power […]
At times, life is about learning what you don’t want to do. Or who you want to learn from. Or whose sales style you don’t like. Or a career you no longer want to do. Zack and I cover this and more in Part 3 of our conversation. Book your free Sales Power Call with […]
You have a duty to your prospects to help them buy the right solution. Whether it is persuading them on the best actions to deescalate an issue as a police officer. Or selling security and safety as a consultant. To be successful also takes conviction of what you are offering, why they need it, and […]
What do police, the military, security, safety, and sales have to do with each other? Even if you don’t think you are in sales, you are always selling. In this series, I speak with Zack Knight who has done many ‘non-sales’ roles, yet we speak about how success in those roles require the ability to […]
When a business book will help you sell better. Yes – this is a business book that guides small business owners to success instead of the fate that awaits a large percentage of people who start their own company. In this episode, I review the book and share why I feel it’s a critical book […]
Are you telling stories in the wrong way? Yes – there is a correct way to tell a story. I wrap up the conversation I had with Paul Smith in this episode. Make sure to check out the first two segments, and use the links below to connect with Paul. Book your free Sales Power […]
Do you know how to tell an effective story? Part 2 of my conversation with Paul Smith We continue our discussion about how to use stories as an important tool to help your prospects move forward towards the close. Book your free Sales Power Call with Jason Enroll in the Persuading Like A Professional Online […]
One of the oldest types of communication is storytelling. When your goal is to persuade/sell someone on your idea/product/service, one great technique is to tell stories. Some salespeople are better than others. My guest for this mini-series is Paul Smith, author, coach, trainer, and speaker focused on helping people tell better stories. In this episode, […]
People don’t buy features…they buy solutions. AND (most) People want to deal with and buy from someone they like and trust. When you are selling a product/service that with fairly equal competitor options the prospect could choose from then one factor in their decision making process will be their interaction and relationship with you. This […]
There are times when your service fails, and customers are unhappy. You might even start to lose faith in what you are selling. In this episode I discuss how to overcome that, mentally, as a salesperson. The second topic for this episode is around selling without “selling”. It’s helping people buy versus PUSHING them with […]