The Issue of Wasted Time in Sales Calls and the Importance of Research

Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different.

HIGHLIGHTS

• Simulations improve sales strategies
• Change the perception: Tell stories and solve legitimate concerns 
• Coaching teaches how not to blow through red lights
• Giving sympathy vs providing empathy
• Find your differentiator that engages clients in your story

QUOTES

Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."

Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller."

Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy."

Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those."

Find out more about Jennifer and get her book in the links below:

• LinkedIn: https://www.linkedin.com/in/jennifercolosimo/
• Website: https://www.franklincovey.com/

Reach Howard in the link below:

• LinkedIn: https://www.linkedin.com/in/howardbrown/

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